Role Summary

Reporting directly to the Regional Legrand Data Center (LDCS) Director, the incumbent will be responsible for introducing, developing and implementing the LDCS – Infrastructure (Sales) strategy in target Key Accounts within Southeast Asia (SEA) with a focus on the Data Center Vertical. He/She will be responsible to drive revenue growth within Key Accounts allocated and cross sell the LDCS portfolios of the various brands into the existing and new key accounts. This individual will be required to leverage their expertise in data centre services, sales, and account management to deliver innovative solutions and maintain long-term partnerships with the allocated Key Accounts. Working closely with teams based in the respective countries to penetrate the Key Accounts in SEA is critical and essential for the success of this role.

Role Responsibilities

Strategic Key Account Management

• Serve as the primary point of contact for key accounts within the data centre vertical.
• Develop, defend and grow revenue within SEA with the existing and new key accounts providing tailored strategies for each key account.
• Develop and maintain strong, long-lasting strategic relationships with key accounts in SEA, ensuring alignment with business objectives with the focus on senior decision-makers and relevant stakeholders of the Key Account organisation.
• Cross sell the LDCS portfolios of the various brands into the existing and new key accounts.
• Ensure delivery of exceptional customer service and prompt resolution of issues or escalations.
• Be the primary point of contact in APAC for Global Key Account Sales Manager(s) on specific key account customer(s).

Strategic Planning with Customer Relationship

• Work closely with senior leadership to define key strategies initiatives for key accounts within SEA, ensuring alignment with company objectives and market trends.
• Leverage market intelligence and competitor insights to identify opportunities for differentiation and innovation in the data centre space in turn help expand the Key Accounts portfolio with the goal to sell any new solutions that Legrand invent or acquire. Job Description – Regional Key Account Manager
• Engage in consultative selling, demonstrating deep understanding of the data center vertical and key account challenges to be able to accurately tailor strategies for each key account.

Sales and Revenue Growth

• Deliver on revenue, profitability, and other KPIs set by senior management within the designated timeframe by executing sales plan and strategies prepared.
• Provide and make sure information in CRM (salesforce) is always up to date and available real-time where senior management have real time access to regular forecasts, performance reports, and sales pipeline.
• Identify new business opportunities and actively pursue leads that we have not maximised, expanding the customer base and increasing revenue within existing accounts.
• Collaborate with the sales team to meet and exceed sales targets, while identifying upsell and cross-sell opportunities.
• Lead and managed contract negotiations of all key accounts ensuring favourable terms for both the Company and Key Account.
• Ensure contract terms delivery by overseeing the entire contract lifecycle, timely renewals and high customer satisfaction.

Collaboration & Cross-functional Engagement

• Lead regional efforts by ensuring alignment between cross-departments to have optimal cross-departmental resources to achieve shared objectives.
• Collaborate with internal teams such as (but not limited to) Project, Technical, Operations, Customer service to ensure successful implementation and delivery of LDCS services
• Coordinate with Global Key Account Teams within Legrand Group
• Constant display of teamwork to share customer feedback with product development teams to help shape the future service offerings where possible.

Role Requirements

• Proven track record in sales and key account management within the data center industry
• A minimum of 8 years of experience in key account management, sales or business development, with at least 5 years in the data center industry is preferred.
• Excellent relationship-building and interpersonal skills, with the ability to engage and influence key decision makers.
• Strong negotiation and contract management skillsets
• Strong communication and presentation skills
• Ability to manage multiple priorities and meet deadlines in a fast-paced and dynamic environment.
• Degree in Electrical Engineering / Mechanical Engineering / Business – (Electrical Engineering Preferred).
• Fluent in English (written and verbal), additional languages will be a benefit.
• Travel will be required for this position.