JAB Recruitment is currently working with our client, a global training provider, to source a Senior Key Account Manager. This role is a permanent, full-time position based in Dyce.
Scope:
The Senior Key Account Manager – Managed Services will hold strategic account management responsibility for a range of Managed Services contracts, understanding client needs, and driving value through products and services, acting as a champion for the organisation and ensuring a unified approach in all engagements with the client.
The primary focus of the role is to maximise contract retention and growth through strategic, multi-level relationship building, product saturation, pricing escalations, and optimisation of training insource.
The role will require a strategic approach to retention upselling, ensuring achievement of the annual Managed Services budget and cash collection targets.
The Senior Key Account Manager is a key member of the Managed Services leadership team, actively contributing to the strategic development of the division and its services.
As part of this role, you will be required to:
* Build and maintain strong relationships with key decision-makers and stakeholders within designated accounts across Managed Services and potential B2B as required.
* Act as the main point of contact for allocated clients.
* Deliver on annual budgets for Managed Services for allocated clients.
* Work closely with the Managing Director of Managed Services to ensure effective delivery of strategic initiatives to meet and exceed the annual budget.
* Implement and maintain strategic account plans for all allocated clients, actively following up and closing out on agreed objectives.
* Understand client goals and objectives to provide tailored solutions.
* Identify growth opportunities within existing accounts and collaborate with cross-functional teams to implement strategies.
* Generate leads for wider product streams to refer to relevant Business Development Manager product specialists.
Duties and Responsibilities:
* Work closely with the Managing Director of Managed Services to implement and maintain group-wide account plans, action trackers, and contract delivery team charts for all allocated accounts.
* Provide relevant insights into the performance of allocated contracts in line with strategic account plans and the annual budget.
* Maintain accurate records on CRM.
* Broaden client relationships across organisations, ensuring engagement at various business areas and levels, understanding and anticipating their specific training and workforce requirements.
* Work closely with Senior Managers - Managed Services to drive the best possible service into allocated clients.
* Engage proactively and reactively with clients to ensure every possible training course is insourced, maximising operational efficiency and contract profitability.
* Engage proactively with clients on their own road map, feeding back to the business any changes in demands and operational requirements.
* Drive opportunities for price reviews on at least an annual basis.
* Maintain accurate client pricing in line with contracts across required systems.
* Prepare and deliver high-quality re-tender or renewal proposals for assigned clients, ensuring retention of all contracts.
* Work closely with Senior Managers - Managed Services to forecast delivery requirements and optimise processes and procedures for clients.
* Work closely with digital teams to drive adoption of in-house software to optimise service delivery and contract profitability.
* Monitor and analyse account performance metrics, identifying areas for improvement and growth.
* Maintain accurate and up-to-date records of sales activities, opportunities, and client interactions in the CRM system.
* Provide regular sales reports, forecasts, and market feedback to the management team.
* Work closely with finance teams to ensure a proactive approach to cash collection and billing, optimising receivables and cash flow.
* Work closely with the Managing Director of Managed Services to ensure a smooth and effective customer experience for key client accounts.
Person Specification:
The organisation's values of Innovation, Collaboration, and Excellence are at the heart of operations and reflect what is important, how work is conducted, and the fulfilment of the vision. Future colleagues should believe in the power of working together by being open and respectful, thinking creatively, daring to be different to find solutions, and being dedicated, driven, and passionate to strive for excellence. Candidates should possess:
* A results-driven approach with a focus on achieving and exceeding targets.
* A solution-oriented sales mindset, listening to customer challenges and pain points and tailoring solutions appropriate to meet needs.
* A strong understanding of training and workforce development needs within the core Training Services industries.
* Excellent interpersonal and communication skills, with the ability to build rapport and establish credibility with senior-level executives.
* Strong problem-solving and decision-making abilities.
* The ability to work collaboratively in a cross-functional team environment.
* Demonstrated ability to identify and qualify new Sales Qualified Leads (SQLs).
* Strong negotiation and contract management skills.
* Strong commercial acumen.
* Self-motivation, target-driven approach, and the ability to work independently with minimal supervision.
Other Requirements:
* Proven experience managing account management/sales teams in the energy sector.
* Proven experience in a large/complex client account management role.
* A strategic thinker with the ability to innovate and develop new approaches to the environment in order to grow the business.
* Familiarity with training management systems, learning management systems (LMS), or related technologies would be a plus.
* Knowledge of energy sector regulations, compliance requirements, and workforce development standards.
* A clear commitment to providing first-class customer care/services.
* Highly organised with the ability to meet deadlines.
* A professional appearance that appropriately reflects the role and the company's image.
* The ability to remain calm and be assertive during busy periods or when dealing with challenging situations.
* Discretion and the ability to maintain confidentiality.
* Proficiency in using CRM software, Microsoft Office Suite, and other sales and productivity tools.
* The job holder is expected to be flexible and undertake additional duties commensurate with the overall responsibilities of the job and within their competence when required.