Key Accounts Manager- Lydenburg

Introduction

The purpose of the Key Account Manager position is to develop and manage profitable, long-term relationships with designated key customers, ensuring the alignment of customer interactions with the company’s business   strategy & objectives   strategically & tactically. This role involves orchestrating the interaction between the company and its key accounts to maximize business opportunities, enhance customer satisfaction, and achieve superior returns on investment. The Key Account Manager acts as the primary liaison, coordinating internal resources, managing projects, and leading initiatives that deliver tailored solutions and value to both the organization and its strategic customers. Through effective   relationship management, negotiation, and leadership competencies, the Key Account Manager plays a crucial role in driving the company's growth,   maintaining   its competitive edge, and ensuring the sustainability of its key customer partnerships.   (20% Strategical, 80% Tactical)

Duties & Responsibilities

Business and customer understanding

Understanding of Business and Customer

Develop a deep understanding of both the company's and the customer's operations, divisions, challenges, and market position.

Maintain up-to-date knowledge of the company's and customer's products, solutions, services, and strategies.

Leverage insights into the company's and customer's organizational structures (key people) to foster efficient decision-making and operations.

Competency in Systems and Processes

Master the company's and customer's systems, processes, and value chains to   optimize   cooperation and value creation.

Ensure compliance with internal and customer-related processes and strategies & tactics.

Utilize knowledge of both organizations' systems to enhance solution service delivery and customer satisfaction.

Strategic & Tactical Planning and Value Creation

Engage in Strategic & Tactical planning with a forward-looking perspective, incorporating both internal and external factors affecting the business and customer relationship.

Identify   and exploit opportunities for value creation,   facilitating   workshops (product training),   and   events and managing projects to develop and deliver value propositions.

Measure and   monitor   the impact of delivered value, adjusting   strategies   & tactical   plans as necessary to meet expectations and goals.

Execution and Resource Management

Prepare comprehensive Strategic & Tactical account plans, outlining   objectives , actions, resources, and metrics for at least the next year to three years.

Secure internal (product specialist) and external (Original Equipment   Manufacturer ) resources, inventory, and approvals necessary for plan execution.

Align   actions with Strategic & Tactical plans, ensuring   timely   execution and monitoring progress through established metrics. (Weekly PDRI meetings)

Adapt and respond to performance metrics, learning from experiences to improve future actions.

Communication and Relationship Building

Build and   maintain   a detailed database of key contacts within the customer organization, understanding their roles, concerns, and decision-making processes.   (In   the   company   CRM system)

Effectively communicate the company's strategy and value propositions to internal stakeholders and the customer.

Foster strong relationships with counterparts in the customer organization,   facilitating   collaboration and mutual support.

Sales and Business development

Knowledge and Understanding of Products Solutions and Services

Maintain awareness of the company's entire product, solutions, and service range, including offerings from other business units. i.e., EPCM

Understand the significance of the company's products,   solutions   and services in the customer's processes and offerings, articulating key features, benefits, and limitations.

Stay updated with new   products , solutions and service introductions, modifications, and limitations ( e.g.   End of life cycle, product specifications).

Competitor Awareness

Have knowledge of competitors’ offerings,   and an   understanding   of   their strengths, weaknesses, and positioning.

Keep abreast of competitor prices and promotional activities and what we can do better or   areas   of   improvement.

Consultative Selling and Business Development

Identify   areas within the customer's operations where the company's   expertise   can add value.

Develop new business within existing accounts and identify potential new key accounts.   (the customer   within   the   customer) .

Understand and influence the customer's buying process, including tendering and contracting procedures.

Negotiation Skills

Analyze negotiation situations, prepare Strategic & Tactically, and engage in negotiations with a win-win   objective .

Understand and apply financial concepts in negotiations, recognizing the   financial impact   of decisions. (POV)

Financial Acumen

Develop business cases and understand the financial implications of key account management decisions.

Analyze customer profitability, manage pricing strategies effectively, and work to   optimize   costs.

Execution and Relationship Management

Track and expand the range of products,   solutions   and services bought by the customer.

Build and leverage relationships within the customer's organization to uncover new opportunities and   facilitate   business development.

Strategic & Tactical Account Planning

Prepare for   sales opportunities, manage sales meetings effectively, and follow up on commitments.

Utilize financial insights to inform pricing and discount strategies, ensuring alignment with customer profitability goals.

Organizational effectiveness

Communication Skills

Develop and execute comprehensive communication plans for various internal and customer audiences.

Utilize a range of communication media effectively, tailoring messages for different audiences.

Demonstrate excellent verbal and written communication skills, including the ability to listen actively and respond appropriately.

Project Management

Be part of   the   scope   definition and define projects clearly, to   establish   desired outcomes and   ensure   feasibility.

Be part of project planning, including deliverables, timelines, and stakeholder engagement.

Be part of delivering projects on time and within budget, holding regular team meetings and monitoring progress.

Leadership

Lead virtual and cross-functional teams effectively,   demonstrating   high-quality leadership and influencing skills.

Build and   maintain   strong relationships within the team, across the organization, and with key customers, fostering cooperation and collaboration.

Demonstrate thought leadership and influence within the sector, driving innovation and value creation for the key customer.

Personal and Digital Communication

Master personal communication, including non-verbal cues and effective public speaking.

Navigate digital communication channels proficiently, managing email communication, engaging in social media responsibly, and utilizing   video - conferencing   to enhance customer contact.

Organizational Impact

Work across organizational and geographical barriers to achieve   objectives   and deliver tailored, differentiated commitments to key customers.

Influence senior management and peers within the organization to support key customer initiatives and projects.

Managing Internal Relationships

Customer Relationship Management

Strategic & Tactic ally develop and manage profitable relationships with key customers, aligning activities with the customer's potential for superior returns.

Prioritize key customers based on their attractiveness and potential for profit,   maintaining   relationships across various levels of the customer's organization.

Manage the process of interaction between the company and key customers, ensuring consistent   communications   and the full