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  • Job reference: RMS0102741

Key Account Manager

  • Sector: Engineering
  • Location: Scotland - Other
  • Job type: Permanent
  • Date posted: 09/03/2012
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The Company:
The client is a leader within the Automation and Control Systems field with operations in 100 countries worldwide. They specialise in providing integrated solutions to the Transmission and Distribution and Oil & Gas industry with projects offshore and overseas.

The Role:
The role of the Key Account Manager (KAM) is to develop and maintain relationships with key clients at the highest level within utility customer organizations and support individual business areas within the group by the identification of business opportunities to sell services and equipment within the portfolio.

Key Duties Include:
• Plan and drive the overall growth of the various Accounts by increasing the portfolio as well as new business opportunities (measured by Orders Received for the overall Account) to meet the budget targets.
• Deliver sustainable business development and customer satisfaction through involvement in all customer related matters and drive / escalate resolution of problems to the satisfaction of the customer.
• Formulate a business strategy towards the customer with respect to the overall interests (includes the principal BU’s involved in this Account) – to be supported by plans and targets that are accepted by the BU’s.
• Influence and drive decisions on the type of coverage required for the Account – including type of sales channels (direct and indirect) to be used - in agreement with the BU’s/Account Team
• Facilitate and balance the overall commercial Terms & Conditions on behalf of the company with support from Legal functions.
• Develop and implement the business' strategy towards the customer (captured in the Account Plan), through understanding the customer, its business, its strategy and their industry including UK Power Distribution, and translating this into an actionable plan on behalf of the BU’s and Account Team.
• Drive improvements in relationships at all levels between the company and the client.
• Identify gaps in the portfolio and participate in selling products into those alliances
• Identify O&M opportunities and develop a strategy to support those.

Essential Skills / Qualifications:
• Extensive experience in the market, gained from front end roles, sales or sales management.
• Degree level plus relevant technical qualification
• Knowledge of electrical power industry
• Knowledge of the customer & market segment.
• Strategic thinker
• Creative approach to developing new business
• Impact and influence
• Focused on delivering results
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