Key Account Manager - Environmental Services - KSA
As a key member of the sales team in the Middle East and Asia/Asia Pacific (MEAAP) region, the Key Account Manager (KAM) - Environmental Services will report to the General Manager - GCC North (cluster), based out of KSA and assume a strategic role in the acquisition, retention and development of key accounts for clients operating in the environmental services sector.
The primary day-to-day responsibilities for the KAM will revolve around driving opportunity for both the environmental chemistry and field service business lines. This will be accomplished by the formulation and implementation of a sector specific cluster sales plan. It is also envisaged that the KAM will be responsible for identifying opportunities to introduce new services and facilitate their introduction both by influencing local stakeholders (clients, regulators etc.) to ensure the market entry conditions are favourable in terms of their alignment to service offering and latterly through targeted marketing and sales campaigns.
Strategy - Formulate and execute a sales plan to grow the business with a primary focus on organic growth and leveraging of company's reputation of being a market leader in a maturing sector. Work in tandem in a consultative approach with GM's of multi-disciplined businesses to ensure that the sales plan accommodates their own particular markets and service capabilities and is aligned to the growth strategies of individual facilities as well as the overall cluster target.
Sales Execution Requirements - Build and maintain effective relations with key clients to enhance the environmental sector's profitability and company's reputation. Work with the established sales team to ensure targets are met and budgeted sales are achieved. The KAM will be expected to carry the sales target for Environmental Services for the cluster and therefore will need to determine which account plans will need to be owned directly whilst also developing a strategies to deal with clients with more modest budgets. Lead major customer proposals and contracts. Serve as a key relationship partner for high level sector specific customer engagements. Ensure that quotes satisfy client requirements in terms of technical content and risk mitigation. Review pricing strategies with GM's and ensure the principles of intelligent pricing are applied.
Thought Leadership/Influence - Leverage regional market leading reputation, building and maintaining relationships with key stakeholders in particular those in regulation to ensure that quality expectations demanded for compliance demonstration purposes are comparable to those required in more mature markets thereby driving demand for internationally credible services and providing with an opportunity to differentiate on both service offering and critically price.
Sales Process conduct regular reviews with local sales executives and GM's to drive quotation follow up discipline and participate on monthly sector reviews with General Manager - GCC North and the regional team.
Specifically over the next 12months:
Develop and implement sector specific sales plan that is aligned to delivering the growth ambitions already outlined in the global environmental sector strategy. Develop key account plans in support of the sales process and assume ownership of each account including the financial expectations, debt situation, service levels, maximising share of wallet; owning and managing long term agreements, renegotiating renewals and developing senior relationships.
Candidate Profile expectations:
Minimum of 5 years successful sales experience
Capable of engaging customers at CEO/Board level
Technical experience within the commercial, analytical/environmental chemistry sector is essential with additional experience with at least one of the following services: asbestos consultancy, stack emission and ambient air quality testing, occupational hygiene, indoor air quality, contaminated land assessment.
Experience of developing and owning Account Plans and a track record of delivering against Account Plans, New or Existing Accounts, Bids or tenders.
Commercially adept, sound knowledge and experience of pricing and exposure to CRM systems.
Experience in operational execution preferred
Capable of undertaking market studies and competitor market positioning
Capable of developing a business case for investment or acquisition with a good understanding of a P and L.
Highly personable relationship builder with good communication skills
Authenticity with our Company values which are performance, teamwork, innovation and above all, integrity.
Recognised science or professional qualification
Patience, and tenacity to work in an immature market and multi cultural environment.
Broad based business/commercial exposure
Creative thinking and entrepreneurial mind-set.
Capable of making sound rational decisions and translating them into actions.
Interested candidates please contact Kristina Khusseyn at +971 4 446 98 28
This is just one of many jobs that Allen & York are currently recruiting across the Middle East & North Africa (MENA) region. Allen & York are the specialist recruiters for the Middle East sustainability sector and actively recruit in the UAE (predominantly Dubai & Abu Dhabi), Qatar, Oman, Kuwait, Saudi Arabia, Bahrain, Iraq, Jordan, Lebanon, Egypt and Morocco. Our international network of clients & candidates mean we have a demonstrable track record in recruiting high calibre professional staff across the world - get in touch to learn more.
|Job Title:||Key Account Manager (Environmental Services) KSA|
|Salary:||SAR30000.00 per annum|
|Contact Name:||Kristina Khusseyn|
|Job Published:||almost 2 years ago|