Key Account Manager

Job Description

**Job Description**:
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 in the Western part of the country.

The position incumbent will be responsible for growing a pipeline of project leads and opportunities for key accounts (Example: Saudi Aramco, GCS etc.) 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 team 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.

Key Responsibilities

BUSINESS DEVELOPMENT AND CLIENT RELATIONSHIP MANAGEMENT- Familiarization with Fugro organization and services locally and regionally. Develop good working relationships with key internal stakeholders around the region and globally.- Build and execute the strategy with the Head of Business Development and Regional Director Strategic Sales & Marketing- Work closely with Commercial Managers on bid strategy and provide support for strategic tenders.- Develop and execute a Key Account Management Plan with a view to increasing business and market share through a thorough understanding of client challenges and needs, and positioning of Fugro’s solutions Marine services, focused relationship management, increase of business opportunities, presentation of value propositions and input for pricing strategies.- To monitor closely and map key client accounts and opportunities. Maintain this information updated in account plans and Fugro’s company’s CRM.- Understand regional and local competitors' landscape, competitive offering and pricing structure. Monitor and report competition changes internally. Adapt his/her strategy adequately.- 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.

QUALIFICATIONS/ SKILLS/ 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.- Strong personality, goal-minded and proactive approach to teamwork, development of relationships, and a tenacity to seek out all possible opportunities.- Demonstrable ability to both exceeds targets and work to tight deadlines efficiently.- Ability to work independently to develop the business delivery role, increasing the customer base and ultimately assisting the department to grow along with the company goals.- Ability to work successfully with clients and peers from various cultural background.- Ability to work under pressure.

Role Specific Technical Competencies- Competent ICT user including MS Word, PowerPoint, Excel, Outlook.- Min. 3-5 years project management skills.

Role Specific Behavioural Competencies- Natural communicator, outspoken, friend