Jungheinrich

The International Key Account Manager APAC is responsible for developing and executing strategic relationships to drive sustainable growth and strengthen long-term partnerships with key customers across the world and more specifically for APAC region. This role involves, identifying new business opportunities, driving revenue growth, lead contract negotiations, and ensuring seamless cross-functional collaboration, working closely with team members across the world and APAC region to deliver exceptional value to customers. Key Responsibilities- 1. Key Account Management Develop and maintain strong, long-term relationships with Global or Regional key customers. Serve as the primary relationship owner for key accounts, ensuring their satisfaction and loyalty. Conduct regular business reviews to evaluate account performance, address challenges, and co-develop future plans. Monitor account performance and work on continuous improvement initiatives to meet client expectations. Proactively identify growth opportunities, including upselling and cross-selling. 2. Business Development & Strategic Growth Develop and implement long-term account strategies to drive revenue growth and profitability. Identify and secure new business opportunities with key customers. Drive geographic and segment expansion by penetrating in new markets with key customers. Create and implement customized proposals and presentations for key customers. Track key performance metrics and adjust strategies to ensure targets are met Advocate for sustainable solutions and digital transformation initiatives that align with customer expectations. 3. Market Intelligence Stay updated on industry trends, competitor activity, and industry developments within the Industrial and Warehousing sectors. Gather insights to forecast future customer needs and refine sales strategies accordingly. 4. Contract Negotiations & Risk Management Lead complex contract negotiations with key decision makers, ensuring favourable terms while maintaining long-term customer relationships. Collaborate with Legal, After-Sales and Management team to review contracts ensuring its compliance with company policies and regional regulations. Structure agreements with a focus on regional pricing models as and when necessary, service level agreements (SLAs), and performance metrics. 5. Cross-functional Collaboration & Internal Stakeholder Management Act as the voice of the customer, aligning internal teams (Sales, Marketing, After-Sales, Pricing, Product Management, Supply Chain) to meet key account objectives. Lead joint business planning sessions and collaborate closely with key account managers in countries across APAC or Worldwide to define strategic roadmaps for growth. Ensure seamless project execution and after-sales support by collaborating with operation team, various plants and service team to meet service commitments and timelines. Key skills Sales and Account Management preferably at international level Negotiation and Influencing Regional & Cultural Adaptibility for Asia Pacific Technical Know how The role will involve frequent travel across Asia Pacific region Qualification : Any Graduate, Engineering Graduate

Improve Market Coverage in the Region: Generate Pipeline from prospect visits and ensure order intake both in number of units and value with focus on market share Forecast Month on Month Order Intakes and Report Order Lost Develop and Maintain Customer Contact: Ensure Quick responses to customer s quires. Coordinate with internal colleagues to meet customer needs. Track Competitors approach, Track Market Information Deliverables & Key Attributes: Requirement study to ensure optimum machines recommendation to customers. Track enquiry from users to purchasers. Ensure prompt payment collection, C Form Collection, HSS Document collection, BOL Triplicate copy collection. All these collections to be completed as per company guidelines. Provide timely update to customers on pending orders Continues contact with customers even after supply of equipment or ongoing enquiry or lost of order. Lead creation and customer master data updation. Sales Planning: Ensure that data is accurately entered within the company s CRM or other sales management system/tools Forecast sales targets and ensure they are met Education : BE Mechanical /MBA Specialized knowledge Geography Market segments Industry Product & applications Skills Customer handling Presentation Abilities Manpower handling & motivation Forecasting Ability to handle the territory alone Other characteristics such as personal characteristics Self-driven Methodical Analytical Go-getter Professional Certification Computer : Word, Excel, Outlook, Power Point

Role & responsibilities Sales Planning & Monitoring Achieving monthly & Quarterly order intake & volume targets for the assigned geographical area. Increasing business among retention & conversion customers in order to meet overall business objective of the organization. Forecasting Business month on month and analysis and implement corrective actions Sales trend analysis Monitoring teams performance and motivating them to reach targets Monthly Business review with AGM Sales Managing various sales Channels Monitoring customer satisfaction during order execution phase Align target setting and achievement of target for the KAM , keeping in view continuous increase in order intake, market share and share of customer wallet Customer Retention and Relationship Management Present new products and services and enhance existing relationships Work with technical staff and other internal colleagues to meet customer needs Organising Road Shows & Technical Presentations Preparing customer development plan in coordination with KAM Ensure timely escalation to Management in case of customer satisfaction issues, preferably resolving these by himself either directly with the customer or with the support of the respective functional head Expand Reach Attend industry functions, such as association events and conferences, trade exhibition and provide feedback and information on market and creative trends Present to and consult with mid and senior level management on business trends with a view to developing new services and products Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales Using knowledge of the market and competitors, identify and develop the companys unique selling propositions and differentiators Review of go to market approach to improve market reach & visibility Competitors tracking Tracking competitors product portfolio and pricing Develop market intelligence for monitoring competitor activities Providing feedback to AGM/Management Periodically Monitoring & maintaining competitors information Receivables management Achieving monthly collection plan Monitoring of overdue receivables C form collection People Skill Development Identifying training needs and coordinating with HR Carrier development Creates an effective work environment by developing a common purpose, setting clear objectives, promoting teamwork, recognizing success, and encouraging open culture Qualifications: Education Essential Bachelor of Engineering Mechanical Advantageous Post-graduate in Management Specialized knowledge Geography Market segments Industry Product & applications Business process Skills Technical Knowledge Adaptive Task Initiator Good Communication Skill Team Player Abilities Manpower handling & motivation Forecasting Time Management Business results orientation Change Management Collaboration & influencing Value orientation Other characteristics such as personal characteristics Self-driven Goal oriented & result driven Go-getter Professional Certification Basic financial knowledge Strong computer experience required: MS Office, CRM software, Outlook

