Key Account Manager

Minimum Requirements:

• Bachelor Degree in Electro-mechanics/Civil Engineering or equal by experience 
• Technical knowledge on cranes (engineering) and transport 
• General IT-skills: Microsoft office applications, ERP systems. 
• Fluent in English; other languages are an important asset 
• 2 years experience in all-round technical sales-function in a similar environment

Responsibilities:

• Responsible for motivating/ensuring everyone works safely and according to the company SHEQ standards, as stated in document of SHEQ department 
• Responsibilities Manager with Regard to Safety, Quality & Environment, to ensure that all work is done in a safe, efficient, and qualitative way.
• Complies with the attitude of Lean and continuous improvements in the organization.
• Visits various sites/locations and fill in a WPI on regular basis.
• Responsible for ensuring that all executed activities and processes are in compliance with company SHEQ standards, policies, instructions, and local legislation.
• Understands, applies and conveys the company's mission and vision in order for the organization to adhere to expectations and values prioritized by the board, the CEO and the HQ management team.
• Develops a clear vision of what needs to be accomplished in the medium and short term, based upon understanding of the external and competitive environment and the company's strengths.
• Responsible for producing and communicating actionable business plans (incl. measurable targets) in order to implement the defined strategy.
• Achieving sales & business development objectives as set out in the annual commercial plan for self and/or sales team.
• Giving input for the composition of the annual commercial plan
• Proactively and effectively finding, approaching and developing new markets/customers.
• Responsible for processing applications and preparation of calculations and offers in response to incoming requests or providing adequate input to other Sales members to accomplish these tasks.
• Responsible for the preparation of clear quotes and the follow up with clients after submittal until award or lost status.
• Drafting of framework agreements for clients in accordance with the established sales guidelines
• Assessing clients on basis of predetermined criteria (f.e. payment behavior, credit worthiness, sales volume, success rate)
• Comparing pre- and post-calculation, if applicable, and proactively take action in respect of discrepancies.
• Monitor and proactively following up on DSO (Days Sales Outstanding) and customer agreements and payment terms, etc, and support therein the management and the Finance Department
• Makes special efforts to fill gaps in equipment planning.
• Market & Sales positioning; in-depth knowledge of both company equipment, its possibilities, the clients current infrastructure and needs for lifting and transportation services, in order to become the clients most trusted and knowledgeable advisor on company services.
• Collects, structures and interprets all available and relevant customer/market data, analyses the clients needs and demands in order to optimize existing products and services communicates this to the management.
• Follows, investigates and pro-actively addresses market dynamics, developments and trends.
• Effectively represents the company, builds new and maintains existing relationships with customers and other stakeholders, focusing on expanding the company customer base.
• Networking with relations and other stakeholders: local governments, trade associations, etc. to promote the company
• Participate in conducting customer satisfaction survey in line with Groups standards
• Pro-actively reports relevant customer and other sales data in CRM, analyzes sales pipeline and defines appropriate actions for self.
• Supports, using the collected market data provided by the team, the development of new products, approaches and services in order to cover all segments and create a competitive advantage.
• Reviews all their (draft) Sales contracts in accordance with Sales Authorization Chart, for feasibility, prices, timelines, liabilities, risks, legal compliance, etc. with the management and relevant functionalities, e.g. Operations, Technical Solutions, Legal.
• Ensures that the quotes/orders, including all necessary information, are transferred to the Operations Manager in a timely manner for further action
• Provides appropriate after-sales support to customers