As the Senior Key Account Manager, you will be responsible for the day-to-day leadership of the KAM team, overseeing and nurturing client relationships to ensure satisfaction, retention, and growth.
Your primary focus will be on effectively managing the wider KAM team in your direct reporting line, supporting achievement of the annual sales budget for the company in addition to delivering on strategic initiatives for upsell.
You will also hold strategic account management responsibility for large B2B clients in the defined geographical location, understanding client needs, and driving value through products and services, acting as a champion for the company.
As part of this role, you will be required to;
• Deliver against annual budgets for the company, setting individual sales targets for each team member to ensure that the overall targets are achieved / exceeded
• Work closely with General Manager, to ensure effective delivery of strategic initiatives to meet and exceed annual sales budget
• Managing the KAM team, including monitoring performance, providing coaching and training, and motivating the team to achieve their sales goals.
• Act as the main point of contact for large B2B clients, addressing their needs and concerns to ensure client satisfaction.
• Build and maintain strong relationships with key decision-makers and stakeholders within your designated B2B accounts.
• Understand client goals and objectives to provide tailored solutions.
• Identify growth opportunities within existing accounts and collaborate with cross functional teams to implement strategies.
• Generate leads for wider company product streams
• Meet and exceed sales targets and objectives, contributing to the overall growth and profitability of the company.
Duties and Responsibilities:
• Provide relevant insights to leadership on the performance of the KAM team
• Manage performance of the team including monthly/quarterly/annual appraisals
• Review pipeline and CRM with the team and ensure timely progression of leads and opportunities to deliver growth within account management teams.
• Build and nurture relationships with existing clients, understanding their needs and pain points related to training and workforce development and to ensure customer satisfaction.
• Develop and implement strategic account plans in collaboration with the sales and marketing teams.
• Monitor and analyse account performance metrics, identifying areas for improvement and growth.
• Maintain accurate and up-to-date records of sales activities, opportunities, and client interactions in the CRM system.
• Provide regular sales reports, forecasts, and market feedback to the management team.
• Collaborate with the marketing team to develop effective promotional materials, campaigns, and digital marketing strategies to support sales efforts.
• Provide leadership and guidance to junior account management staff.
• Work closely with the company finance teams to ensure a proactive approach to cash collection
and billing, optimising receivables and cash flow
• Work closely with the General Manager to ensure a smooth and effective customer experience for key client accounts.
Person Specification:
We are looking for future colleagues who believe in the power of working together by being open and respectful, think creatively and dare to be different to find solutions and are dedicated, driven and passionate to strive for excellence.
• Results-driven approach with a focus on achieving and exceeding targets.
• Solution orientated sales mindset, listening to customer challenges and pain points and tailoring solutions appropriate to meet needs.
• Strong understanding of training and workforce development needs within the core Training Services industries.
• Excellent interpersonal and communication skills, with the ability to build rapport and establish credibility with senior-level executives.
• Excellent problem-solving and decision-making abilities.
• Ability to work collaboratively in a cross-functional team environment.
• Demonstrated ability to identify and qualify new Sales Qualified Leads (SQLs)
• Strong negotiation and contract management skills.
• Self-motivated, target-driven, and able to work independently with minimal supervision.
• Leadership qualities with the ability to mentor and guide junior team members.
Other Desired Requirements:
• Proven experience of managing account management / sales teams in the energy sector
• Proven experience in a large/complex client account management role
• A strategic thinker with the ability to innovate and develop new approaches to the environment we operate in order to grow the business
• Familiarity with training management systems, learning management systems (LMS), or related technologies would be a plus.
• Knowledge of energy sector regulations, compliance requirements, and workforce development standards.
• Demonstrates a clear commitment to providing first class customer care / services.
• Highly organised / meets deadlines.
• Maintains a professional appearance which appropriately reflects the role and the company's image.
• Ability to remain calm and be assertive during busy periods or when dealing with challenging situations.
• Discreet with the ability to maintain confidentiality.
• Proficiency in using CRM software, Microsoft Office Suite, and other sales and productivity tools.
• The job holder is expected to be flexible and undertake additional duties commensurate
with the overall responsibilities of the job, and that are within their competence, when required