Duties and responsibilities Project management of Automation & Warehouse Equipment implementation phase. Project planning, monitoring, control and Execution. Responsible for project management during implementation phase with focus on material flow technology/warehouse technology/automation. Identify & conceive the right rack solution for customers requirements. Create, review and validate documentation for accuracy, completeness, and compliance with project requirements. Conduct regular reviews and participate in project meetings to ensure project timelines. Identify & implement safe methodology for project execution activities, such as Racking system installation, Automation project Equipment installation & commissioning. Ensure Safety at site. Organize, review & ensure required EHS guidelines to follow as per customer site requirements. Manage multiple sites within allotted locations simultaneously. Understanding project scope, design/drawing related to project execution. Stack holder management. Building and maintaining positive relationships with all stakeholders. Organize an external kick-off meeting with customers, ensure smooth communication with customers with different stack holders. Attend internal kick off meeting, understand project scope and delegate responsibilities to internal stack holders as per project requirement. Bringing all stack holders on common understanding via effective communication. Conflict resolutions. Vendor Coordination. Understand the scope of project and vendors involved in project along with allotted budget. Ensure timelines to place orders to different vendors. Appoint and manage contractor/sub-contractors for site installation, commissioning & safety officers. Ensure budget and timelines to be followed while contractor selection. Ensure delivery timelines for racking, Automation sub system and accessories of projects. Coordinate with Cross functions like, supply chain, commercial, procurement, pre-sales team for meeting budget and timelines of supplier. Floating RFQ, finalizing scope and negotiating with contractors/sub-contractor while appointing for project. Resource & Budget management. Optimizing the use of resources (personnel, equipment, materials) to ensure efficient project execution. Monitoring project costs, managing expenses, and ensuring the project stays within the approved budget. Project Closure. Finalizing project documentation, conducting post-project reviews, and ensuring a smooth handover of the completed racking system. Making snag list, closing site activities, getting completion certificate from customer. Commissioning and handing over of sites availability test, throughput test, co-ordination with third-party certification team. Pre-Sales support. Evaluating man days, tools & resource required for project. Providing budget for project estimation. Supporting front line sales & pre-sales team for tender, RFQ specification etc. Quality assurance: Implementing quality control measures to ensure the racking system & Automation project meets the required standards and specifications. Process optimization, ISO documentation & continues improvement. Strategic Initiatives Understand the company s goal and purpose and enhance the company s performance Qualifications Education Academic degree in Mechanical Engineering, Electrical Engineering, Informatics or Industrial Engineering with focus on material flow technology/logistics, or comparable education Further experiences in the implementation of systems or sub-systems containing conveyor and warehouse technology Experienced in using MS Office (in particular MS Project) and AutoCAD software Fluent English (written and spoken) and Mandarin, further language skills are beneficial Professional Certification PMP Certification Experience: 8 to 15 years with minimum 5 years of professional experiences as project manager or in project management in the corresponding field, ideally on general contractor side Personal Confident to work with high independence and work under pressure and tight schedule Proactive, self-motivated, must be a good team player and leader with strong customer focus Proficiency in English (oral & written) and any Indian regional language Solution-oriented way of thinking and excellent communication skills Willing to travel both domestically and overseas on short notice

