Key Accounts Manager

Roles & Responsibilities

Job purpose

The Key Accounts Manager is responsible for developing and maintaining strong relationships with designated key accounts, driving strategic growth and maximizing business development opportunities through collaboration with the functional teams on the day-to-day activities with new and existing key account clients, in accordance with Bertling Group standards and procedures, ensuring alignment with the Company's global objectives.

Job holder will interface with all functions across the Company, locally, regionally and globally, to support the joint business development of mutual key accounts when required.

Main Tasks and Responsibilities

1.1 Responsibilities Serves as the primary focal point of contact for designated key accounts, understanding their business needs, challenges, and opportunities within the energy and industrial projects sector.

Collaborate with the Director and Group Head of Global Key Accounts to implement strategic account management plans and develop tailored project freight forwarding solutions that align with client's business goals. Work jointly with the Business Development team to develop strategies for account expansion, cross-selling, and upselling. Monitor and analyse key account performance, providing regular updates and insights to stakeholders. Coordinate with internal teams to ensure seamless service delivery and address any client concerns effectively with project teams. Develop and deliver presentations and proposals to clients, showcasing the Company's value propositions in project freight forwarding. Identify market trends, competitors' activities, and potential business opportunities to strengthen key account relationships.

The job holder will also promote and support the development of a proactive culture of QHSE excellence, Risk & Compliance and any other Corporate driven initiatives within the organization and throughout its contractor base.

1.2 Contract Development

1.2.1 Request For Information (RFI) Ensuring all requests received, from Key Accounts clients, for technical information are passed on to the Projects team and Technical/Heavylift team within the shortest possible time frame and ensure responses are full, clear and pertinent and answer all the client's queries.

1.2.2 Request for Quotation (RFQ) Ensure all quotation requests received from Key Accounts clients are responded to within the shortest possible time frame. To work with Tender and Pricing team to ensure responses being full, clear and pertinent.

1.2.3 Contracts Review & Negotiation Lead contract reviews and negotiations, ensuring terms are reasonable, favourable, competitive, and aligned with the Company's objectives.

1.3 BID & Contract Control

1.3.1 Pre-Contract Award Retain full control of the tender response and bid process up until contract award. Retain responsibility for all aspects of pre-contract by ensuring the responses are properly managed and collated to the required Company standards within the allotted time frame. Ensuring all technical information and quotes required from the Tender and Pricing team, Projects team, Technical/Heavylift team and external service providers are received as required to allow a timely compilation of the technical and commercial bids by the due submission dates allowing for internal agreements and approvals as necessary. Agree the final commercial proposals for responses to RFI's and RFQ's with the Projects team and Technical/Heavylift team, where appropriate, in a timely manner in accordance with the requested deadlines. Clarify and manage the client's expectations of full services in accordance with the proposed contract and relay a complete understanding to the Projects teams to ensure what is being offered to the client has been accepted as a feasible service the Projects teams are able to deliver. Manage the clarification process involving all parties required to make clarifications and return responses to Clients. Ensure the terms and conditions are acceptable and they do not breach Company's acceptance and framework. Conduct and complete negotiations to award, ensuring agreed profit retention. Obtain internal agreement from the line manager before commitment.

1.3.2 Post Contract Award Upon project awarded, handing ownership of the contract containing the agreed Scope Of Works (SOW) and associated agreed costs and selling rates to the Projects team for execution. Work with Projects team to derive agreed Standard Operating Procedures (SOPs) for alignment with clients. To hold regular project reviews with Projects team to ensure that the services are being performed in accordance with the client's expectations. Support with quarterly business meetings to ensure that the project is tracking positvely against agreed KPI's. Conduct Project wash-up meetings with the Projects teams to assist them to identify the performance of the projects, the lessons learnt and making recommendations for areas of future improvements.

1.3.3 Analysis & Reporting:
• Analyze data to identify trends, challenges, and opportunities.
• Generate regular reports on account status and present quarterly reviews to senior management.
• Use the generated data to construct project pipelines of opportunities.
• Utilise all media sources to ensure that our knowledge is up to date and accurate.
• Use all Bertling systems to report and share this data internally.
• Good existing network to European EPC companies and an understanding of this market is advantageous

1.4 QHSE and Risk & Compliance Assurance Work with the QHSE and Risk & Compliance team to develop Project specific QHSE and Risk & Compliance controls with the client during the Project development phase and ensure client expectations and contractual agreement.

1.5 Control tools Develop and implement effective progress and development monitoring tools to track performance against project milestones and company objectives. Generate and provide local Strategies, Plans, Schedules, Reports etc as required to control and demonstrate Key Accounts activities and performance, in pursuit of Company and Corporate targets and objectives, to the Director and the Group Head of Global Key Accounts. Create and maintain accurate prompt records of account activities, account plan, sales performance and client feedback for strategic planning and reporting within CRM. Provide commercial data in support of Company's quarterly and annual budget.

1.6 Site and Client Meeting Attendance Ensure attendance availability to discuss client requirements at any international location. Be personally available to lead and attend any particular business development issues with the client including sales visits and calls.

1.7 Teamwork & Collaboration: Work closely with internal departments such as operations, finance, and IT to ensure cohesive delivery of services. Engage in cross-functional teams to ensure continuous improvement in processes and services. Ability to work with clients globally. Qualifications & Competencies 1. Professional Education Minimum Diploma in Business Administration, Logistics, Project Management or related field. Strong command of written and oral English. Bertling Logistics

2. Professional Experience Minimum 5 years of experience in key account management, business development, or sales within the International Logistics Industry, focusing on energy and industrial projects. Strong business acumen with a proven track record or managing and growing strategic accounts within the energy and industrial sectors. Excellent communication, negotiation, and interpersonal skills. Ability to collaborate effectively with local, regional and global teams to achieve common objectives. Analytical mindset with the ability to interpret data and generate actionable insights. Proficiency in CRM systems and Microsoft Office.

Tell employers what skills you have

Negotiation
CRM
Account Management
Upselling
Microsoft Office
Interpersonal Skills
EPC
Business Acumen
Selling
FOCAL
Tender Response
Freight
QHSE
Key Account Management
International Logistics
Pricing

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