Key Account Director

Company: RINA Piraeus Team
Location: Houston
Posted on: October 29, 2024

Job Description:

Select how often (in days) to receive an alert:Key Account DirectorPosting Date: 19 Sep 2024City: HoustonLocation: Houston, TX, US, 77070Contract Type: PermanentDivision: Global Market DevelopmentLevel of experience: DirectorRINA is currently recruiting for a Key Account Director.MissionThe mission of a Key Account Manager (KAM) is to establish and maintain strong, strategic relationships with key clients to drive business growth and ensure client satisfaction.Key AccountabilitiesKey Account Planning and Monitoring:

• Collaborate with Business Units to develop long-term strategies that support the growth and sustainability of the assigned Key Account.
• Outline the Key Account Plan, detailing action plans and targets per each Business Unit, continuously assessing the viability of the Key Account and monitoring results against set targets.
• Report monthly on target KPIs and plans, identifying corrective actions when necessary.Client Representation and Communication:
• Serve as internal and external contact for assigned Key Accounts, representing RINA at client meetings and conferences.
• Communicate the Key Account strategy and targets to relevant Business Units and stakeholders.
• Keep all Business Units informed of ongoing activities and client interactions.Team Coordination and Sales Strategy:
• Build and manage an effective and multi-Business interfunctional team within subsidiaries for the successful 360 degrees Key Account management.
• Effectively attend Business Review meetings, sharing all the information collected within RINA and from on-the-job experience, useful for achieving short term objectives and competitive advantage.
• Implement a proactive sales approach, identifying and developing new business opportunities and innovative solutions for revenue growth.Business Development and Commercial Management:
• Evaluate and pursue new business opportunities through regular customer meetings.
• Lead framework agreement and tender management processes.Client Relationship Management:
• Develop close relationships with Key Account clients at all levels, ensuring regular communication and business trips to meet key personnel.
• Monitor customer satisfaction through regular meetings and implement corrective actions to improve relationships.
• Promote opportunities for innovation and the development of new products or services to delight customers.
• Promote cross-selling and facilitate the sale of strategic streams to assigned Key Account.Operational Performance and Escalation Management:
• Regularly meet with RINA key operation personnel to improve relationships and operational performance with Key Accounts.
• Ensure creation, monitoring, and follow-up of client-specific Standard Operating Procedures.
• Manage escalation processes for major inefficiencies and issues, ensuring timely resolution and follow-up.
• Identify and manage risks associated with Key Account management, developing appropriate mitigation plans.Sales Performance and Reporting:
• Monitor and achieve sales performance targets among Business Units (such as order intake, strategic agreements).
• Conduct periodic reviews with customers to assess performance against budgeted targets and identify areas for improvement.
• Ensure regular updates to all RINA parties involved with the Key Account on achievements, challenges, and strategies.Customer Satisfaction and Contract Management:
• Ensure Local Operations and Local BDMs conduct regular meetings to improve client relationships.
• Review and address contract issues at least six months prior to expiry to ensure all open issues are resolved.
• Achieve and maintain high levels of customer satisfaction through effective relationship management and service delivery.Credit Management and Cash Collection:
• Monitor outstanding payments and facilitate activities to ensure they are kept at a low level.
• Engage in commercial discussions to collect overdue payments and support finance functions in managing credit.EducationBachelor's Degree in Engineering GeneralQualifications
• Typically, 5-10 years of experience in sales, business development, or account management, with a proven track record of managing key accounts and achieving sales targets.
• In-depth understanding of the industry in which the company operates, including market trends, customer behaviors, and competitive landscape.
• Ability to develop and implement strategic plans for key accounts, aligning them with the company's objectives.
• Proactive in identifying issues and providing effective solutions to ensure client satisfaction and retention.
• Strong analytical and data-driven decision-making skills to monitor account performance, market trends, and customer needs.
• Ability to manage multiple projects and priorities simultaneously, ensuring timely delivery of products/services and meeting customer expectations.
• Commitment to understanding and fulfilling customer needs and delivering excellent service.With over 4,000 employees and 200 offices in 70 countries worldwide, RINA is a multinational player which provides certification, marine classification, product testing, site supervision and vendor inspection, training and engineering consultancy services across a wide range of sectors. Our business model covers the full process of project development, from concept to completion. The aim is to guarantee a project's technical, environmental and safety - and sometimes also economic and financial - sustainability.
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Keywords: RINA Piraeus Team, Baytown , Key Account Director, Executive , Houston, Texas