Job purpose The Project Executive is responsible for the implementation of Racking System The Project Executive is also responsible for the document management during the implementation phase until final acceptance of the customer. Duties and responsibilities Implementing sold product until handover to customers Post Sales activity with documentation management starting from Drawings and technical data sheet with External and Internal Ordering, Order Confirmation, PE Chart preparation, PDI Documentation of each and every part of the project, Invoicing, Preparation of Health & Safety document requirement of customer for commissioning and installation of racking and automation projects along with Completion Certificate. Signing off final completion certificate along with customer after 100% completion of project. Project Management of implementation Onsite supervision of quality and quantity of each and every project invloving racking system for smooth implementation along with repsective internal team, external team and customer. Aligning with stake holders internally and externally Coordinating with Vendors for timely delivery of materials, Interaction with Design & Sales team for the technical support in terms of quality and Bill of Material confirmation, dispatch clerance in line with commercial and logistics team for the invoicing as per payment recievables and deliver material accordingly to customer. Coordinate residual defects from project implementation Estimation the number of defects during the execution of the project along with other stakeholders. Clarify technical topics concerning implementation of project Visiting site before execution of the project in consultation with design team for the implementation of the project Manage collaboration & interface with different departments internally Collaborative approach for each and every project along with different stakeholders starting from Ordering of material until implementation. Interfaces Customers TRB / Parts Manager / Technical Manager Subcontractors Sales / Key Account Order Processing internally / factory Qualifications Qualifications: Education o Essential Technical knowledge Preferably Mechanical Engineer Specialized knowledge o Product & Technical Knowledge on Racking Systems o Project Implementation of Racking Systems o Project Management Skills o Customer handling o Project Management Tool & Software o Auto CAD Abilities o Detailed application engineering o Team working Other characteristics such as personal characteristics o Self-driven o Methodical o Analytical Experience o 5-7 years in Storage Solutions along with MHE preferable Direct reports None.

Duties and responsibilities Offer Management of Racking System Product Work closely with the global and local vendors along with India teams to identify and offer the right racking solution for the India market Decide on optimum solutions and accessories for each racking type Guidelines for selection of vendors based on racking solution Price Controlling the price level of every solution along with vendors. Work on price optimization based on customer specific with the help of Sales Work on standard pricelist with vendors. Place Maintain sufficient inventory of hardware to support installation team for project completion. Promotion Support Sales team with localized pricelist, brochures and catalogues. Proposal & Application Engineering for Projects Support sales team for application engineering along with racking solution Study the RFQ / tender document in detail for all technical, scope and commercial details. Strategize with the sales team to prepare personalized solutions for clients. Support the sales team with technical questions. Prepare technically and commercially clear proposal in line with organization guidelines for profitability Be a part of the Sales to support them during commercial and technical negotiation. MIS Preparation of the Sales result. keeping track of the status of all open enquiries as well as any open issue. Evaluation of Racking vendor project basis. Maintaining ISO documentation. Training & Development Provide basic training of racking to the Sales team. Strategic Initiatives Understand the companys goal and purpose and enhance the companys performance Skills: Education Essential Technical knowledge Draughtsman knowledge is must Specialized knowledge Racking and Material Handling Equipment Market segments Industry Skills Presentation Customer handling Abilities Detailed application engineering Team working Professional Certification Autocad 2D & 3D

The role requires detail-oriented individual who can manage complex calendars, coordinate across time zones, prepare high-impact communication, and act as a liaison between the VP and key internal and external stakeholders. The ideal candidate is discreet, adaptable, and experienced in supporting senior executives in a fast-paced, multi-cultural, and regional environment. Key Responsibilities: Project & Operational Support Track and monitor project timelines, deliverables, and key initiatives led by the APAC VP s office. Coordinate and manage internal events, offsites, and external events across the region. Research, gather data and prepare primary information deck for the VP as required Collate and present MIS reports for business units and matrices as required Support in direct reportee management including leave applications, performance reviews, expenses approval. Calendar Management Provide comprehensive administrative support to the Vice President- APAC. Manage a complex calendar including scheduling across multiple time zones, prioritizing appointments, and resolving scheduling conflicts. Prepare and coordinate materials for executive meetings, presentations, and business reviews (e.g., MOMs, PowerPoint decks, reports, briefing notes). Travel and accommodation Management Plan, organize, and manage domestic and international travel arrangements, including flights, hotels, ground transportation, and itineraries. Handle travel changes and emergencies promptly and efficiently. Track and manage airline miles, hotel reward points, and other loyalty program benefits. Ensure optimal use of accumulated points/miles for upgrades, discounts, and benefits during bookings. Prepare and reconcile travel expense reports in a timely manner and submit them for processing. Communication & Liaison Serve as a key point of contact for internal and external stakeholders across the APAC region. Draft, proofread, and manage executive-level communications including emails, memos, and reports. Facilitate timely follow-ups and action items post-meetings on behalf of the VP. Confidentiality & Professionalism Handle sensitive information with utmost confidentiality and professionalism. Maintain high levels of discretion and integrity in managing executive and organizational data. Requirement :- Experience working with multiple cultures in Asia Pacific and Europe Comfortable working in Multiple Time Zones International travel arrangements knowhow Experience & Qualification - Education - Graduate / Master s in Administration - Exceptional organizational and time management skills. - Strong verbal and written communication skills with a high attention to detail. - Proficient in MS Office Suite (Outlook, PowerPoint, Excel, Word); knowledge of collaboration tools like MS Teams. - Ability to manage multiple priorities with poise and professionalism. - Cultural sensitivity and ability to work effectively across diverse teams. - Discretion in handling confidential information and business matters. - Experience 8 + years supporting Senior Leadership role