Position: Key Account Manager
Location: Negotiable subject to applicant – UK or Europe
Reporting to: Sales Director
The Company
Ainscough Industrial Services is one of the UK’s largest privately-owned industrial engineering companies and operating through three subsidiary businesses: AIS Vanguard Ltd, AIS Eurelo and AIS Wind Energy, providing engineering services to industry covering Machinery Installation and Relocation, Technical and Heavy Lifting and Wind Turbine Construction & Maintenance on an International scale.
The company is currently focused on driving sustainable growth by merging and integrating its UK-based machine installation and moving business, AIS Vanguard Limited, with its European-focused subsidiary, AIS Eurelo Limited. This strategic integration aims to create a unified entity operating across Europe and beyond. The business currently operates 8 branches across the UK, as well as locations in Germany (2), Poland (2), and the Czech Republic (1), with plans to expand this footprint in the coming years.
Role Overview
As a Key Account Manager for AIS Vanguard and AIS Eurelo, you will play a pivotal role in expanding our reach and fostering client growth. Your focus will be on strengthening key accounts through personalized management to drive business growth across the UK, Europe, and beyond. Collaborating closely with the Sales Director and the Sales Team, you will be instrumental in devising and implementing effective strategies to identify and engage existing key clients as well as potential new ones. This role emphasizes the initial stages of the sales cycle rather than direct sales closure.
Key Responsibilities:
1. Key Accounts Development:
* Focus on existing high-value clients by identifying and engaging top spenders and high-growth prospects, fostering their development through tailored strategies and global relationship management.
2. Business Development and Opportunity Identification:
* Collaborate with branches, the sales team, and third-party providers to strengthen business development initiatives.
* Drive lead generation through targeted outreach (email, phone, and presentations) and expanding opportunities within existing and new accounts.
3. Opportunity Management and Client Follow-Up:
* Monitor project pipelines to ensure timely follow-ups and sustain momentum after each customer meeting.
4. Client Presentations and Value Proposition:
* Deliver compelling presentations to clients, highlighting AIS Vanguard’s tailored services and solutions.
* Collaborate with the Sales Director and team to enhance value propositions, refine presentations, and develop case studies and sales strategy
5. Marketing and Industry Engagement:
* Partner with the marketing team to maximize visibility through channels such as the website, SEO, social media, blog posts, and PR.
* Represent AIS Vanguard at industry events to build networks and enhance visibility.
Client Types: Engage with a diverse range of clients, primarily Tier 1 and Tier X as classified by the company. These include a wide variety of industries and sectors (such as automotive, food, FMCG, energy) client types (end users, OEMs, construction firms, engineering service providers, EPC(M) companies). Serve both 'one-off' clients and repeat spenders, with project values of up to €10,000,000.
Requirements:
Excellent skills in client engagement and opportunity identification.
Not required to estimate requirements or provide quotations, as this is managed by the company’s engineering staff.
Proven ability to work effectively within a team and independently.
Strong communication, relationship-building and presentation skills.
Strong understanding of AIS Vanguard’s service offerings and capabilities.
Proficient in IT, including MS Office, CRM, with the ability to adapt to new technologies.
A proactive, 'Can Do' attitude, in line with AIS Vanguard's core values of Teamwork, Commitment, Attention to Detail, Hard Work, No-Nonsense and Fairness.
Preferred: Leverage insights into operational execution and project management to accurately identifying client needs and opportunities.