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Key Account Director
Posting Date: 19 Sep 2024
City: Houston
Location: Houston, TX, US, 77070
Contract Type: Permanent
Division: Global Market Development
Level of experience: Director
RINA is currently recruiting for a Key Account Director.
Mission
The mission of a Key Account Manager (KAM) is to establish and maintain strong, strategic relationships with key clients to drive business growth and ensure client satisfaction.
Key Accountabilities
Key Account Planning and Monitoring:
- Collaborate with Business Units to develop long-term strategies that support the growth and sustainability of the assigned Key Account.
- Outline the Key Account Plan, detailing action plans and targets per each Business Unit, continuously assessing the viability of the Key Account and monitoring results against set targets.
- Report monthly on target KPIs and plans, identifying corrective actions when necessary.
Client Representation and Communication:
- Serve as internal and external contact for assigned Key Accounts, representing RINA at client meetings and conferences.
- Communicate the Key Account strategy and targets to relevant Business Units and stakeholders.
- Keep all Business Units informed of ongoing activities and client interactions.
Team Coordination and Sales Strategy:
- Build and manage an effective and multi-Business interfunctional team within subsidiaries for the successful 360 degrees Key Account management.
- Effectively attend Business Review meetings, sharing all the information collected within RINA and from on-the-job experience, useful for achieving short term objectives and competitive advantage.
- Implement a proactive sales approach, identifying and developing new business opportunities and innovative solutions for revenue growth.
Business Development and Commercial Management:
- Evaluate and pursue new business opportunities through regular customer meetings.
- Lead framework agreement and tender management processes.
Client Relationship Management:
- Develop close relationships with Key Account clients at all levels, ensuring regular communication and business trips to meet key personnel.
- Monitor customer satisfaction through regular meetings and implement corrective actions to improve relationships.
- Promote opportunities for innovation and the development of new products or services to delight customers.
- Promote cross-selling and facilitate the sale of strategic streams to assigned Key Account.
Operational Performance and Escalation Management:
- Regularly meet with RINA key operation personnel to improve relationships and operational performance with Key Accounts.
- Ensure creation, monitoring, and follow-up of client-specific Standard Operating Procedures.
- Manage escalation processes for major inefficiencies and issues, ensuring timely resolution and follow-up.
- Identify and manage risks associated with Key Account management, developing appropriate mitigation plans.
Sales Performance and Reporting:
- Monitor and achieve sales performance targets among Business Units (such as order intake, strategic agreements).
- Conduct periodic reviews with customers to assess performance against budgeted targets and identify areas for improvement.
- Ensure regular updates to all RINA parties involved with the Key Account on achievements, challenges, and strategies.
Customer Satisfaction and Contract Management:
- Ensure Local Operations and Local BDMs conduct regular meetings to improve client relationships.
- Review and address contract issues at least six months prior to expiry to ensure all open issues are resolved.
- Achieve and maintain high levels of customer satisfaction through effective relationship management and service delivery.
Credit Management and Cash Collection:
- Monitor outstanding payments and facilitate activities to ensure they are kept at a low level.
- Engage in commercial discussions to collect overdue payments and support finance functions in managing credit.
Education
Bachelor’s Degree in Engineering General
Qualifications
- Typically, 5-10 years of experience in sales, business development, or account management, with a proven track record of managing key accounts and achieving sales targets.
- In-depth understanding of the industry in which the company operates, including market trends, customer behaviors, and competitive landscape.
- Ability to develop and implement strategic plans for key accounts, aligning them with the company’s objectives.
- Proactive in identifying issues and providing effective solutions to ensure client satisfaction and retention.
- Strong analytical and data-driven decision-making skills to monitor account performance, market trends, and customer needs.
- Ability to manage multiple projects and priorities simultaneously, ensuring timely delivery of products/services and meeting customer expectations.
- Commitment to understanding and fulfilling customer needs and delivering excellent service.
With over 4,000 employees and 200 offices in 70 countries worldwide, RINA is a multinational player which provides certification, marine classification, product testing, site supervision and vendor inspection, training and engineering consultancy services across a wide range of sectors. Our business model covers the full process of project development, from concept to completion. The aim is to guarantee a project’s technical, environmental and safety - and sometimes also economic and financial - sustainability.
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