About this role
- The Key Account & Business Development Manager is responsible for driving sustainable growth across all KONE business lines by managing strategic customer relationships and developing new business opportunities.
- The role combines Key Account Management and Business Development responsibilities to ensure a unified customer approach across Southeast Asia. The incumbent will own and develop Frontline and Regional Key Accounts while identifying, creating and converting new business opportunities, partnerships and customer relationships that increase KONE's market share and share of wallet.
- Key Responsibilities
- Strategic Account Management
- Own, manage and develop assigned FL and Local Key Accounts.
- Build and maintain executive-level relationships with key customer stakeholders.
- Develop multi-year account plans aligned with customer business objectives and KONE growth priorities.
- Drive account penetration across NBS, MOD and Service businesses.
- Coordinate account activities across business lines to ensure a consistent customer experience.
- Lead strategic customer reviews, executive engagement programmes and partnership initiatives.
- Increase customer share of wallet through cross-selling and upselling opportunities.
- Business Development & Market Growth
- Identify, evaluate and pursue new customer opportunities.
- Develop relationships with developers, building owners, facility management companies, consultants, contractors, industrial customers, infrastructure operators and strategic partners.
- Explore emerging market segments and growth opportunities.
- Build strategic partnerships that strengthen KONE's market position and competitive advantage.
- Support market entry, expansion and special business development initiatives where required.
- Generate qualified sales opportunities and ensure effective handover and collaboration with business line sales teams.
- Represent KONE in strategic customer and industry engagements.
- Foster collaborative partnerships that create long-term business value.
- Market Intelligence & Growth Planning
- Monitor customer trends, industry developments and competitor activities.
- Provide recommendations to country and business leaders on strategic growth initiatives.
- Share customer insights and market intelligence to support business planning.
- Work with Marketing to support development of account-based marketing and customer engagement programmes.
- Key Performance Indicators
- Account Growth
- Achieve X% annual revenue growth across assigned Local Key Accounts.
- Increase customer share of wallet across all business lines.
- Deliver agreed account-specific growth targets.
- Strategic Relationship Development
- Demonstrate measurable growth in executive engagement and strategic partnerships across FL Key Accounts.
- Achieve agreed stakeholder satisfaction and engagement targets.
- Develop and maintain account plans for 100% of assigned strategic accounts.
- New Business Development
- Acquire new customers to meet regional budgets.
- Partnering sales teams to generate agreed value of qualified pipeline opportunities.
- Establish targeted number of new strategic relationships and partnerships each year.
- Cross-Business Line Collaboration
- Increase cross-selling opportunities across NBS, MOD and Service.
- Achieve agreed number of multi-business-line opportunities.
- Enhance collaboration scores from business line stakeholders.
- Success Profile
- The successful candidate is a growth-oriented commercial leader who can simultaneously:
- Strengthen and expand relationships with strategic accounts.
- Create new market opportunities and partnerships.
- Connect opportunities across NBS, MOD and Service.
- Influence stakeholders across multiple countries and functions.
- Deliver sustainable revenue growth through both account expansion and customer acquisition.
- Requirements:
- Bachelor’s degree in Business, Engineering, or related discipline.
- Minimum 10 years of experience in sales, key account management or business development within building and construction industry
- Strong network and established relationships with main contractors, property developers, consultants and designers in Thailand.
- Excellent communication skills in both Thai and English.
- At KONE, we are focused on creating an innovative and collaborative working culture where we value the contribution of each individual. Employee engagement is a key focus area for us and we encourage participation and the sharing of information and ideas. Sustainability is an integral part of our culture and the daily practice. We follow ethical business practices and we seek to develop a culture of working together where co-workers trust and respect each other and good performance is recognized. In being a great place to work, we are proud to offer a range of experiences and opportunities that will help you to achieve your career and personal goals and enable you to live a healthy and balanced life.
- At KONE, we believe in fair and competitive pay that recognizes performance and supports employee engagement. Our approach covers a comprehensive total rewards package, including both financial and non-financial benefits. We are committed to fostering a culture of fairness, respect, equity, diversity, and inclusion.
- Read more on https://kone.com/global/en/careers.html
