About this job

The purpose of this position is to provide leadership of Key Account Management within the Energy market sectors. The business focus will be static equipment including Heat Exchangers and Pressure Vessels but will develop as capabilities extend within the business. This position will provide direction and management to the local Key Account team and will be accountable for the team performance whilst taking direction from the central VP Business Development.

Responsibilities

• Member of Senior Management Team to provide Key Account input to strategy development. Will make strategic decisions to align with the overall business strategy and will be fully accountable for the performance of their team.
• Team Development of a small group of Key Account Managers, Estimators, Product Managers and admin support. This position will provide the leadership, guidance and coaching required to enable the team to reach both business and personal development roles in alignment with business need.
• Develop processes and systems (CRM) to ensure performance management is in place for the Key Account Manager team to provide accurate data on time as per the business requirements.
• Setting strategy in the form of a Key Account Execution plan which will cascade from the overall business strategies at both local and group levels.
• Budget development to provide the support required to the team in their marketing, travel and general work expenditure.
• Own strategic KPIs that manage and drive performance with respect to sales,customer satisfaction and developing new business through existing identified Key Accounts and existing capabilities.
• Lead the team to comply with group processes such as Bid/No Bid and proposal management to ensure we are consistent with the business needs.
• Provide feedback to Key Account leadership to assist with improvements in processes, systems and methodology aimed at taking the business forward.
• Ensure their team deliver vs the order intake targets to enable the business to deliver against its EBITDA target. Key points will be Order Intake Value,Gross Margin and timing of order intake.
• Business Development will handover new accounts when they are identified as moving to repeat business and therefore are maturing. Manage these to key account status.
• Carry out any other ad-hoc duties as required to support the needs of the business.
• Provide a professional backup service for colleagues during peak times or during absence.
• Follow company procedures, standards and regulatory requirements.
• Maintain continuous professional development to ensure knowledge is up to date.
• Continuous improvement of contribution to the company.
• Act as an ambassador for the company in all interactions with customers and the public.

Profile

Essential Requirements:

• At least 5 years’ experience in leading key account management
• Proven capability of delivering significant order intake on time and within business requirements (gross margin, PBIT etc).
• 3 years of senior leadership experience.
• Proven capability to deliver Key Account Execution plans for full business activity.
• University Graduate of a relevant degree.

Preferred but not essential:

• Operated within an Engineering environment for 5 years
• 3 years’ experience of Nuclear Market Sector Activity
• 3 years’ experience of Aerospace Market Sector Activity
• Master in Business Administration