Key Account Manager
4 weeks ago
Job Summary :
Develops strategic customers i.e. Key Accounts of TÜV Rheinland (TR) Group in a mid and long-term perspective. The position aims at setting and achieving strategic growth goals with these customers within and across geographies and Business Streams.
Responsibilities :
- Builds and maintains effective long-term relationships and a high level of satisfaction with key senior-level decision makers and influencers at an assigned group of customers’ accounts.
- Develops an internal network to reply to customer demands and to develop opportunities with the customer.
- Develops individual Key Account strategies, yearly action plans and revenue targets – the "Key Account Plan" – in alignment with and with the commitment of internal stakeholders in Sales and Operations.
- Identifies, develops, and closes new sales opportunities for TR’s services and products. Supports the retention of existing long term agreements, by ensuring customer requirements are being met and customer issues are being actioned.
- Regular status and strategy meetings with the customer's senior management to understand their needs and links them to the TR's product / service strategies ("solution selling") as well as TR’s solution group leads.
- Development of new services / solutions for customer needs with TÜV Rheinland capabilities; supports – if required – the creation of business models and decisions.
- Responsible – if required and appropriate – for setting up and implementing customer specific workflows or highlights sector relevant events to make sure attendance from relevant stakeholders participation, create clear summary of event, share with the business, and follow up on opportunities (managed in CRM).
- Act as the interface ("single point of contact") between the designated accounts and TÜV Rheinland; initiates regular meetings with customers' key contacts; initiates regular alignment with TR stakeholders representing product / service delivery and negotiates global / international framework agreements and service contracts in alignment with relevant TR divisions and according to TR guidelines.
- Customer data up-to-date in CRM tools; applies CRM tools for data-based customer analysis and further sales analytics; creates reports.
- Duties as assigned.
Qualifications :
- University Degree in Engineering Discipline, Science, Business Administration or equivalent work experience
Experience & Further Qualifications:
- 5-10 years of professional experience in Key Account Management or related area.
- Fluent in English (B2 Upper intermediate), further language welcome but not required.
- User knowledge in MS Office, Salesforce.com.
- Hands-on mentality.
- Strong consultative / solution selling and negotiation skills.
- Visionary and strong communicator.
- Pronounced interpersonal skills.
- Time management skills and ability to prioritize.
- Experience in working in / with intercultural teams welcome but not required.
- Industry Experience
- Driver's license required
- Travel between 30% and 50% of working time
What we can offer you?
- Hybrid work model and flexible working hours
- Annual bonus subject to company and individual performance
- A package of benefits: Private Medical insurance, Group life insurance, workplace pension scheme, employee discounts, Salary sacrifice options
- Well being Support
- Work in a friendly, diverse and high-qualified team with positive and cooperative working atmosphere
- International environment and daily usage of foreign languages
- Real development opportunities
- Direct communication and no formal dress code
- Employee referral program
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