Key Account Manager

This profile will be responsible for selling the services of Sarens at new and existing customers according to the set targets in the Sales plan
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PROFILE

Strategy & KAM Objectives

- Understands, applies and conveys the Sarens Group mission and vision in order for the organization to adhere to expectations and values prioritized by the board, the CEO and the HQ management team.
 - Develops a clear vision of what needs to be accomplished in the medium and short term, based upon understanding of the external and competitive environment and the company's strengths.
- Responsible for producing and communicating actionable business plans (incl. measurable targets) in order to implement the defined strategy.

Business Results

- Takes ownership of their results by ensuring that the investment in and allocation of all resources (upon or without management’s request) ensure that targets and budgets are met at all times.
- Produces regular and accurate reports in accordance with Group standards in order to keep management informed on their performance and uses this information to manage and improve the business results.

Sales & Business Development

• Achieving sales & business development objectives as set out in the annual commercial plan for self and/or sales team.
• Giving input for the composition of the annual commercial plan
• Proactively and effectively finding, approaching and developing new markets/customers.
• Responsible for processing applications and preparation of calculations and offers in response to incoming requests or providing adequate input to other Sales members to
accomplish these tasks.
• Responsible for the preparation of clear quotes and the follow up with clients after submittal until award or lost status.
• Drafting of framework agreements for clients in accordance with the established sales guidelines
• Assessing clients on basis of predetermined criteria (. payment behavior, credit worthiness, sales volume, success rate…)
• Comparing pre- and post-calculation, if applicable, and proactively take action in respect of discrepancies.
• Monitor and proactively following up on DSO (Days Sales Outstanding) and customer agreements and payment terms, etc…, and support therein the management and the
Finance Department
• Makes special efforts to fill gaps in equipment planning.
• Market & Sales positioning; in-depth knowledge of both Sarens’ equipment, its possibilities, the clients current infrastructure and needs for lifting and transportation
services, in order to become the clients’ most trusted and knowledgeable advisor on Sarens’ services.

Market and Data Analysis

- Collects, structures and interprets all available and relevant customer/market data, analyses the clients’ needs and demands in order to optimize existing products and
services communicate this to the management.
- Follows, investigates and pro-actively addresses market dynamics, developments and trends.

Relationship Mgt

• Effectively represents Sarens, builds new and maintains existing relationships with customers and other stakeholders, focusing on expanding Sarens’ customer base.
• Networking with relations and other stakeholders: local governments, trade associations,etc. to promote Sarens.
• Participate in conducting customer satisfaction survey in line with Groups standards ( Project Methodology-procedure)
• Pro-actively reports relevant customer and other sales data in CRM, analyzes sales pipeline and defines appropriate actions for self

Product Development

- Supports, using the collected market data provided by the team, the development of new products, approaches and services in order to cover all segments and create a competitive advantage.

Contract management

- Reviews all their (draft) Sales contracts in accordance with Sales Authorization Chart, for feasibility, prices, timelines, liabilities, risks, legal compliance, etc. with the management and relevant functionalities, . Operations, Technical Solutions, Legal.

Sales follow-up and hand over

• Ensures that the quotes/orders, including all necessary information, are transferred to the Operations Manager in a timely manner for further action (. Sarens Project
Methodology-procedure).
• Provides appropriate after-sales support to customers.

Sales Invoicing

• Provides input where necessary to ensures that a complete, correct and timely invoicing and provisioning can be executed for the project(s).
• Closely liaises with Finance/Accounts Receivable for the projects with regard to validating of invoices, settlement of deductions, prompt payment realizations, collections, this in compliance with the Group Credit Management Procedure.
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WE OFFER

We offer a competitive salary plus performance-based bonuses, along with professional development opportunities.

Locations:

Hyderabad, India

Bhubaneswar, Odhisa