Total recherche un responsable segments B2B et grands comptes, Singapour
Job Description
Segment Leader:
- Responsible for the market intelligence and surveys for the Asia Pacific & Middle East (APMO) zone (countries, infrastructure projects, players, new business models, regulations) ;
- Builds and updates the market/segment (e.g. Construction, Power generation etc.) roadmap ;
- Defines and gives rise to the Countries orientations/recommendations in order to improve marketing and sales performance ;
- Coordinates the commercial and partnership relations with Global accounts active in the APMO zone with the support of the B2B division / Business Lines / Divisions of the Marketing & Services (MS) and the other group branches ;
- Accelerate prospecting, develop customer knowledge and sales of our subsidiaries ;
- Participates in the definition of new offers in coordination with all the Divisions ;
- Promotes cross selling between TotalEnergies’ branches, building on existing contact points and developing new ones ;
- Ensure compliance with HSEQ standards on the investments realized on customer sites.
Global Key Accounts (KA) management:
- Lobby regional organization of international groups identified by TotalEnergiesas Global Accounts ;
- Develop an intimate understanding of the customers’ business using a variety of sources and identify commercial opportunities ;
- Identify key influencers and decision-makers within customer and develop an action plan to deepen the relationship with this audience ;
- Manage customer/partner relations by serving as a Zone central point of contact with its customers’ purchasing, technical, energy and strategy departments ;
- Organizes customer visits and meetings at APMO Zone level ;
- Exchange with Global and B2B teams to update the account plan.
Regional Key Accounts management:
- Identify and structure the approach of Regional Key Accounts ;
- Define for each target an account plan gathering key information (customer structure, key decision makers, key facts and figures, on-going businesses with TotalEnergies) ;
- Animate a network of colleagues within key industrial countries of the perimeter, interacting with them and organizing periodic reviews of the portfolio KPI, key facts, action plans ;
- Update regional customer KA databases in our CRM tool (fact sheets, visit reports, success stories, reference letters) ;
- Centralizes responses and coordinates multi-country, multi-product and multi-energy offers (HQ coordination, profitability analysis) ;
- Detecting projects, partnerships, understanding the evolution of customers and their market, seizing more opportunities through a global exploitation of commercial relations ;
- Define Strategy & Business Plan for targeted B2B Segments & Key Accounts in APMO ;
- Define and follow up action plans for identified B2B Segments and Key Accounts to contribute to TotalEnergies Road Map achievement ;
- Coordinating dedicated initiatives for the B2B APMO community (seminars, webinars, training, newsletters).
Candidate profile
- Minimum Degree in Business, with preference for Engineering or commercial background ;
- Fluent in English and Mandarin, French is a plus ;
- At least 5 years commercial experience and very good negotiating skills at a high level and in an international context, preferably with experience in management of distributors and Key Account ;
- Good knowledge of the TotalEnergies branches and their businesses ;
- High customer focus and business skills, self-starter and results driven ;
- Strong presentation skills and capability in analysis and synthesis ;
- Good people and management skills in managing and coordinating with Affiliate staff, across borders, with the diverse complexities that different countries, cultures, and language may present ;
- Good interpersonal skills – sense of communication and strength of conviction ;
- Excellent team working and team development ability ;
- Ability to innovate, agility, project management, result oriented, pragmatic and autonomous.
Offer ID : 43253BR
Metier : Profit centre management
Employment type : Regular position
Experience level required : Minimum 6 years
Employer company : TOTAL OIL ASIA-PACIFIC PTE LTD
Branch : Marketing & Services
About us / company profile
Give your best to better energy and make the commitment with Total. With over 500-plus professions in 130 countries, we offer high safety and environmental standards, strong ethical values, an innovation culture and wide-ranging career development. Be part of the global team whose mission is already shared by 100,000 employees: to make energy better each and every day.