What is the first position you should hire when you have no presence in China but need to cooperate with Chinese suppliers? If you have a burning issue with your product’s quality, you may feel tempted to search for qualified engineers in your product category first. However, it is essential to remember the golden rule: you can prevent or solve most issues with better communication and supplier management. As a result, the first role anyone should hire is a supplier account manager.
So what does a supplier account manager do?
The role of a supplier account manager is similar to a key account manager’s, but instead of fielding customer inquiries, the role focuses on dealing with internal issues. These issues are typically related to the supply chain. It is predominantly communicative and involves vendor management, working with third-party quality partners and coordinating logistics. Put simply; they will act as the first eyes and ears on the ground.
This role calls for a jack of all trades and incorporates every part of the supply chain. The functionality of this role inspired the China Desk by Kinyu. Kinyu Founder and CEO Benjamin King acted as a Jack of all trades for several companies, prompting him to set up the China Desk and hire the right supply chain personnel for his clients.
What are the particular responsibilities of this role?
Below is an example of the day-to-day responsibilities a supplier account manager might have:
- Help to manage the company’s supply portfolio in China/Asia, assisting with managing communications with the supplier network.
- Work with stakeholders to ensure complete and transparent cooperation with suppliers.
- Working with the global product sourcing manager on forecasting, purchasing and compliance teams to ensure production schedules are on time and products are ready for new markets/compliant.
- Helping the head office global product sourcing manager to oversee product quality control through engagement with factories and quality inspectors.
- Help to ensure the product lifecycle’s efficiency and help develop new product ranges.
- Liaise with and manage relationships with an existing network of 3-party cooperative contacts, e.g. Freight forwarders, QC & audit companies, photography studios, and document printers.
The key value-add of the supplier account manager is that they can communicate not just with the factory sales team but with all the relevant departments. Usually, only the sales team can speak English, and they act as the go-between within the various departments within the factory organisations. However, not all information gets relayed. Sometimes this is an accident, but occasionally it is on purpose.
A Supplier Account Manager can strengthen this communication function – and liaise with the quality managers, production manager, or factory owner.
Skills and Experiences
If this is your first hire in China, look for someone with at least five years of experience in manufacturing/supply chain. It is also preferable that they have experience in your product industry. Their written and spoken English must also be good, as they will be responsible for communicating your concerns effectively to your suppliers. Below are some other qualifications you may consider:
- Ability to assess and improve factory processes and quality of manufactured goods.
- Experience in product development/new product sourcing.
- Understanding of product materials and design.
- Understanding of the evolving Chinese market.
- Competent in Microsoft Office – particularly excel.
- Excellent organisational skills.
- Strong management and leadership potential.
- Comfortable with figures and collecting, analysing and interpreting data.
- Solid independent judgement ability and integrity, ensuring they make fair decisions.
- Strong interpersonal skills.
- Reliable and trustworthy individual.
- Ability to travel – travel to factories and suppliers will be required.
- Willingness to travel internationally.
One final attribute to note is their leadership potential. We mentioned above that the supplier account manager is a ‘jack of all trades’. Therefore, familiarity in all areas is an essential aspect of leadership. In addition, as your team grows, you may look to your supplier account manager to become a GM.
Are you looking for a supplier account manager? Get in touch to learn more about hiring under the China Desk.
