Hexagon

Sales Account Manager - EPC

Job Location MY-Kuala Lumpur
Job ID
2020-5782
Category
Sales/Account Management
Relocation
No

Overview

Hexagon is a global leader in sensor, software and autonomous solutions. We are putting data to work to boost efficiency, productivity, and quality across industrial, manufacturing, infrastructure, safety, and mobility applications.

 

Our technologies are shaping urban and production ecosystems to become increasingly connected and autonomous – ensuring a scalable, sustainable future.

 

Hexagon’s PPM division empowers its clients to transform unstructured information into a smart digital asset to visualize, build, and manage structures and facilities of all complexities, ensuring safe and efficient operation throughout the entire lifecycle.

 

Hexagon (Nasdaq Stockholm: HEXA B) has approximately 21,000 employees in 50 countries and net sales of approximately 3.9bn EUR. Learn more at hexagon.com and follow us @HexagonAB.

 

© 2020 Hexagon AB and/or its subsidiaries and affiliates. All rights reserved.

Position Summary/Purpose

We are looking for a motivated and professional Account Manager to join our Field Sales Organisation. Based in Kuala Lumpur, you will join a team focussed on the Engineering, Procurement and Construction (EPC) market segment. With a wide range of products and services to meet customer needs and our position as a global leader in sensor, software and autonomous solutions, this position is a unique opportunity to continue and expand your professional sales/solutions career.

Responsibilities/Main Activities

  • Developing Hexagon's PPM footprint in the EPC market by generating sales leads for SmartPlant solutions and services, along with other products as required.
  • Identifying and gaining new business through a sustained program of prospect targeting and following up referrals/leads.
  • Understanding the customer's objectives, buying criteria and decision-making processes and forming long term business partnerships in order to leverage revenue from the relationship and promote PP&M as a quality supplier with the aim of achieving "preferred" supplier status.
  • Working closely with new clients to determine their future needs and proposing suitable products, services and upgrades in order to maintain and grow revenue for PP&M.
  • Conducting product demonstrations and coordinating the preparation of Sales proposals, tenders/bids, contracts and Account Management plans.
  • Assessing potential partners, performing competitive research, evaluating proposed deals/partnerships and analysing and developing business cases for new business targets.

Qualifications and Experience Required

  • The motivation and demonstrable experience to perform the right activities and research to establish a customer portfolio in the EPC segment, specifically in large enterprise software solutions
  • A customer centric approach with the ability to listen to truly understand core business requirements in the field of plant operations and/or maintenance and qualify current and planned work programmes
  • Demonstrable ability to understand a complex software product set, ideally in the targeted industry segment
  • Demonstrable experience identifying markers within a customer’s business that warrant further qualification/discussion of complex software solutions
  • Demonstrable ability to professionally manage a customer base through a sales cycle to the mutual benefit of all parties

Key Behavioural Competencies

Employee Behavioural Profiles - ACHIEVEMENT DRIVE (RESULTS ORIENTATION) - Strives to do the job well and/or exceed expectations. Works to meet set targets and persists in achieving a standard of excellence in all situations, Employee Behavioural Profiles - CUSTOMER SERVICE ORIENTATION - Strives to add value to the organisation and works well with others across Intergraph business to maximise service to the customer. Makes self available and adapts readily to changes in customer requirements., Employee Behavioural Profiles - RELATIONSHIP BUILDING - Makes a conscious effort to build rapport with colleagues and customers on a daily basis. Creates mutuality or common ground with others and cultivates work-related personal relationships., Employee Behavioural Profiles - CONCEPTUAL THINKING - Applies and modifies complex concepts or methods to identify key issues, patterns or connections between situations that are not readily obvious. Fits information into mental models and frameworks

Current KPI Requirements

As per 2020 APAC Business Plan

Objectives/Goals

As per 2020 APAC Business Plan

 

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