Key Account Management

**ABOUT SEMBCORP INDUSTRIES**

Sembcorp Industries (Sembcorp) is a leading energy and urban solutions provider, led by its purpose to drive energy transition.

Headquartered in Singapore, Sembcorp delivers sustainable solutions to support energy transition and urban development by leveraging its sector expertise and global track record.

**PURPOSE AND SCOPE**

**KEY ROLES AND RESPONSIBILITIES**

**Sales Management**:

- Develop and execute strategic sales plans to achieve long-term and short-term sales goals
- Identify and engage with key decision-makers within hyperscalers and colocation clients
- Build and maintain strong relationships with existing and potential clients in the data centre industry, as well as relevant governmental stakeholders
- Conduct market research to identify new business opportunities and trends within the data centre industry
- Prepare and deliver compelling sales presentations and proposals tailored to client needs
- Structure, negotiate and close high-value energy sales agreements including conventional thermal, renewables, and low carbon solutions, to meet or exceed sales targets
- Prepare gate papers for approval of revenue contracts in compliance with internal policies
- Prepare commercial proposals to submit to clients for tender or RFPs of energy supply

**Account Management**:

- Serve as the primary point of contact for key accounts, ensuring high levels of customer satisfaction
- Conduct regular account reviews to assess client needs and ensure the delivery of value-added services
- Develop and implement account strategies to maximize revenue and client retention
- Address and resolve any issues or concerns raised by clients promptly and effectively

**Operational Responsibilities**:

- Manage the contract lifecycle, including drafting, reviewing, negotiating, and executing contracts
- Ensure all contractual obligations are met and compliance with Group policies and regulations
- Oversee the invoicing process, ensuring accuracy and timeliness in billing clients
- Collaborate with internal teams, such as finance, legal and portfolio management, to streamline operational processes and structure pricing
- Maintain detailed and organized records of all client interactions, contracts, and transactions

**Reporting and Analysis**:

- Monitor and report on sales performance metrics, providing insights and recommendations for improvement
- Prepare regular reports and presentations for senior management on account status and sales progress
- Analyze market trends, client feedback, and the competitive landscape to inform strategic decisions

**QUALIFICATIONS & EXPERIENCE**
- Proven experience in sales and account management, preferably within the data centre or power and utilities industries
- Relevant certifications such as ISCC RFNBOs would be advantageous
- Strong understanding of hyperscalers and colocation providers
- Excellent negotiation, communication, and interpersonal skills
- Ability to manage multiple priorities and work effectively under pressure and tight timelines
- Proficiency in contract management and invoicing processes
- Strong analytical skills with a keen attention to detail
- Proficient in using CRM software and other sales management tools

**SKILLS, COMPETENCIES AND PREFERRED CHARACTERISTICS**
- Experience with energy contracts and long-term and short-term sales cycles.
- Familiarity with data centre infrastructure, services and growth drivers
- Strong problem-solving skills and the ability to think strategically
- Self-motivated with a strong sense of initiative and ownership
- Ability to work collaboratively in a team-oriented environment

At Sembcorp, our shared corporate behaviours underpin all the work that we do in building a sustainable future:

- **Institution-first Mindset**- Put the interest of the Group ahead of individual interests.
- **Collaboration**- Deliver through collaborating across markets, businesses and functions.
- **Accountability**- Hold team and self accountable to deliver on our commitments.