Key Account Manager

General

The Key Account Manager is a customer-facing, self-driven sales professional who can grow Mr. Marine’s business by offering our range of products to the assigned customer base/vessel segment. With their experience in the maritime industry, the Key Account Manager is able to foresee and seize the opportunities for sales and cross-sales within the assigned portfolio of accounts and new customers.

Reporting to the Account Management Team Lead.

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Description

  • Strengthen the relationship with the major stakeholders in the assigned accounts, identify the decision-making process in each customer company and define the best strategy to increase the number of RFQ to our company.
  • Research, develop and understand the assigned portfolio to identify and establish business contacts with existing and potential customers.
  • Develop a sustained and growing customer base portfolio.
  • Expand opportunities with potential customers in the assigned portfolio.
  • Manage/Grow assigned customer and budget base; pursue and secure business in line with corporate objectives within the assigned portfolio.
  • Preparation of sales calls pipeline management with a disciplined approach.
  • Strive for consultative sales to distinguish market presence by effectively probing/identifying needs and suggesting solutions from our portfolio of products (elevator services, ballast and instruments&controls)
  • Negotiate contracts to strengthen the relationship and business with existing customers.
  • Timely plan and perform regular Business Review meetings with customers in the assigned portfolio. Report to team and management the results of the meetings and the future plan of actions.
  • Timely and correctly update contract rates, terms, and conditions in line with the predefined procedures.
  • Effectively handover of all “closed-won” business opportunities to our operation team and finance teams.
  • Establish an internal network to facilitate the resolution of customer issues when the issues had been escalated to sales.
  • Respond to all sales leads/key correspondence within identified timelines.
  • Research and analyse competitive and industry trends (e.g. analyse sales statistics, prepare reports, study literature regarding new and existing services, and monitor sales, prices, and services of competitors); recommend appropriate measures.

Requirements

  • Minimum 5 years Account Management experience in the maritime sector.
  • Minimum a first-level university degree. Experiences in a technical environment will be considered a plus.
  • Excellent reading and writing business English, a second language is a plus
  • Good understanding and empathy for cultural differences.
  • Being a tech savvy is a plus

 

Competencies

  • Commercial Skills: Strong negotiator. Has the ability to understand customer needs and match them with our current product offering to close the business. Can leverage internal/external information (news, websites, financial and foreign trade data, etc.) to build top class value proposals.
  • Relationship Management: Ability to build trustworthy relationships with key stakeholders within the customers’ organization and leverage internal relationships to expand business opportunities.
  • Strategic thinking: Can create and execute a well defined strategy for his/her customer portfolio.
  • Disciplined Sales Process: Ability to plan and execute target sales calls, pipeline management through different channels.
  • Soft Skills:
    • Fast learner
    • Sense of urgency
    • Team player
    • Winning mentality
    • Positive
    • Adaptable
    • Solution thinker

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