Key Account Manager - Data Centre at Eaton

• In this role you will oversee the technical and commercial bid response and the overall client tendering process, you will perform effectively and maintain sufficient market and competitor intelligence. 
• The role requires understanding the client's expectations,  market primary trends and requirements, how competition address them and how Eaton uniquely and preferentially meets them. 
• To perform effectively, in this role you shall be highly proficient at communicating Eaton's differentiated value at company, product and service levels.  
• The role is reporting into the Data Center Team Leader for Sub-Sahara.

Role responsibilities:

• Establish, Own, Execute continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set across:
• Sales, Orders, Pipeline
• Sales Product Mix
• Margin/Profitability
• Contacts across key functions and levels
• Identify & build positive relations with all account decision makers & influencers who impact current or future business with Eaton
• Understand in-depth & be able to articulate the client buying process 
• Identify, engage, secure revenue opportunities within assigned Account(s)
• Understand & Capture clients challenges & requirements and resolve with reference to Eaton portfolio
• Oversee and align the commercial and engineering response to tenders to client requirements
• Finalize commercial process and secure purchase orders and framework agreements
• Oversee effective handover to post order project management,  product services & customer support teams
• Maintain oversight to all commercial related engagements for customer success/satisfaction and our performance as vendor
• Knowledgeable on clients business, commercial condition, structure, strategy, operations and challenges. Be able to articulate this in terms of opportunity, growth, risk with respect to Eaton business
• Be an effective advocate and communicator of the benefits in supporting your assigned accounts, within Eaton organization
• Know and report your account numbers. Be continuously aware of targets and current business levels within the account for both 'year to date' and forecast for order intake & revenue information. Responsible for reporting the narrative & the numbers
• Collaborate effectively with other sales and stakeholders at function, country, region and global level. To both gain and provide support so others can function and meet their responsibilities to the account
• Provide all internal stakeholder and functional departments the account specific guidance and insights required so that they can execute their role and add value to the client
• Build a multi-lane bridge between Eaton and the client organization. This may include R&D, Product Managers, BU Engineers, BDM, Marketing, PMO, Services, Sales Operations & Order Management, Supply Chain, Leadership & Executive Management
• Request & Support marketing campaigns (ABM) & activity that can grow Eaton to Client relations and business

 Qualifications:

• Bachelor’s  Degree or Higher Diploma in Science or Engineering or equivalent Data Centre industry experience
• Related experience in the Data Centre business is required
• Demonstrated ability to inspire and coordinate others as the position requires entrepreneurial spirit,  high degree of customer affinity and a very strong to influence others
• Demonstrable knowledge of Data Centre design and operations, a technical and engineering presence is preferred
• Able to relate well as a peer to Leaders of target customers
• Knowledgeable on how to identify and implement new tools and processes
• A well rounded professional who knows When to support, When to lead, When to Listen and When to Direct
• Diversity oriented
• Fluent English language is required
• Availability to travel up to 50% of the working time