- Development and execution of key account strategy/business plan for agreed key accounts and collaboration with the respective key account directors and marketing and in alignment with the all divisions to develop a value proposition and clear joint commercial account strategy.
- For accounts that are being shared with a Key Account Director, jointly develop and execute tactical actions to accelerate the BSI knowledge and growth within the accounts.
- Orchestration of virtual regional account team of up to 25 people, enhancing the client experience and expanding BSI s current client relationships.
- Create an account relationship map to identify and drive engagement with key stakeholders across the client s organization.
- Manage and grow BSI s overall worldwide business within the designated Accounts and driving agreed growth levels working through the divisions commercial teams.
- Establish, implement, and manage an account plan covering; strategic objectives, client agenda, business development, account management, communication and reporting plans.
- Encourage proactive regional/global coordination between the Sales & Marketing functions for the global divisions and sectors whilst liaising with regional teams and local account management to achieve a coordinated sales effort.
Responsibilities
Key Account Management
- The ability to think and operate both strategically and tactically, to anticipate, create and deliver innovative solutions.
- A positive can-do attitude and an eagerness to spend time with clients, immersing yourself in their business.
- Travel locally/regionally as required to meet account management requirements.
- An entrepreneurial mindset and an appetite to expand your knowledge through continuous learning
- A BSI brand ambassador who excels in working in a dynamic, fast paced changing commercial environment.
- Leverage the expertise and product portfolio available across the global BSI organization
Relationship Leadership & Management
- An excellent relationship manager who can work across a client s business units
- Ability to identify champions and develop partnerships
- Experience of working internationally across different cultures
- Able to collaborate across a matrix organization to identify, establish and develop relationships with contacts from senior leaders to operational employees.
- Proven experience in growing accounts through team-based selling and RFP s
- Pressure Tolerance - Maintains performance under pressure, manages stress, identifies ways to reduce work stress, uses appropriate coping mechanisms.
- Experience in building and leading local/regional, virtual client teams to deliver both commercial and operational excellence for our partners
- Experience working across different cultures and many time zones
- Able to collaborate across a matrix organization to identify, establish and develop relationships with contacts from senior board level executives to operational employees.
Commercial Acumen
- Able to apply enterprise thinking to situations
- Able to demonstrate a clear understanding of how organizations work, how to construct and present a business case to demonstrate a feasible ROI
- The ability to both understand and influence the drivers of an account level P&L
- Understands the financial planning, buying influencers, decision criteria, and purchasing processes
- Ability to identify and navigate opportunities to closure
Account Management & Development
- Can create, develop and share a strategic account management plan across teams, leveraging our internal network of experts.
- Have a consultative sales approach with experience of managing large, complex deals where multiple decision makers and influencers are involved.
- Be able to analyse, interpret and identify key risks, opportunities and trends using client data and then take actionable steps to support account growth.
- Have proven time-management skills and the ability to navigate between account management and account mining on a day-to-day basis.
- Are a CRM ambassador who leads by example.
Communication
- Uses appropriate interpersonal styles to inspire and guide others, capable of adapting style and approach, motivates action in others, facilitates change, skilled and persuasive negotiator.
- Able to manage internal stakeholders to ensure the virtual key account team are informed and engaged
- Able to simplify complex situations in order to provide meaningful insights to both clients and internal stakeholders.
- Exceptional active listening and questioning skills
Industry & Sector experience
- Ability to speak the language of the clients and understand their specific issues and challenges
- A high level of credibility and established relationships within the client that can be leveraged to open doors and develop opportunities and partnerships
- Experience within key accounts and working with large global accounts
