Sandvik Mining is a global leading supplier in equipment and tools, parts, service and technical solutions for the mining and infrastructure industries. Applications include rock drilling, rock cutting, loading and hauling, tunneling and quarrying. We are proud to be recognized on the Forbes Top 50 Global Employers List.

Job Purpose

Achieve sustainable profitable growth of a Key Customer Account(s) of Sandvik's by driving the value selling team effort. Be the expert on the customer and its needs, consider all of Sandvik's product and service offering, know Sandvik's position with the customer, create/identify opportunities - and set a winning strategy and action plan for the account team to implement to proactively offer valuable solutions that contribute to the customer's success, becoming a go-to-partner that is preferred over the competition. Be the ambassador of Sandvik assuring quality communication. Contribute to a clear understanding of, and adherence to Compliance. Lead the management and building of customer relationships, involve the internal Sandvik network, and support to make great business happen.

Main Responsibilities

Build sustainable and profitable customer account business growth
Create a yearly Account Business Plan (ABP) and implement it

• Understand the customer and its needs; including the dynamics and processes, the value chain and business drivers, their ambitions and initiatives, areas where we can help them succeed.
• Understand Sandvik's position with the customer (e.g. geographic and product portfolio white spots / market shares; and relationship status)
• Identify opportunities (incl CAPEX forecast)
• Develop account vision, strategic objectives, collaboration roadmap, opportunity mapping / targeting, focus areas / success factors, and action plans - all supporting the customer in becoming successful in meeting their goals/strategy.
• Site-level planning, Division by Division
• Proactively share/develop the plans with each of the relevant Divisions' representatives – for alignment, buy-in, and idea generation. ("relevant" = that the account has business/potential with).
• Share the plans with customers for buy-in, idea generation, and potentially collaborations. (i.e. customer adapted versions of the otherwise confidential internal plans.)
• Store ABP PowerPoint in CRM (in location as per instruction) for internal stakeholders' access.
• Regularly follow up the implementation of the action plans with the account team
• Prepare and achieve revenue budgets and unit sales targets – in alignment with Business Line Managers (BLM)
• Work in coordination with the Global Account Manager, if applicable.

Manage sales opportunities - from scoping to negotiated agreement

• Drive major tenders and global agreements
• Proactively propose all Mining's products and services to the customer, as relevant. Know the latest offering.
• Stimulate creativity within Sandvik and with the customer to identify/create winning solutions that help make the customer successful in reaching its goals.
• Guide the customer towards the possibilities with Sandvik - make the value proposition known, in general (the value of Sandvik, e.g. innovation R&D, reliability, support, global presence) and specifically the benefits of specific product/service solutions.
• Guide the Sandvik organization towards delivering value and results with the customer (know what the customer wants).
• Apply value-based pricing (as opposed to cost-plus pricing) to achieve profitable growth.
• Prepare offers, negotiate and finalize agreement.
• Establish long-term agreements, if appropriate (e.g. Global Framework Agreement, GFA).

Manage relationships and communication

• Know the customer organization and its dynamics
• Work closely with Business Line Managers (BLM) to benefit from each other's contribution
• Build and maintain a broad contact network at all levels (including senior level, in coordination with GAM, if applicable), well beyond Purchasing; and both at corporate offices and at mine site.
• Develop internal relationships at Sandvik, including at senior level
• Rally internal executive support when needed
• Make the relationships support the business
• Manage projects and collaborations to enhance long-term customer relationships at all levels
• Assure quality communication with the customer and within Sandvik to facilitate collaboration
• Manage customer's expectations to ensure Sandvik can deliver
• Act as an ambassador representing Sandvik; a reference for the customer for opportunities or issues.
• Manage issues and resolution
• Contribute to a clear understanding of, and adherence to, Compliance
• Brand/reputation management
• Gather customer intelligence
• Monitor customer satisfaction

Preferred Environment & Mobility

Frequent travel to customers and dealers/service points in Japan and overseas business trip if necessary

Experience, Education, Licenses, Certificates & Competencies

• More than 3 years of relevant experience in domestic sales
• Bachelors in mining or relevant experience will be preferable
• TOEIC Score over 750
• Account Management experience in matching customer needs with appropriate goods and services
• Business Development skills to create winning Account Business Plans and execute growth strategies
• Strong Business Acumen to set the right direction for the business
• Entrepreneurial Mindset to create, identify opportunities and make the most of them
• Accountability to initiate, drive, and ownership to reach team goals
• Strong listening skills to understand the customer's needs and to hear colleagues advices
• Creativity in selling working with both customers and colleagues to create/identify winning solutions
• Proficiency in pitching sales proposals and presentations
• Strong understanding of value-based selling
• Comfortable working in a Matrix environment
• Proficient in written and spoken English