Strategic Account Manager-Hong Kong

Apply now »

Date: 15 Jan 2025

Location: HK

Company: Coats

Role Purpose

The Strategic Account Manager (SAM) role exists to cultivate and grow strategic relationships with Coats Digital's most important Strategic Account customers. By providing tailored solutions and seamless support across multiple regions, the SAM ensures these high-value accounts maximize the benefits of Coats Digital’s products, such as FRP (Fast React Plan) and GSD (General Sewing Data). This role is critical to driving consistent revenue growth, enhancing customer satisfaction, and establishing Coats Digital as a trusted partner in the apparel manufacturing industry. Through strategic account planning and collaboration with cross-functional and cross-regional teams, the SAM contributes directly to Coats’ goals of global market leadership, customer retention, and sustainable business growth.

 

Principal Accountabilities and Key Activities

Key Responsibilities

  1. Strategic Account Management:
    • Develop and maintain deep relationships with key decision-makers and influencers at all assigned Coats Digital Strategic Accounts.
    • Create and execute comprehensive account plans for each Strategic Account customer to drive revenue growth and long-term partnership.
  2. Revenue Growth:
    • Meet or exceed annual sales targets by identifying upsell, cross-sell, and expansion opportunities within assigned accounts.
    • Collaborate with regional sales teams to ensure seamless execution of global strategies at the local level.
  3. Customer Engagement:
    • Act as the primary point of contact for Strategic accounts, ensuring customer needs are met and issues are resolved promptly.
    • Conduct regular business reviews and strategic meetings to maintain alignment with customer goals and objectives.
  4. Solution Selling:
    • Understand customer pain points and provide tailored solutions from Coats Digital’s product portfolio (FRP, GSD, Vision PLM).
    • Lead presentations, product demonstrations, and proposals that align Coats Digital’s offerings with customer needs.
  5. Collaboration and Coordination:
    • Work cross-functionally with regional sales teams, pre-sales consultants, customer success managers, and technical support teams.
    • Ensure consistent communication and execution of Strategic account strategies across regions.
  6. Market and Industry Insights:
    • Stay informed about industry trends, market dynamics, and competitive landscapes within the apparel manufacturing sector.
    • Provide feedback to Product Management and Marketing to inform product development and positioning.
    • Weekly update on the key development of these strategic accounts
  7. Reporting and Forecasting:
    • Maintain accurate sales forecasts, pipeline data, and account activity in the CRM system (e.g., Salesforce).
    • Prepare regular reports on account performance, opportunities, and challenges.

 

Education, Qualifications and Experience

Essential

  • Education:
    • Bachelor’s degree in business, Sales, Marketing, or a related field. MBA is a plus.
  • Experience:
    • Minimum of 8-10 years in enterprise sales or account management, preferably in the SaaS or enterprise software industry.
    • Experience managing multi-national or global accounts.
    • Familiarity with the apparel manufacturing industry or supply chain solutions is a strong advantage.
  • Skills:
    • Proven track record of achieving and exceeding sales targets.
    • Strong strategic thinking and solution-selling skills.
    • Excellent communication, negotiation, and presentation skills.
    • Ability to manage complex sales cycles and navigate global organizational structures.
    • Proficiency in CRM software (e.g., Salesforce) and MS Office Suite.
  • Attributes:
    • Self-motivated, proactive, and results-driven.
    • Strong relationship-building and interpersonal skills.
    • Ability to work independently and collaboratively in a global team environment.
    • Willingness to travel internationally as required.

Desirable

  • Experience working in both the fashion and apparel industry and supply chain software solution company and promoting value through customer experience
  • At least 8-10 years of technical experience is required, as this role is required to communicate effectively to existing technical users of the software product and service to be sold or supported.