Key Account Manager for South Europe and South Africa
We are seeking an experienced Key Account Manager to be responsible for obtaining and maintaining long-term relationships with key customers within the SE&A market. To contribute to healthy business development and achieving annual goals.
Job Position: Key Account Manager SE&A
This role reports to the Head of Sales SESA.
Responsibilities:
* Develop and maintain solid, long-term trusting relationships with Key Clients (OEM).
* Identify, develop and expand new business by proposing customized solutions that meet Client's objectives.
* Stay up-to-date on industry and market trends and best practices, performing proper research and competitive analysis.
* Maintain effective frame agreements, bids, and guide the tender specialist team as an owner of the sales process within Onshore projects during the quotation phase according to market/customer needs.
* Conduct complex price negotiations and quoting, including all project scopes with a contribution from supporting business units (Cranes, Warehouse & Logistics, Service, Onshore etc).
* Deliver turnover and Contribution Margin across regions executing specific OEM projects.
* Showcase growth in scope per sold project.
* Ensure high capacity utilization factors are increased or maintained.
* Manage cash flow effectively.
* Achieve positive client satisfaction survey outcomes.
* Manage quality and safety rates (LTI, snagging list, etc).
* Serve as the primary client interface, research client needs and requirements, address, and effectively resolve complaints.
* Meet all necessary deadlines, formal requirements, and documentation submission.
* Maintain close and effective communication and collaboration with regional heads, department heads, and other internal FairWind Group departments to ensure proper information flow.
* Seek synergies between departments and identify new opportunities.
* Track key account metrics (including OEM financial condition/results monitoring) for internal and external stakeholders on a regular basis.
* Routine Business Forecasts (12-, 24- and 36-months)
* Create budgets and actively control OEM Turnover and Contribution Margin on sold projects.
* Collect performance figures from finished projects (hours, equipment, tools, scope, lodging, project needs etc) to compile reports as input for further pricing.
* Monitor and follow-up on performance of ongoing OEM projects to secure highest customer service and client satisfaction.
* Represent the company at relevant Wind Industry events.
Skills / Qualifications:
* Strong communication and interpersonal skills.
* Strong negotiation skills and contractual understanding.
* Customer service skills and mindset.
* Bachelor's degree in Business Administration, Finance, Sales, or Engineering.
* Established commercial Wind industry network and contacts database.
* Proficient in Microsoft Office, especially PowerPoint and Excel, and other relevant software.
* Native or C1 level proficiency in Spanish and English is a must.