COMPANY OVERVIEW
International, Port Services,
Intro
Purpose The Key Account Manager drives profitable sales growth for maintenance solutions products/services and contributes to profitable sales growth across all other solution areas. The Key Account Manager seeks to ensure excellent customer relationships and customer satisfaction such that WSS retain and grow customer business. The Key Account Manager portfolio is primarily made up of customers categorised as Target Customers.
Interrelations The Key Account Manager reports to the Head of Sales for the relevant sales territory. The role requires close collaboration with Technical Sales Managers (TSMs), Technical Sales and Business Development Managers (TSBDMs), Sales Support, Customer Service and Credit.
Formal authorities The job holder has the authority to act and make decisions within this functional description, the agreed RACI for WSS’ operating model and according to the WSS Chart of Authority as outlined in WSS’ Global Integrated Management System (GIMS).
JOB RESPONSIBILITIES
• Drive profitable sales growth on from current and new customers within the KAM’s portfolio.
• Contribute to achieving the respective solution area targets in collaboration with the TSMand TSBDMs, including facilitation of customer meetings, leading of tenders, sharing of customer knowledge and collaborating on opportunities as agreed with the respective TSMs and TSBDMs.
• Develop robust and measurable Sales Activity Plans and action assertively to deliver on the agreed targets
• Build the sales pipeline to hit the targets as specified based on quality opportunities on existing accounts (share of wallet) and new business
• Ensure accurate and updated information on own accounts in WSS CRM
• Proactively utilize the available sales tools to identify areas of growth and develop actions to achieve targets
• Foster strong relationships with the customers through high quality and frequent customer face to face meetings.
• Lead or contribute to local marketing events, as agreed with relevant stakeholders
• Ensure customer portfolio adhere to agreed terms, including credit, and that the customer contracts generate the most optimal return through proactive contract management
• Seek out, develop and maintain multilevel entry points and relationships with own accounts. Be a door opener for technical sales teams
• Contribute to the team culture with customer centricity and collaboration at its core. Work closely with and ensure constructive hand-overs to internal stakeholders within Sales and Customer Service, Marine Product Solutions, Operations and Credit according to our processes.
• Ensure compliance according to agreed global sales governance framework, policies, and processes, including Compliance, Legal and Credit policies
Accountabilities The position is measured against:
• Account sales growth
• Account profitability
• Sales product group penetration
• Fleet penetration
• Customer face time (sales calls)
• Opportunity creation, progression and conversion
• DSO
• Compliance with WSS Sales Governance.
Health, Safety & Environment The employee should adhere to the company's health safety* rules and environmental guidelines to prevent themselves and their coworkers and the environment from being harmed by:
• Being involved in risk assessment processes in the workplace.
• Doing the health and safety training and certifications that are required.
• Following safe work practices and procedures and wearing personal protective equipment (PPE) when needed.
• Checking equipment and the workplace regularly and actively removing hazards.
• Reporting incidents, injuries, near misses, safety risks and issues of not following health and safety procedures according to internal procedure.
• Enhancing the safety culture at own workplace and working with others on health and safety matters.
• Responsible for the daily compliance with the Environmental Management system (EMS) and doing necessary actions to achieve targets and objectives.
• Responsible for following EMS requirements and giving feedback to management to ensure continuous improvement.
*This includes physical and psychosocial health and safety.
Qualifications
• Bachelor’s degree or equivalent marine qualification preferred. Lack of formal education can be compensated by relevant experience.
• Ambitious and results oriented with demonstrated sales achievements
• Commercially minded with experience in establishing and maintaining win-win relationships
with customers, incl. contract and pricing negotiations
• Solution orientated with a positive mindset to change and a desire to contribute to a strong team culture
• Ability to work independently and in a structured manner • Ability to meet deadlines through good time management and allocation of priorities
• Strong communication skills and a good command of the English language (verbal and written)
• Experience with IT and CRM systems and digitally curious