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Customer Account Director/Manager in Beijing at Westinghouse Electric Company

Date Posted: 10/15/2018

Job Snapshot

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Job Description

Job ID: 26245BR

Develop and foster customer relationships and include key product personnel
• Build relationships with senior utility executives, enabling deep understanding of customer strategies and needs and insight into competitor activities
• Develop effective account strategies and oversee delivery plans that lead to customer satisfaction and retention and growth
in delivery of products and services
• Develop Customer Account Plans and define 5-year business goals and objectives in support of mid-term plan
• Create and maintain capture plans for specific business opportunities and communicate product/service value proposition to the customer
• Perform offer cost benefit analysis/risk summary and make bid/no bid decision
• Establish price and operating profit levels in commercial offers and complete the Limits of Authority (LOA) process in collaboration with product lines
• Maintain close collaboration with Market Application to link customer opportunities with integrated portfolio of products to customers
• Perform promotion and sales activities, leading to deal closures
• Maintain programmatic, periodic communication with customer to assess health of integrated project delivery and collect targeted feedback
• Resolve with customers disputes/claims for added scope, change notices, up-sales or requests that result in increased project cost
• Observe formal internal project reviews to provide customer feedback and set delivery priorities
• Develop, propose and negotiate resolution of suspense invoice issues
• Provide sales forecast of opportunities and quotes
• Oversee the accuracy of orders entered forecast data in CRM and SAP, and coordinate with CI for updates as needed
• Formally track customer commercial communications, information transmittals, records retention, export control and intellectual property compliance
• In the case of significant issues, manage communication with the customer at all levels
• Gather competitive intelligence in the market. Execute pricing strategies , competitor analyses and market assessments .
•Build effective relationships with government ,political , regulatory , community and other external stakeholders.

Minimum Requirements:

Possesses and applies comprehensive knowledge of one or more areas of specialization. Extensive knowledge of nuclear plant operations, maintenance and regulatory requirements and practices, including both design period and commercial operation period.
Proven success in customer interface and relationship building skills.
Strong customer communication skills emphasizing presentation effectiveness, negotiation, persuasion and diplomacy. Well understanding of customer needs and well transfer them to Westinghouse solutions & ability to define best response in terms of product offerings, technical descriptions, pricing /cost structures.
Strong ability to interface with product line leaders & each function leaders/key stake holders on integrated solutions and ensure high qualified service delivery.
In depth knowledge of strategic and business planning processes.
Well technical knowledge regarding Westinghouse products and service offers.
Proficient in English – frequently use English as working language.
Team leadership experience & skills is preferred.


Westinghouse employees enjoy a comprehensive benefits package. We also offer a number of work/life programs and a variety of training and development opportunities.


Westinghouse is committed to an equal opportunities policy and will assess all applicants fairly on the basis of their abilities and potential, according to the needs of the job. Please note that due to the nature of work in the nuclear industry, and to maintain our high standards of safety at work, it is necessary that some occupations may require a specified physical condition which may preclude people with some disabilities from being able to carry out these roles. Disabled people will be assessed on the basis of their abilities and potential, according to the requirements of the job. In the event that a candidate supplies information in the recruitment process which indicates that they may require reasonable adjustments to be made to either the recruitment process and/or the working environment, you will be contacted in the first instance to discuss the available options and to obtain your consent to any discussion or arrangement of this.


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