Key Account Manager
2 weeks ago
The Key Account Manager is responsible for all commercial activities associated with their nominated Strategic Accounts (Accounts) and is accountable for achieving the global target set by the Client.
Therefore, the SAM will proactively align with the President for Strategic Accounts as well as the respective Regional Presidents to ensure the business has a clear understanding of revenue forecasts, major opportunities and customer satisfaction.
Being accountable for business development with strategic key accounts, they provide transparency on business performance, accurate pipeline and forecasts and to identify reasons for potential result deviations.
SAMs are responsible for influencing the development roadmap (Product Solutions, Data Quality, Panel Setup & Management etc.) based on our understanding of the client's current & evolving needs.
SAMs report either to the President of the Region or to an appointed Commercial Director and are also responsible for alignment with the President of Strategic Accounts who will lead priorities for the Strategic Accounts globally.
- Create a global view and feedback on products and services that are relevant for their Accounts and the right way to promote these to clients including product offers, pricing, people performance, marketing campaigns
- Reinforce value proposition and develop trust to enable future business opportunities. Proactively lead global and support regional and local pitches where necessary to ensure powerful proposals and convincing presentations are delivered globally
- Responsible for creating and maintaining the strategic account plans, identifying opportunities and developing action plans to achieve client engagement leading to revenue growth
- Increase client connections at a global level and in key markets in terms of quantity (no. of relevant contacts) and quality (e.g. by realizing clients' business challenges, by getting a seat on clients' tables for strategic decisions, getting aware of clients' financial processes that impact business). Developing access to senior stakeholders with global budget signoff is a key success factor.
- Orchestrate and review opportunities for regular sales pipeline and status of achieving targets Support to enhance local clientspecific stakeholder mappings in terms of quantity (no. of relevant contacts) and quality (client intimacy)
- Build virtual teams and meeting routines to ensure mutual updates on overall account progress on a global level and in line with the Account's own organization and business needs
- Approve relevant proposals, sensitive business documents and clientspecific activities, if necessary
- Get crucial business decisions in order to overcome sales barriers and increase sales efficiency
- Identify needs to support business development and implementation of bestinclass commercial skills, incl. tools, training, coaching
- Run Quarterly Business Reviews with the client's senior stakeholders to ensure value is clearly understood, we are aware of the client's satisfaction level and that we can enter global contract negotiations with a full understanding of the Client's position as it relates to contract
KAM's regional responsibilities aligned with regional Presidents:
- For the KAM's host region align directly with the Regional President. Where an RSAM is in place ensure the responsibilities below are managed through the RSAM
- Liaise with regional teams to ensure transparency on given sales targets, deliverables and forecasts for the respective market
- Communicate outcomes and actions from the Account Plan that are relevant for the regions and track process to achievement
- Supports monthly, quarterly and annual setting & achievement of objectives
- Support the increase of client connections at a regional level
- Support the regional team with mutual updates on overall account progress on a regional level and local level according to the account's own organization and business needs
- Support major pitches, proposals, presentations and marketing campaigns where this increases the potential to win business. Advise and support on regional and local commercial activities
- Lead global resources to ensure overall progress on global, regional and local level client engagement by supporting regular communication and close collaboration
- Liaise with regional and local teams so that there is transparency on the fulfilment of given sales targets, pipelines, contracts, deliverables and forecasts for the region
- Support the increase of client connections at a l
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