- Manage and develop all aspects of our relationship with the key account.
- Develop and implement a comprehensive account plan including external and internal stakeholder management plan.
- Regularly provide updates on the business drivers of the key account (focused on the opportunity and project landscape and business needs).
- Develop and communicate key insights gained by understanding the key account's business environment and needs and connect these with our current and future solutions, products and services portfolio (features and attributes).
- Manage the key account and deliver the defined sales objectives and targets.
- Covering the entire solutions, products and services portfolio, accountable for securing profitable orders growth.
- Generate a sufficient opportunity pipeline.
- Define / improve the customer specific net promoter score (NPS) and key performance indicators (KPI).
- Develop and maintain good customer communications to identify and support future growth opportunities by a structured account planning process and regular personal touch points (visits, phone calls, follow-ups, emails, etc).
- For the key account maintain a minimum of 18 high value influencer / stakeholder relationships across the regional and hierarchical level.
- Engage in regular interaction with the customers (internal and external) throughout the opportunity / project lifecycle.
- In collaboration with the respective internal teams act as the single point of contact throughout the commercial opportunity and project management phase.
- Engage in regular interactions with the key account influencers / stakeholders and promote our solutions, products and services portfolio.
- Present, workshop and defend our solutions, products and services (current and future).
- Day-to-day management of the key account
- In conjunction with the respective teams lead the following key-activities: deal structuring, opportunity management / forecasting, opportunity price benchmarking / management, negotiation of terms & conditions, compliance with external and internal tender / project requirements, and management of framework orders.
- Identify and communicate strategic and tactical key account needs and reflect these in our sales approach.
- Lead 'capture teams' for strategic opportunities (such as frameworks or complex / cross-business opportunities).
- Work with the respective operations teams in order to represent the 'voice of the customer' and to manage customer success.
- Understand and ensure process compliance according to the key account process map.
- Drive the generation of key account specific case studies.
- Provide feedback to the product management / engineering teams on potential product issues and enhancements based on the key account needs.
- Understand, communicate, and participate in the building of key account specific total cost of ownership (TCO) models.
- Support / develop internal sales enablement kits based on identified key account specific needs.
Key Account Manager - Fleur-de-lis, United Kingdom - BRUSH Group
Description
As Key Account Manager you will be managing and developing all aspects of our relationship with a key account (DNO). This will include the development and implementation of a comprehensive account plan and the associated stakeholder management.
Ultimately, you will be accountable for the development of the key account to secure an optimum level of business; capture and deliver a sustainable and profitable account growth.
Covering BRUSH's engineered solutions, products and services portfolio, you will be accountable for securing profitable orders growth, generating a sufficient opportunity pipeline.
Furthermore, you will be leading 'capture teams' for strategic opportunities (such as frameworks or complex / cross-business opportunities).
In addition, you will be working with the respective operations teams in order to represent the 'voice of the customer' and to manage customer success.
In conjunction with the respective teams, you will lead the key-activities.
Working from home and covering a territory that includes The Midlands, Eastern Counties, Wales and the South-West (Including Cornwall).