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Key Account Manager

Job Type
8 Sep 2022
Our client is looking for a Key Account Manager for a permanent position, located in Aberdeen. Role The Key Account Manager (KAM) is responsible for growing rental service line. The role is expected to be focused on developing relationships with existing customers and new customers. A successful candidate will bring considerable experience in developing successful client relationships and implementing business growth strategies. The individual will manage all business development activities, drive demand creation, oversee development of technical and commercial proposals, close opportunities to increase rental market share, integrated solutions market share, and identify new product solutions and services based on client feedback. Responsibilities Achieve significant revenue growth for Rental service line Develop and implement a go to market strategy and tactical plan Cultivate strong, loyal relationships with existing clients to deliver demand generation. Cultivate new relationships with new clients to increase market share. Ensure customer awareness of service offerings by engaging with customers frequently. Responsible for building a pipeline of opportunities including one-off projects, partnerships or continuous revenue streams. Actively and successfully manage the sales process: lead generation; strategic positioning of USPs with customers; technical solution pitches; clarifications; negotiations; close deals; handover to Project and Operations Team. Carrying out risk assessment when taking on new client accounts. Support and negotiate client contracts on individual projects or establish frame agreements for repeating services while working within contracting authority matrix. Manage and maintain a pipeline and ensure all sales administration is kept current at all times using Sales Force software. Report all sales activities on a weekly basis during sales team meeting. Maintain and deliver key account management and pursuit plans for key clients. Deliver an excellent client experience at all times, ensuring client needs are met or exceeded. Proactive and responsive to clients and prospective clients. Deliver an outstanding customer relationship development process. Proactively develop and improve processes to service clients. Ensure smooth client transitions after project-award to Project and Operations Team. Identify added-value service offerings which can increase revenue (local partnerships, 3rd party services, or other). Support and assist Project and Operations Team with client management when projects have technical or commercial challenges. Works closely within the Revenue team, sharing knowledge, discussing ideas and helping the team to achieve overall financial targets. Contributes to healthy competition within the Revenue team. Develops strong and effective working relationships with MD, VPs, Operations Manager, Proposals Manager and Marketing Manager. Work closely with Project and Operations Team to understand availability, capability and timescales to deliver services. Works closely with VP - Global to assess opportunities and confirm that the type of work fits company vision, business model and commercial / risk profile. Effectively communicate client information and insights to team. Ensure successful communication/works within all areas of the business. Requirements Client obsessed: Passionate about client s experience Initiative: Proactive and growth minded individual with strong selling, commercial and results oriented focus. Takes action to achieve goals beyond what is required. Global Mind-set: Proven ability to collaborate, influence and execute strategies and tactics across a large geographic area Experience: Track record of developing client relationships, strong commercial awareness and ability to build a service line and increase market share Initiative: Self-motivated, responds energetically, identify what needs to be done and takes action, delivers on promises One Team: good, collaborative people treating each other well Skillsets: Attention to detail, strong skills in negotiating and influencing clients, ability to handle multiple priorities and strong organisational skills Thoughtfulness: Strategic thinking, focused to prioritize critical task and agreed objectives and goals. Communication: Excellent verbal and written communication skills Eight to ten years in project and commercial management, negotiation, market research, and developing client relationships
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  • Job Reference: 707257369-2
  • Date Posted: 8 September 2022
  • Recruiter: Cammach Bryant
    Cammach Bryant
  • Location: Aberdeen
  • Salary: On Application
  • Sector: Sales & Marketing
  • Job Type: Permanent