Hanwha Group operates a diverse portfolio of businesses ranging from renewables, energy, defence, to aerospace. Hanwha Group aspires to develop and deliver transformative energy and ocean solutions with the aim of decarbonising the global shipping and shipbuilding industries through cost-effective and reliable solutions. Hanwha Ocean Europe (HOE) acts as the integrator for all Hanwha’s services to customers in the commercial shipping industry, providing a one-stop shop to customers and offering a cradle to (near) grave service for ship assets.
[Responsibilities]
As a Key Account Manager in Europe your primary responsibilities will be:
* Engage and develop strong relationships with your key clients and relevant industry stakeholders
* Develop and maintain a full understanding of the customer, their business and strategies, key people and decision makers
* Develop and maintain strong relationships with various levels of client personnel in the customer business in Europe
* Use your knowledge and experience to anticipate and understand client questions, share industry knowledge, and ensure you can act as a trusted advisor
* Identify and develop potential projects and JDPs etc with European customers/stakeholders which deliver value for Hanwha
* Develop relationships with other shipping ecosystem players where there’s a value opportunity for Hanwha and its customers
1) Market Intelligence:
* Maintain an understanding of shipping market dynamics for the sectors the customer participates in and of their fleet situation (profile, age, markets)
* Understand customer positions and strategy, and their competitors’ strategic drivers and approaches to the energy transition to inform sales approaches
* Understand the regulation that affects the markets the customers operate in and how they are responding. Be able to advise the customer on their choices and the role specific products in our portfolio can play.
* Monitor and evaluate tender/proposal results for the customer accounts and share within the region.
2) Representation at Industry Events:
* Attend conferences, exhibitions and industry events to represent the company and build a strong network
* Showcase company capabilities and contribute to thought leadership within the industry
3) New technology Development:
* Bring outside in views and insights from the customer on their commercial priorities, ship acquisition/divestment plans, investment portfolio/plans
* Work with the technical leads to identify customers’ technical interests, challenges, and plans. Use these to inform Hanwha's approach to new technology and product development
* Work with HQ marketing and the business development leads to develop strategic marketing plans and marketing resources that speak to the customers.
* Meet regularly with the team to discuss progress and find new ways to generate and develop business opportunities for Hanwha marine products
4) Contract & Agreement Negotiation:
* Lead negotiations for contracts, agreements and partnerships, ensuring favourable terms for the company.
* Work closely with HQ teams, legal and finance to finalise contractual arrangements.
* Identify contract risk through collaboration with HQ and take a deal through to bid submission, negotiation, and signing of SBC.
5) Communication and Reporting:
* Regularly communicate with colleagues to provide updates on market developments and customer insights.
[Qualifications]
The ideal candidate is a passionate, self-motivated, and detail-oriented team player who is committed to the success of our customers. You will focus on growing and developing existing clients, as well as generating new business by identifying, implementing and executing new strategies.
* Bachelor's degree or equivalent experience in Business
* Proven experience in a similar role within shipping, the energy sector, oil & gas, and/or renewable energy business
* Proven experience at developing, building and enhancing senior level relationships
* Understanding of shipping industry, regulation, commercial and technical drivers and ability to translate into clear advice
* Understanding of shipping fuels, technologies, and propulsion options
* Competence in decision-marking to evaluate a business situation such as client’s needs, global trends, and status/aim of the company (strategic thinking, translation of customer needs to value propositions etc)
* Strong understanding of international business practices and cultural nuances
* Excellent communication, negotiation, and interpersonal skills
* Ability to travel domestically and internationally as needed