NRL’s client based in Derby is looking to recruit a Key Account Manager to join them on a permanent staff basis.
Purpose:
To ensure the sustained growth and success of the business by managing its most valuable client relationships, to maximise the potential of these accounts while ensuring their needs are met.
Location:
Based at one of our regional offices with a requirement to travel to our client and partners’ offices as well as our client’s sites across the UK.
Dimensions:
Annual Sales up to £10m Per Annum.
Organisation:
The Job Holder shall liaise closely with our Strategic Clients and, LV & SI Resource / Engineering Managers, Project Managers, Project Engineers and Bid Managers as necessary to effectively execute the Account Manager function.
Key Responsibilities:
Client Relationship Management
Build and nurture strong relationships with key accounts to understand their needs, challenges, and goals.
Serve as the primary point of contact for key clients, ensuring timely communication and addressing concerns or issues promptly.
Foster long-term partnerships to ensure customer satisfaction and loyalty, reducing the risk of losing high-value customers to competitors.
Strategic Account Planning
Develop and implement account strategies tailored to the specific needs and goals of each key account.
Identify growth opportunities within key accounts by understanding their business model, objectives, and future direction.
Monitor account performance, setting measurable targets (sales, growth, etc.).
By understanding the client’s business objectives and challenges, anticipate needs and help clients implement solutions that foster success for both the client and the company.
Sales & Revenue Growth
Upsell and cross-sell opportunities by offering relevant products or services.
Ensure revenue growth by meeting or exceeding sales targets for each key account.
Negotiate contracts and renewals, ensuring mutual benefit and alignment with business goals.
Work closely with sales, marketing, and project delivery teams to align on client strategies and ensure consistent messaging and delivery.
Coordinate the efforts of cross-functional teams to meet client expectations, ensuring timely delivery of products or services.
Providing sales forecasts for key accounts, reviewing and updating the CRM, assessing potential opportunities.
Development of Potential new Business opportunities
Customer Satisfaction and Retention
Ensure the highest levels of customer satisfaction by proactively identifying and solving potential issues before they escalate.
The KAM monitors client satisfaction, addresses issues, and ensures that the company's value proposition remains relevant and competitive.
Conduct regular performance reviews with key accounts to assess satisfaction and make improvements.
Develop retention strategies to maintain long-term partnerships.
Reporting and Analysis
Monitor and report on account performance, including sales, revenue contribution, Forecasting / lookahead and client satisfaction.
Attend CVR review meetings to ensure project commercial performance is as forecasted.
Provide regular updates to senior management on key account performance and future opportunities.
Analyse market trends and competitor activities to adjust strategies for key accounts.
Ensure all proposals are followed up and closed in a timely manner, with any necessary feedback captured within the CRM for future analysis.
Contract, Proposals and Budget Management
Oversee contract renewals, amendments, and compliance with the terms.
Ensure that key accounts adhere to agreed-upon standards and policies, and maintain ethical business practices.
Assist in forecasting revenue from key accounts, aligning with the company’s financial goals.
Work on budget allocations for specific accounts, ensuring resources are effectively utilised.
Carry out reviews of estimates, proposals and tenders in accordance with the current authorisation levels procedures.
Complete prequalification documents as required.
Preparation of accurate and competitive proposal documents utilising the Technology SBU standard templates as and when required.
Product Knowledge & Innovation
Maintain in-depth knowledge of the company’s offerings to provide solutions that meet client needs.
Stay informed about industry trends and the competitive landscape to offer innovative solutions.
Health and Safety
Escalate and Health and Safety related issues to the Operations Manager without delay.
Complete periodic site safety inspections (typically once per quarter).
Skills Knowledge:
Essential Skills
Good planning, organisational and time management skills.
Must be positive, approachable, willing and helpful.
Good interpersonal skills.
Excellent IT skills, including MS Word, MS Excel and MS Project.
Ability to act on own initiative.
Ability to communicate effectively at all levels within and outside the organisation.
Special Features:
Must be commercially aware.
Must be a good team player.
An appreciation of electrical installations and control systems including, but not limited to, control panels/MCCs, PLC, SCADA, instrumentation is preferred.
Must have the ability to influence and negotiate effectively.
Must have good problem / conflict resolution skills both internally and with clients.
The job holder shall have a willingness to undertake an annual performance 1 to 1 review, to attend and have an active participation in all internal and external training courses.
Must encourage collaborative working where appropriate.
Must have the ability to relate to clients and understand their needs and propose solutions.
Qualifications:
HNC/Degree in an electrical discipline or demonstration of experience; membership of professional Institution or similar
Job Related Experience:
Relevant Industry Experience
Sales or Account Management Experience
Experience Managing Key Accounts
Hybrid Working
Attractive salary
About NRL
The NRL Group connect global companies with the right people to bring engineering projects to life. Supporting contracting companies with energy transition plans and working with our clients to create a cleaner, greener future.
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