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.
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.
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.
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).
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:
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
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
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
Work location will be Miami.
For more details, please contact:firstname.lastname@example.org
Application deadline is 30/11/2016.