Job Description

Job Purpose

The Key Account Management Director Asia Pacific is a strategic commercial leadership role responsible for defining and executing Bureau Veritas’ Key Account Management strategy across the all Asia Pacific. The role will lead and develop the regional KAM community, establish a consistent operating model and governance, and mobilize the full Bureau Veritas portfolio to deepen strategic customer relationships, strengthen retention, accelerate profitable growth, and expand cross-business-line and cross-country penetration across the region.

The Director will build customer-centered account ecosystem bringing together Key Account Managers, technical and operational experts, sales, marketing, finance, operations, and executive sponsors. These teams will translate customer priorities, growth opportunities, and whitespace into coordinated account plans, compelling value propositions, and disciplined execution.

Reporting to the VP Sales & Marketing APA, the Director will build a scalable, data-driven KAM capability, strengthen Bureau Veritas’ position as a trusted strategic partner, and align Areas, Business Lines, and Global Account teams. The role co-owns strategic account sales performance, growth, profitability, and deliverables with Area leadership, while applying industrial expertise and multicultural leadership to develop a high-performing regional KAM organization across Asia Pacific.

📍Location: Singapore, Malaysia, or Indonesia.

Strategic Key Account Management

• Define and deploy the Asia Pacific Key Account Management strategy aligned with Group and regional growth ambitions.
• Establish strategic account governance, including account segmentation, selection criteria, executive sponsorship, and account review processes.
• Ensure the development, execution, and follow-up of comprehensive strategic account plans.
• Drive customer engagement at executive and decision-maker levels to create long-term partnerships with priority accounts.
• Ensure consistent delivery of high-quality customer experiences across countries and service lines.
• Promote and accelerate cross-selling, upselling, and integrated solution opportunities.
• Facilitate collaboration across Areas, Business Lines, and Global Account organizations to maximize customer value and business growth.
• Drive adoption of common KAM methodologies, KPIs, tools, and best practices across the region.
• Monitor account health, retention risks, strategic growth opportunities, and execution discipline.

Business Performance & Commercial Growth

• Co-own strategic account sales, revenue, profitability, and growth targets with Area and Business Line leadership teams.
• Drive profitable growth through strategic account development, opportunity management, and disciplined execution.
• Lead regional reviews of pipeline, account performance, forecast, and growth opportunities.
• Identify, sponsor, and mobilize resources around major strategic pursuits and transformational opportunities.
• Drive account penetration and expansion across multiple geographies and service portfolios.
• Analyze account performance metrics and revenue potential to prioritize investments and actions.
• Ensure accurate forecasting and reporting of strategic account performance.
• Prepare and present business performance reviews to senior management and executive leadership.

Industrial Market Leadership

• Develop and apply a deep understanding of industrial ecosystems and market dynamics across Asia Pacific.
• Leverage strong industrial expertise to strengthen strategic customer relationships and identify growth opportunities.
• Bring credible experience across relevant sectors, including Oil & Gas, Power & Renewables, Mining & Metals, Infrastructure & Construction, Manufacturing, Marine & Offshore, and Energy Transition industries.
• Build executive-level relationships with key stakeholders throughout complex industrial value chains.
• Identify market trends, customer challenges, and emerging opportunities relevant to strategic accounts.
• Act as a trusted advisor to customers and internal stakeholders on industrial market developments.

People Management

• Provide strategic direction, leadership, and coaching to the regional Key Account Management community.
• Build and sustain a high-performance culture focused on growth, customer intimacy, collaboration, and accountability.
• Coach, mentor, and develop KAM talent and future leaders across the region.
• Drive capability building through structured development programs, best-practice sharing, and performance management.
• Build a strong network capable of operating effectively across diverse Asia Pacific business environments.

Knowledge, Skills & Experience

• Proven track record of delivering profitable growth through strategic account management.
• Demonstrated success leading geographically dispersed teams within complex matrix organizations.
• Strong commercial mindset with experience managing sales, revenue, and profitability objectives.
• Extensive experience in strategic sales and enterprise account management environments.
• Strong executive presence with the ability to engage C-suite stakeholders.
• Outstanding relationship management, negotiation, and stakeholder influencing capabilities.
• Team development, coaching, and succession-building capabilities.
• Strong financial and business acumen with data-driven decision making and analytical thinking.
• Fluent spoken and written English; one or more Asian languages would be an advantage.
• Willingness to travel extensively across Asia Pacific (30 to 40%).

Qualifications Required

• Bachelor’s degree in Business, Marketing, Engineering, or a related field; MBA or equivalent postgraduate qualification preferred.
• Minimum 15 years of progressive commercial leadership, strategic account management, or business development experience.
• Minimum 10 years of experience managing complex multinational strategic accounts.
• Demonstrated success within industrial and B2B service environments.
• Proven experience working effectively across highly multicultural and geographically diverse organizations.
• Experience operating within matrix organizations and driving results through influence.