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Fujitsu - Develop your career with us

AMAM Account Manager

Account Management
EMEIA Region
19000695 Requisition #




Role Purpose 


To grow Fujitsu’s “Share of Wallet‟ within one or more country designated accounts of low complexity, actively selling Fujitsu’s portfolio leading to commercial benefit to the organization. To ensure that Fujitsu is positioned on high margin solution sales. Accountable for the total Profit & Loss (P&L) (including all Line of Business), incremental revenue and margin growth and managing the relationship of their accounts on a mid/long term perspective.



Key Accountabilities  


• Customer Relationships: Actively and personally develops appropriate customer relationships that will support the overall Account Plan. Manages Fujitsu Executives to establish effective relationships with c-level and above Executives. Develops a strong influence and coaching network within the customer and relevant territory.
• P&L: Accountable for forecasting and management of the account P&L (orders, revenue & margin and costs).
• Contractual Delivery: Co-ordinates Fujitsu resources to deliver contractual obligations and increasing levels of customer satisfaction. Manages contractual opportunities and risks. Identifies and escalates performance or cost issues within the organization until resolved.
• Account Planning: Supports the creation of an Account Plan according to company process and format. Provides management reports as required.
• Identifying Sales Opportunities: Identifies customer business drivers and develops related opportunities for the Fujitsu Dynamic Infrastructure portfolio. Uses Company processes, capabilities and toolset to manage opportunity lifecycles to closure.
• Leading Teams: Leads, motivates and develops direct and indirect teams to build business capability. Manages teams to clear and unambiguous performance targets, measures team and individual performance, recognizes strong performance and manages underperformance through an effective governance
• Best Practice: Ensures full compliance to company policy and best practice definitions
• Drives Customer Value: Identifies and implements innovative solutions to increase customer value & intimacy.

Key Performance Indicators

• Achievement of specified target including; Profit, Orders, Revenue and Customer Satisfaction.
• Achievement of specified target which may include; Profit, Orders, Revenue, Order Intake and Customer Satisfaction.
• Team performance, best practice compliance and motivation as measured by; customer feedback, Business Assurance review process, win/loss reports and account team surveys.
• Measurable increased customer Return on Investment (ROI) through innovation.
• Number of value-add “political” and quality customer relationships.
• Quality of Business reporting  based on timely achievements of committed actions

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