Key Account Manager
ZTE Corporation
Total years of experience :14 years, 11 Months
1. Responsible for development and establishment of new B2B customer relationship in UAE. To enhance the brand image and recognition of ZTE.
2. Responsible for maintenance of existing B2B customers, related UAE government department and Chinese embassy. Communicate concerns of key personnel and enhance the company relationship.
3. To participate various exhibitions and arranging public relations activities. Inviting and guiding key customers to fully enhance trust and excavating project opportunities.
4. Responsible for discovering new business leads, organizing marketing activities and commercial negotiation with support from technicians, commercial and business specialist. Responsible for ensuring all channels between related departments are open to support customer interests.
5. Responsible for researching and collecting systematic market information and competition situation in UAE. Utilizing analyzes and feedback from hindquarter to strengthen the core competitiveness in local market.
Achievement:
1. Efficient ice breaker:
Used only three months to identify and access to organizational structure, decision-making chain and key decision-maker of an important new customer in UAE. Established communication and contacts with high-level management quickly. Organized the forum of senior managers of both companies to reach the strategic agreement, which was the first bilateral high-level meeting since the establishment of UAE branch office. Effectively completed with the expansion of the customer perfect ice-breaking task.
2. Unique social network:
Built a unique social network, including relationship with local government, organization, companies and Chinese government with in a three-year period.
3. Outstanding organizer:
Successfully organized public relations activities with key customers during exhibitions and conferences, such as WMC, GITEX and TMF. Obtain unique business leads and organize meetings of senior management and
Lead the team to complete tasks at all phases according to the target and KPI; conduct conclusion and analysis according to monthly, quarterly and yearly plan, put forward reasonable analysis and report, and timely adjust overall plan and improvement measures; establish great cooperation model with regions in forms of regular meeting system and reporting system; monitor the business fulfillment of overseas representative office and makes proposals for improvement.
Achievement:
Have one and a half years of experience in management, formed PO OFFICE team in November 2011, developed from 3 senior members at the very beginning to 37 members at present, with new members accounting for 87%, achieved the goal of developing from nothing and turning from disordered to refined management in June 2012, defined organizational structure and module functions, routine report and meeting, and especially the establishment of regional section’s regular meeting and problem tracking system won high approval from regional section and representative office; set up the pyramid-shaped management model from business supervisor, regional manager, business team leader to members, with explicit departmental objectives and staff responsibilities; at present, the business has developed to European countries and South Pacific areas such as Germany, Spain, Holland, Belgium, Luxembourg, Italy, France, Britain, Poland, Sweden, Greece, Rumania, Indonesia and Singapore; the business development of the headquarters saved 1.822 million dollars of labor cost for these two regions, reaching the company’s aim of high efficiency, high quality and low cost.
Be in charge of interpreting contract terms and monitoring contract risk; identify risks brought by contract implementation and delivery process through interpreting and analyzing payment, acceptance check and maintenance terms; provide early warning to representative office, to achieve effective risk monitoring and instruct standardized contract signing.
Achievement:
Instruct representative office to sign standardized contract by combining with project delivery, production and shipping, invoice making, and payment collection rules according to customer’s contract signing habit, commerce and implementation model; ever carried out on-site instruction in representative offices in Qatar, Mexico, Central America, Costa Rica, Germany and Spain, long-distance instruction in regions such as the Commonwealth of the Independent States, other gulf countries in the Middle East, South Africa and China; discuss with customers about payment and acceptance terms, to identify if any change is needed and create new opportunity.