One of our prestigious international Clients' who is into Heavy Engineering Equipment Sales & Services, is looking for an experienced "Key Account Manager" to join their operations in Sri Lanka immediately.
SALARY: Negotiable
ROLES & RESPONSIBILITIES:
Responsible for selling our services to new and existing customers according to the set targets in the Sales plan.
Strategy & KAM Objectives:
- Understands, applies and conveys our Group 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.
SHEQ & Compliance:
- Responsible for motivating/ensuring everyone works safely and according to the company's SHEQ standards 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.
- Visit various sites/locations and fill in a WPI on a regular basis.
- Responsible for ensuring that all executed activities and processes are in compliance with the company's SHEQ standards, policies, instructions, and local legislation.
Business results:
- Takes ownership of their results by ensuring that the investment in and allocation of all resources (upon or without management's request) ensure that targets and budgets are met at all times.
- Produces regular and accurate reports in accordance with Group standards in order to keep management informed on their performance and uses this information to manage and improve the business results.
Sales & Business Development:
- Achieving sales & business development objectives as set out in the annual commercial plan for self-and/or sales team.
- 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 submission until award or lost status.
- Assessing clients on the basis of predetermined criteria (i.e. payment behavior, credit worthiness, sales volume, success rate…)
- Monitor and proactively follow 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 the Company's equipment, its possibilities, the client's current infrastructure and needs for lifting and transportation services, in order to become the client's most trusted and knowledgeable advisor on our services.
Market data analysis:
- Collects, structures and interprets all available and relevant customer/market data, analyses the client's needs and demands in order to optimize existing products and services and communicates this to the management.
- Follows, investigates and pro-actively addresses market dynamics, developments and trends.
Relationship management:
- Effectively represents the company, builds new and maintains existing relationships with customers and other stakeholders, focusing on expanding our customer base.
- Networking with relations and other stakeholders: local governments, trade associations, etc. to promote the company portfolio.
- Participate in conducting customer satisfaction surveys 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.
Product development:
- 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.
Contract management:
- 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.
Sales follow-up and hand over:
- 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.
Sales Invoicing:
- Provides input where necessary to ensure that a complete, correct and timely invoicing and provisioning can be executed for the project(s).
- Closely liaises with Finance/Accounts Receivable for the projects with regard to validating of invoices, settlement of deductions, prompt payment realizations, collections, this in compliance with the Group Credit Management Procedure.
QUALIFICATIONS & EXPERIENCES:
- Age between 30 - 45 (Male)
- Bachelor's degree in Business Administration, Finance, Sales, or related field.
- Minimum 4 years of Business / Sales Development experience from the Heavy Engineering (Construction/Lifting Equipment) industry (i.e: Crane rental and sales) in Sri Lanka.
- Proficient in all Microsoft Office applications as well as CRM software.
- Strong financial awareness, commercial skills, and familiarity with industry standards.
- Strong leadership skills with prior experience managing a team.
- Excellent organizational and time management skills.
- Excellent verbal and written communication skills.
- Exceptional customer service skills.
- Very well-developed interpersonal and negotiation skills.
- Ability to build rapport with key clients while handling multiple client accounts.
- Ambitious, energetic, target-driven, initiative-taker, and highly motivated.
- Effective people manager, communicator, and team-oriented individual.
- Self-starter with drive and the ability to work autonomously, planning their own work and time effectively.
HOW TO APPLY:
If you are interested, please forward your CV to, This email address is being protected from spambots. You need JavaScript enabled to view it.
(Please use the same vacancy name for your subject title for better visibility of your email.)
