Global Key Customer Manager

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About this opportunity We are seeking a Global Account Manager, reporting to the VP Global Accounts, to drive sustainable and profitable growth, lead the value-selling team, and deliver exceptional customer service. Based in Beijing, this role requires a deep understanding of the customer's organization and embedding yourself within their operations to identify needs and contribute to their success with Sandvik's full support. You will assess Sandvik's position within the customer's business, identify growth opportunities, and develop strategic action plans for account teams to proactively offer valuable solutions. As a trusted ambassador for Sandvik, you will ensure clear, high-quality communication, manage and strengthen customer relationships, engage with Sandvik's internal network to align resources, and foster long-term, mutually beneficial business partnerships. This role is primarily an office-based and full-time position, with required travel to customer mine sites, necessitating adaptability to remote and industrial environments. It must be able to travel frequently both domestic and international for meetings, conferences, and customer engagements. The flexibility of work at varied hours, including early mornings, evenings, and occasional weekends, to accommodate global time zone differences and business needs are required. It must be adaptable to changing schedules and priorities to ensure the successful performance of the role. Key responsibilit ies: Account Growth & Strategic Planning - Develop and execute a Global Account Business Plan (ABP) in collaboration with local Key Account Managers (KAMs), ensuring alignment with customer needs and Sandvik's strategic objectives. - Maintain a deep understanding of the customer's business landscape, including value chain, market drivers, CAPEX plans, and strategic initiatives, to identify partnership opportunities. - Analyse Sandvik's position within the customer's operations, identifying geographic and product portfolio gaps, market shares, and relationship dynamics. - Define a clear account vision and strategic roadmap, outlining key focus areas, success factors, and action plans to drive business growth. - Facilitate cross-functional alignment, ensuring divisional and regional teams contribute to and support account objectives. - Maintain the CRM for seamless access and visibility across internal stakeholders. Sales & Opportunity Management - Lead end-to-end sales opportunity management, from scoping and opportunity mapping to negotiation and contract execution. - Drive major tenders and global agreements, ensuring Sandvik's solutions align with customer requirements. - Proactively introduce Sandvik's full product and service portfolio, leveraging innovation and R&D to enhance customer value. - Apply value-based pricing strategies to maximize profitability while delivering customer benefits. - Establish and manage Global Framework Agreements (GFAs) where appropriate, ensuring long-term collaboration. - Coordinate with local KAMs and Business Line Managers (BLMs) to optimize sales strategies and execution. Customer Relationship Management & Advocacy - Build and maintain high-impact relationships across all levels of the customer's organization, including senior executives, operational teams, and procurement functions. - Serve as the primary strategic liaison between Sandvik and the customer, advocating for mutual business success. - Engage internal executive sponsors to support key initiatives and customer engagement. - Ensure effective internal and external communication, aligning expectations and delivering on commitments. - Manage escalations, issue resolution, and compliance adherence, safeguarding Sandvik's reputation and operational integrity. Commercial & Contractual Excellence - Oversee account profitability, pricing strategy, and contract management in collaboration with local KAMs. - Monitor revenue budgets, unit sales targets, and contractual conditions, ensuring financial alignment with business objectives. - Ensure compliance with Global Framework Agreements (GFAs) and enforce contractual terms such as payment conditions. - Gather and analyze customer intelligence, market trends, and competitive insights to refine account strategies. Your profile As an experienced business professional, you must hold a Degree in Business, Engineering, Sales & Marketing, or a related field. Knowledge of sales strategies, value-based selling, and consultative sales approaches is required to learn, and can be strong understanding of the mining industry, competitive landscape, and market dynamics. Holding the Industry-specific certifications (e.g., Key Account Management, Negotiation & Sales Strategy, Project Management) is desirable. You can strongly understand the account management principles, customer segmentation, and business growth strategies, and have the capability to develop and execute Account Business Plans (ABPs) that align with both custome