Regional Account Manager

Canon Singapore; Singapore; On-site; SGD 90,000 - 150,000; Full time

Job summary

Canon Singapore is seeking a senior Account Manager to act as the main point of contact for clients and sustain engagement across the contract lifecycle. You will manage Global and Regional Accounts, own account development, and coordinate cross-border opportunities in APAC.

Responsibilities include identifying opportunities, leading RFI/RFP responses, negotiating contract terms with Legal, coordinating with project managers, and conducting quarterly business reviews to ensure delivery quality,

Qualifications

• At least 6 years of experience with APAC exposure in Major Account/Large Enterprise servicing/Consulting/Service Delivery/Sales Management.
• Degree in Business Management, Economics, Computer Science, Sales & Marketing, Finance & Accounting or related discipline.

Responsibilities

• Main Point Of Contact to the client, maintaining ongoing engagement throughout the contract period.
• Responsible for managing assigned Global / Regional Accounts and developing high valued accounts with ownership of the account and overseeing development, problems and incident resolution.
• Identify business opportunities with target and incumbent accounts; create account plans and strategy for win/grow; facilitate global/regional business between countries and execute go-to-market strategy for international clients.
• Own and lead RFI/RFP responses; understand customer needs and RFP requirements; manage the entire bid process; coordinate responses and conformance to requirements with subject matter experts.
• Proactively coordinate with APAC country teams to establish consolidated current state assessments and present findings, future state & TCO to clients regionally.
• Forecast opportunities with APAC teams and communicate with client regional lead for planning.
• Work with Legal to negotiate profitable contract terms and ensure binding language and compliance with company policies and local laws.
• Collaborate with Project Manager and SMEs to develop rollout plans for product delivery, services maintenance, and reporting; establish current/future state and budgets.
• Lead quarterly business reviews (QBR) with selected customers to ensure SLA targets and client satisfaction while supporting business growth and retention.

Skills

Account & Sales Management

Business Negotiation

Conflict Management

Data Analysis

Communication Skills

Interpersonal Skills

Digital Transformation

Project Management

Tools

Excel

CRM Systems

Contract Management

Job description

• Main "Point Of Contact" to the client, maintaining ongoing customer engagement throughout the entire contract period.
• Responsible for managing assigned Global / Regional Accounts and developing high valued accounts. Has ownership of the account and oversees account development, as well as problems and incident resolution.
• Identifies business opportunities with target and incumbent accounts. Creates account plans and strategy to win/grow the account. Facilitates global / regional business between different countries and executes a go-to-market strategy for international clients.
• Owns and leads RFI / RFP responses. Understand the customer needs and RFP requirements. Manages the entire bid process; leading and coordinating responses to tender, proposal, management of conformance to requirements and work with various Subject Matter Expert
• Proactively work with respective APAC country to establish a consolidated current state assessment and present the findings, future stage & TCO to the client at a regional level
• Proactively work with the APAC countries and provide accurate forecast of opportunities for planning purpose and communicate with client regional lead
• Work closely with the Legal team to:

Negotiate profitable contract terms

ensure that the terms of the contract are written in language that is legally binding and in accordance with the desired conditions

ensure contract terms and conditions and verify that they are in compliance with company policies and all local jurisdiction and application law

• Works closely with the Project Manager and other Subject Matter Expert to develop rollout implementation plan for product delivery, services maintenance, accounts reporting and problem resolution ensuring they are delivered to the required quality, timescale, and budget. Establish client current state and propose future state in terms of working process and TCO.
• Leads quarterly business reviews (QBR) with selected customers. Provides consistent and regular service reviews in relation to the SLA, ensuring the client’s contractual targets and measurements are met. Manages the services delivery and provides insights and recommendation that promote continuous improvement and with the goal of client satisfaction, business growth, and retention.

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Qualifications

At least 6 Years of experience with 3 of those years working at APAC level in areas of Major Account / Large Enterprise servicing / Consulting / Service Delivery / Sales Management.

Degree in Business Management / Economics / Computer Science / Sales & Marketing / Finance & Accounting or related discipline.

Required Skills

Good business acumen and analytical/critical thinking skills.

Understands digital transformation and smart office environment.

Good understanding of Global / Regional procurement process and international business.

Demonstrates professional ethics: reliable, dependable, and with high integrity.

Demonstrates respect for cross-cultural difference with good interpersonal skill.

Excellent communication skills (presentation, writing).

Competent in data analysis, spreadsheet calculation and reporting.

Some knowledge of Business and legal contract negotiation and drafting.

Able to travel as required.

Process good knowledge of i) Account & Sales Management; ii) Continuous Improvement Management; iii) Business Negotiation; iv) Conflict Management.