Regional Account Manager (Global Sales)

Canon Singapore Pte Ltd; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Canon Singapore Pte Ltd is seeking a senior account leader to manage Global/Regional Accounts and drive high-value growth across APAC. You will own the account, develop strategies, and coordinate RFI/RFP responses with SMEs to win and grow business.

You will work with legal to negotiate profitable terms and collaborate with project teams to deliver on-time, on-budget services and implementations. Traveling within APAC is required as needed.

Qualifications

• 8+ years of experience in Major Account / Large Enterprise servicing or related leadership roles.
• 5+ years of APAC level experience in account management or consulting.
• Degree in a related business or technical field as listed.
• Strong business acumen and analytical thinking skills.
• Understanding of digital transformation and smart office environments.
• Knowledge of global/regional procurement processes and international business.
• Professional ethics, reliability, and cross-cultural interpersonal skills.
• Excellent communication (presentation and writing) skills.
• Willingness to travel as required.

Responsibilities

• Act as main point of contact to clients, ensuring ongoing engagement throughout the contract.
• Manage assigned Global/Regional Accounts, own the account, and drive growth.
• Identify opportunities and create account plans to win and expand the business.
• Own RFI/RFP responses and coordinate tender processes with SMEs.
• Collaborate with APAC country teams on current/future state assessments and regional proposals.
• Forecast opportunities with regional client leads for planning.
• Coordinate with Legal to negotiate profitable terms and ensure binding language.
• Work with PM and SMEs to design rollout plans, delivery quality, and budget compliance.
• Lead quarterly business reviews and drive service improvements and client satisfaction.

Skills

Account management

APAC regional experience

Contract negotiation

RFP/RFI responses

Project coordination

Excellent communication

Business/analytical thinking

Travel readiness

Education

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

Job description

1. Main "Point Of Contact" to the client, maintaining ongoing customer engagement throughout the entire contract period.

2. 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.

3. 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.

4. 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

5. 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

6. Proactively work with the APAC countries and provide accurate forecast of opportunities for planning purpose and communicate with client regional lead

7. Work closely with the Legal team to:

a. Negotiate profitable contract terms

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

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

8. 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.

9. 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.

Requirement

• At least 8 Years of experience with 5 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.
• 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
• Able to travel as required.