Key Account Manager

Job Description

Background:Rowan are delighted to bring this opportunity to the market - we are partnering with a truly innovative SME who are on an exciting growth journey and are now looking to expand their sales team.The company was founded in 2009, re-branded in 2021 and they provide automation and software solutions to drive efficiencies throughout retail and supply chain as well as technology to the manufacturing sector. Our clients roots are in traditional automationtechnology, including: MHE, sorting systems, packaging automation, dispatch solutions and picking solutions. The future of the business firmly sits in the Intellectual property and innovation gained over the last 12 years and our competitive advantage in harmonisingdigital and physical through our automated hardware systems and our own propriety software solutions.They have successfully supported Blue Chip clients for over 12 years with quality products and solutions, providing a full design and deliver service with after sales support 24/7. Key to their success has been their ability to nurture partnerships withboth customers and suppliers. They have a healthy order intake for 2021 and a strong pipeline with some significant wins and growth strategy in place for the next 3-5 years to double and triple revenue and profitability. Given the space in which they operate,and the industry trends in the retail and ecommerce sectors in particular, this is an ambitious yet perfectly achievable target.Overview:The Key Account Manager will be responsible for growing profitable sales of both physical Automation and Software, within the allocated customer base whilst closely managing the customer journey and complete sales cycle. You will identify customer needsthrough a design/solution-led, consultative sales approach, build compelling value propositions and proposals, negotiate terms whilst maintaining positive customer relations at all times. This role will be reporting into the Head of Business Development &Partnerships initially and subsequently to the Sales Director, and you will be joining a close-knit, collaborative, dynamic team of seven people encompassing Sales, Account Management, Customer Service & Marketing.Key Responsibilities:

• Acquire & build a knowledge & understanding of the companys products, services, and methodology.
• Actively develop strong & positive working relationships with key stakeholders within the allocated accounts to grow presence, revenues, & profit.
• Nurture those relationships to gain insight & a strategic understanding of the direction of the business.
• Develop account plans for each customer to support the Key Account Manager revenue/contribution targets.
• Establish & maintain relationships with multi-level stakeholders within each account, from Senior/C-Suite professionals to National & Regional Procurement teams, to on-site Warehousing, Technical, Manufacturing teams.
• Supporting internally on Bids, Tender, RFPQs/RFQs in collaboration with internal teams across the business.
• Implement a consultative sales approach, identifying and managing the resolution of the customer problems to underpin long-term account retention.
• Being creative & often designing bespoke solutions for the customer, tailoring your style dependent on the individual and the businesses requirements.
• Identify and develop any additional revenue opportunities within the portfolio and their associated companies whilst maintaining an up-to-date revenue opportunity pipeline.
• Work with internal departments and contacts to ensure operational service is delivered and improvement opportunities identified and supported.
• Network externally, tracking key decision makers within each of the accounts staying abreast with business developments, future planning, and trends/changes within the wider industry.
• Understand product costings & pricing, collaboratively discuss quotations & commercial agreements internally to secure the best deal and communicate externally with professionalism.
• Maintain/update information via CRM system and customer files diligently.
• Identify & understand latest trends & opportunities across the wider Logistics & Supply Chain industry.

Note - A full & clean driving licence is essential for this role, as is a flexible approach to travel and overnight stays.By proceeding with discussions with Rowan, you are consenting to Rowan Recruitment Limiteds collection of your personal information and handling of that information. Rowan will not share your personal data with any third party without your priorconsent. If at any time you want your personal information to be deleted, you simply need to notify us.Rowan are working on a retained basis with our client and therefore conducting initial assessments of potential candidates. Due to the ongoing COVID-19 situation, we offer a flexible approach to assessments/interviews and will therefore accommodatevideo calls where necessary.

Keyskills :
Account ManagementBusiness DevelopmentSalesKey Account ManagementProject Sales