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Key Account Manager


Wilh. Wilhelmsen is a global maritime industry group focusing on shipping and integrated logistics services for cars and rolling cargo through its shareholding in Wilh. Wilhelmsen ASA. The group also occupies a leading position in the global maritime service industry through Wilhelmsen Maritime Services AS, delivering products and services to some 200 shipyards and 22 000 vessels annually.             

Purpose

Drive profitable sales growth with assigned key accounts, and lead key account teams. Develop and manage sales plans for allocated key accounts with a balanced focus across all Business Streams.

 

Interrelations

This position reports functionally to Regional Sales. In addition, the role will collaborate closely with other KAMs, Key Account team, TSMs, CS and Account Managers.

 

Formal authorities

Have the authority to act within this Functional Description, agreed budgets and within the chart of authority as outlined in the company’s Global Integrated Management System (GIMS).

 

Main responsibilities

For the assigned key accounts:

  • Drive profitable sales growth for all WSS Business Streams

  • Secure multilevel entry points

  • Increase fleet and vessel penetration

  • Drive sales and marketing initiatives

  • Actively sell and promote WSS’ capabilities to key stakeholders

  • Coordinate sales strategies, activities and communication

  • Secure compliance to global sales governance framework

  • Monitor sales and margin performance and initiate corrective actions

  • Manage and develop the Key Account Team globally

  • Ensure high data quality in the Salesforce database

  • Ensure compliance to the Credit Policy and Chart of Authority

  • Ensure that all customer accounts in the key account hierarchy stay within agreed credit exposure limits

 

  • Understand Key Account’s business: What do they buy, Why do they buy, How will their business change

  • Align WSS Products & Capabilities with Key Account’s needs

  • Document Key Account Plan with 1 Year, 3 Year and 5 Year Visions

  • Develop and Coordinate sales objectives, strategies, actions, measure success with KPI’s

  • Establish depth and breadth of network within Key Accounts

 

For all business:

  • Provide advice and support to the sales force 

  • Work closely with the relevant Business Stream(s) to ensure that offer development is in line with the market requirements

 

 

Accountabilities

 

This position will be measured against:

 

  • Key account sales growth globally

  • Key account profitability globally

  • Key account customer satisfaction globally

  • Compliance with WSS Sales effectiveness and governance

  • Customer credit exposure against the approved limits

  • Total Accounts Receivable

  • Customer Credit Time

     

     

    Main Qualifications

     

  • Bachelor degree (MBA Preferred). Lack of formal education can be compensated by relevant experience

  • Minimum 5 years of relevant work experience in sales and account management

  • Proven track record when it comes to sales growth

  • Commercial mind-set

  • Ambitious and a strong desire for success

  • Preferably experience from leading a team in an international environment

  • Proven communication, negotiation and presentation skills

  • Good command of the English language (verbal and written)

  • Preferably experience from working in the Maritime Industry

  • High working capacity and self-driven

  • Highly structured

  • Results oriented

     

     



Work location will be Miami.

For more details, please contact:colleen.martin@wilhelmsen.com
           
           
Application deadline is 30/11/2016.