Key Account Manager/Specialist-2

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该职位隶属于
Sales Manager

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Job Description

EPC/OEM Strategic Account Manager

EPC/OEM Strategic Account Manager | Function: Sales | Reporting Line: Sales Director, ABB Mining & Minerals China

1. Position Summary

Responsible for developing and managing EPCs, engineering institutes, OEMs, EPCM companies and other strategic customers in the mining industry. The role focuses on mining electrification and automation systems and large mining project requirements, builds long-term customer relationships, and identifies and drives business opportunities.

The role requires an understanding of the project operation model and procurement decision-making characteristics of Chinese mining EPC companies, and works closely with sales, product, technology, sales support, service and project execution teams to provide competitive solutions and tender support to customers.

2. Key Responsibilities

Strategic Account Development and Relationship Management

Develop and maintain relationships with EPCs, engineering institutes, OEMs, EPCM companies and other strategic customers.

Build and maintain long-term relationships with customer management teams, technical teams, project teams, procurement teams and business partners.

Organize customer visits, commercial meetings, technical discussions and customer activities to gain a deep understanding of customer business direction, project plans, procurement processes and cooperation needs.

Continuously maintain customer information, cooperation progress, project developments and key actions.

Mining Project and EPC Cooperation Opportunity Development

Track domestic and international mining projects, engineering projects and related investment plans involving customers, and identify potential business opportunities.

Understand customer requirements for mining electrical power distribution, variable speed drive systems, PLC/DCS control systems and related automation systems.

Work with sales, sales support, product and technology teams to translate customer requirements into technical solution inputs, drive solution discussions, clarify customer requirements and advance project opportunities.

Support project cooperation, commercial communication, tender solution preparation and opportunity conversion for key customers.

Customer Development Planning and Cross-Functional Collaboration

Develop and execute customer development plans to support the long-term development of key customer relationships.

Coordinate with ABB internal sales, technology, project execution, service and relevant global teams to provide consistent and professional support to customers.

Promote cross-functional collaboration to ensure timely response to customer needs and work with technical teams to deliver competitive technical and tender solutions.

Participate in business reviews and customer communication activities, providing customer, market, competitive and project information to support business decision-making.

Market Intelligence and Competitive Analysis

Monitor market dynamics of mining EPC/OEM companies, engineering institutes, package equipment suppliers and engineering partners.

Understand the overseas project operation model, procurement processes and decision-making chain of Chinese mining EPC companies.

Collect and analyze product features, pricing strategies and market information of major competitors in the mining electrification and automation sector to support customer development and business growth.

3. Professional Skills

Familiar with mining electrification and automation systems, including electrical power distribution, variable speed drive systems, PLC/DCS control and related applications.

Understands the overseas project operation model, procurement processes and decision-making chain of Chinese mining EPC companies.

Strong capability in strategic account development, long-term relationship management and business development.

Ability to translate customer requirements into technical solution inputs and collaborate with technical teams to prepare competitive tender solutions.

Understands product features, pricing strategies and market information of major competitors in mining electrification and automation.

Knowledge of large industrial project sales processes, project coordination and customer development planning.

Proficient in Microsoft Office applications.

Fluent in English, with the ability to independently conduct overseas business communication and technical exchanges.

4. Competencies

Excellent interpersonal communication and customer relationship management skills.

Ability to build relationships and drive problem solving in complex customer environments.

Strong business acumen, customer orientation and results-driven mindset.

Strong planning, organization and execution capabilities.

Ability to collaborate across teams, business units and regions.

Ability to work independently while contributing positively in a team environment.

Willingness to travel domestically and internationally according to business needs.

Continuous learning mindset and openness to new ideas.

5. Education and Experience

Education

Bachelor's degree or above.

Preferred majors include Electrical Engineering, Automation, Mining Engineering, Mechanical Engineering, Metallurgical Engineering, Engineering Management, Marketing or related disciplines.

Work Experience

Minimum 5 years of experience in industrial sales, business development or customer management.

Experience in developing customers such as mining EPCs, engineering institutes, OEMs or large project customers is preferred. Experience in overseas mining projects is a plus.

Background in electrical automation, mining, metallurgy or energy industries is preferred.

Experience in engaging in projects from the project initiation stage and successfully driving the signing of large industrial projects is preferred.

Ability to communicate and coordinate effectively among customers, technical teams and internal business teams.

6. What You Will Get at ABB

Opportunities to participate in the development of key customers and large projects in the mining industry.

A platform to collaborate with ABB sales, technology, product, service and project execution teams in China and globally.

Opportunities for continuous growth in mining electrification and automation, overseas mining projects and industrial solutions.

An open, collaborative working environment that values professional development.

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