Key Account Manager - DuPont Sustainable Solutions
DuPont, one of the world's leading science companies, is seeking an Account Manager to join its highly motivated team of consultants in Saudi Arabia
The role of the Account Manager (AM) is to develop existing accounts and expand business by creating new ones, capturing significant new profitable revenue, by developing and building a strong client relationship at the most senior levels of the organizations; The AM is involved in all the consultative selling activities, providing guidance to ensure successful delivery and implementation.
The AM builds strong client relationships at the highest possible levels, and focuses on expanding the business relationship and account penetration on large complex accounts, based on in depth knowledge and understanding of the customer's wants and needs.
He/she will lead the new client acquisition process to achieve significant sales of offerings in assigned territory, working very closely with the Sub Regional Leader Middle East to prepare multiple opportunities (i.e., definition of service sales pipeline, identification of new clients, planning of development activities, preparation of bids, and completion of the project planning work, ensuring successful fulfillment of each contract).
Regarding project work, he/she will internally work with the team to achieve desired goals including timelines, process, budget, quality, resource and risk management, customer satisfaction, defining project scope, including setting performance targets, project management and execution plan, cost estimates, and other issues both during and after the business development process; he/she will ensure that for each assigned project, the team and the client have common perceptions on above items ; he/she is personally billable and has specific targets for the utilization of his billable/non-billable time in this role.
Principle Activities (Responsibilities):
- prepare a Project Plan, building a feasible project work plan, anticipating risks and issues, Communicating with all team members, stakeholders and customer teams on the status/progress, to keep the project on track
- Manage the project execution quality satisfaction process to ensure that the project and deliverables meet or exceed the client's requirements, and expectations are met and measured using appropriate tools.
• MARKET KNOWLEDGE: Maintains current working knowledge of existing and new product and competitive service offerings as well as changing client demands giving input to management
• UNDERSTAND MARKET TRENDS in key relevant industries; Assess market opportunities.
• DOCUMENTS and captures learning and improvements in database as well as tracks financial metrics and reports.
Additional information:
METRICS to measure success are revenue, contracts signed and profitability.
Typical annual new contract objective is $3 - 6M.
The role of the Account Manager (AM) is to develop existing accounts and expand business by creating new ones, capturing significant new profitable revenue, by developing and building a strong client relationship at the most senior levels of the organizations; The AM is involved in all the consultative selling activities, providing guidance to ensure successful delivery and implementation.
The AM builds strong client relationships at the highest possible levels, and focuses on expanding the business relationship and account penetration on large complex accounts, based on in depth knowledge and understanding of the customer's wants and needs.
He/she will lead the new client acquisition process to achieve significant sales of offerings in assigned territory, working very closely with the Sub Regional Leader Middle East to prepare multiple opportunities (i.e., definition of service sales pipeline, identification of new clients, planning of development activities, preparation of bids, and completion of the project planning work, ensuring successful fulfillment of each contract).
Regarding project work, he/she will internally work with the team to achieve desired goals including timelines, process, budget, quality, resource and risk management, customer satisfaction, defining project scope, including setting performance targets, project management and execution plan, cost estimates, and other issues both during and after the business development process; he/she will ensure that for each assigned project, the team and the client have common perceptions on above items ; he/she is personally billable and has specific targets for the utilization of his billable/non-billable time in this role.
Principle Activities (Responsibilities):
• Finding new CLIENTS and developing existing customers; he/she is the key owner of all the aspects of the client development and deal closure including follow up on long term client relationship; he/she will have the support of the Sub Regional Leader Italy to identify target clients and to establish possible development activities.
• MAINTAIN GOOD CUSTOMER RELATIONSHIPS
• EVALUATE CLIENT PERFORMANCE, strengths and opportunities
• SUPERVISE PROJECTS, liaising with the Project Manager(s) to:
- define the project scope (objectives, deliverables, risk, cost, assessing availability and commitment of allocated resources, to ensure viability)• MAINTAIN GOOD CUSTOMER RELATIONSHIPS
• EVALUATE CLIENT PERFORMANCE, strengths and opportunities
• SUPERVISE PROJECTS, liaising with the Project Manager(s) to:
- prepare a Project Plan, building a feasible project work plan, anticipating risks and issues, Communicating with all team members, stakeholders and customer teams on the status/progress, to keep the project on track
- Manage the project execution quality satisfaction process to ensure that the project and deliverables meet or exceed the client's requirements, and expectations are met and measured using appropriate tools.
• MARKET KNOWLEDGE: Maintains current working knowledge of existing and new product and competitive service offerings as well as changing client demands giving input to management
• UNDERSTAND MARKET TRENDS in key relevant industries; Assess market opportunities.
• DOCUMENTS and captures learning and improvements in database as well as tracks financial metrics and reports.
Additional information:
METRICS to measure success are revenue, contracts signed and profitability.
Typical annual new contract objective is $3 - 6M.
Qualifications
Education/Experience, Technical competencies and other Requirements:• Because of cultural adaptability and acceptance in the Saudi Business environment, preferably Saudi National.
• Engineering and/or MBA degree preferred.
• 5-7 years of relevant experience in selling professional services , demonstrating achievement of service sales results with high revenue growth, profit and customer satisfaction.
• Experience in leading professional services engagements and projects, managing financial performance and project quality and in customer facing roles ideally in a consulting firm, having gained in depth understanding of the consultative sales approach methodology.
• Extensive knowledge and use of IT Microsoft products, and project planning software, consulting methods (e.g., strategic change, organization change, process reengineering); Project management certification (e.g., CAPM or PMP) is a plus; knowledge of CRM Tools is required.
• Fluency in both written and spoken English, and Arabic. Any other language will be a plus.
• High availability to travel extensively within
Additional Skills:
• FLEXIBILITY: Ability to work for one large client (multinational companies) or for several different small-medium sized companies at the same time or alternatively, in different strategic targeted industries (e.g., Oil & Gas, Transportation, Manufacturing, large governmental clients, etc.)
• BUILDING SUSTAINABLE CUSTOMER RELATIONSHIPS: Ability to gain the customer´s trust and credibility, negotiating beyond price to reflect value and creating and maintaining a long term valuable client relationship.
• BUSINESS ACUMEN: Ability to gain rapidly excellent knowledge and understanding of the assigned customer´s business, industry segments, competitor´s services as well as general knowledge in the global services solution business, service sales, marketing and go-to- market strategies and methodologies.
• COMMUNICATE WITH IMPACT: Top level Team Leadership and consensus building skills, with strong oral/written communication /presentation and negotiation skills and very good consultative selling/ listening competences; Adaptable to changing environments, meticulous, confident, persuasive, flexible.
• TEAMWORK: self-starter yet good team player, able to work with little supervision and with passion for the services business and the Company's future.
• DRIVING FOR RESULTS: very good organization skills, able to prioritize and meet deadlines, able to work with "bid teams" to develop project estimates for review and presentation to customer decision makers and internal services management and with high initiative to achieve value added results.
• PLANNING AND COORDINATING: ability to monitor and manage multiple tasks simultaneously
Job
SalesPrimary Location
EMEA-Saudi ArabiaOrganization
Sustainable SolutionsEducation Level
Bachelor's Degree (±16 years)Key Account Manager - DuPont Sustainable Solutions
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