Key Account Manager
3 weeks ago
**Job Description**:
Key Account Manager
Who we are
Do you want to join our Geo-data revolution? Fugro’s global reach and unique know-how will put the world at your fingertips. Our love of exploration and technical expertise help us to provide our clients with invaluable insights. We source and make sense of the most relevant Geo-data for their needs, so they can design, build and operate their assets more safely, sustainably and efficiently. But we’re always looking for new talent to take the next step with us. For bright minds who enjoy meaningful work and want to push our pioneering spirit further. For individuals who can take the initiative, but work well within a team.
We have a new and exciting opportunity for a Key Account Manager (KAM) to join the team. The role will be based in Saudi Arabia and will be responsible for increasing the market share and net revenue of the Fugro business.
The position incumbent will be responsible for growing a pipeline of project leads and opportunities in a strategic manner, developing and maintaining an effective relationship with key stakeholders and positioning Fugro best to develop strategic projects for site characterization and asset integrity solutions.
As part of his/her action plan, the KAM will create and execute marketing and sales activities aligned with the business lines goals. He/she will keep the management team regularly updated with market intelligence and client challenges, plans and issues. The operations and project management teams shall be supported by his/her input throughout the life of project contracts.
The duties will include market analysis, lead generation, strategic account management, client liaison and the development and presentation of proposals. All the activities will be reported through Fugro’s CRM system.
The Key Account Manager will work closely with the country management in Saudi and the regional management team in Dubai, reporting on progress on a weekly basis. However, the ability to work independently is crucial in this role, with self-motivated performance key to success. Success in this role will lead to increasing profitable revenue growth for Fugro.
Job responsibilities:
Sales and Marketing:
- a. Develop and update marketing plan in conjunction with other Business Development and Service Line Managers
- b. Maintain CRM (Avalon) to ensure Business Development leads are logged and appropriately administered and actioned
- c. Maintain/develop commercial market intelligence to support strategic planning and tendering activities
- d. Provide market information, intelligence and assessments to management as required
- e. Keep abreast of client unique needs where company and deliver differentiating technologies which support company win success
- f. When required, assist with timely production of technical/commercial proposals in compliance with company and client requirements
- g. Participate in bid/proposal strategy meetings and challenge process using client perspective/needs to ensure company win success
- h. Liaise with other business lines and develop productive relationships with key sister companies
- i. Ensure marketing activities are conducted in accordance with company’s QA/HSSE processes and code of conduct- Build, maintain and expand relationship network:- Research and build relationships with new key clients.-
- Identify potential new clients, and the decision makers, budget holders, evaluators etc.-
- Initiate cold calls.-
- Meet potential new clients by growing, maintaining, and leveraging your network.-
- Set up meetings between client’s and Fugro’s management team.-
- Plan approaches and pitches (benefits of solution offerings, value to client).-
- Present an image that mirrors that of the client and that is in line with Fugro’s business strategy.-
- Represent Fugro’s solutions and articulate benefits and value at public speaking opportunities.-
- Assist the Commercial team by:- Providing input for strategic/key proposals.-
- Developing value propositions addressing the client’s needs, challenges and goals.-
- Participating to strategic/key proposals review.-
- Giving input to solution pricing.-
- Handle client’s objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.Financial:
a. Contribute to strategic market related decisions
Projects
a. Assist at project start-up in clarifying client’s expectations/needs
- b. Advise on specific aspects (detailed during pre-award negotiations) that need to be considered on projects
You bring (qualifications & experience)- Minimum B.Sc. or M.Sc. level in Engineering/Earth Science and/or Business Administration-
- Minimum of 8 years’ experience; business development, client relationship management, growing sales pipeline, and / or a business development role, preferably in a similar industry.-
- Understanding of Project management will be useful.Existing network in Saudi is highly desirable
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