Key Account Manager

Grow market share and revenue with assigned accounts by establishing and building relationships with customers. Promote the sale of BL products and services, leveraging field expertise to match customer needs with solutions. Optimize sales opportunities through in-depth knowledge of client activities and plans, and communicate customer activity and sales opportunities using sales business systems and processes.

Responsibilities

• Capture customer Business Line and all local and international competitor activity in GAC.
• Identify and qualify all sales leads and opportunities.
• Maintain an accurate opportunity pipeline in C4C.
• Plan client calls and make regular visits to ensure appropriate coverage of assigned accounts.
• Maintain C4C for accounts, including customer profiling, organizational charts, visit reports, and customer drivers.
• Work with management to develop sales goals and coordinate sales plans for existing and new services/products.
• Maintain up-to-date knowledge of competitive products and services.
• Contribute to multi-BL activities and support the marketing strategy of the BL.
• Monitor price structure and pricing levels; recommend necessary changes and price increases.
• Attend training courses to maintain knowledge of key technologies and competitor practices.
• Provide support for receivables management.

Requirements

• At least 10 years of experience selling enterprise B2B software or complex technology and energy solutions.
• Demonstrated success managing strategic or key accounts and developing complex, consultative sales opportunities.
• Ability to navigate multiple customer buying centers, including executive leadership, IT, procurement, technical, operational, and commercial stakeholders.
• Strong capabilities in strategic account planning, commercial negotiation, and orchestrating internal teams, technology partners, and other stakeholders.
• Experience managing long and complex sales cycles, contract renewals, account expansion, and competitive displacement opportunities.
• Strong commercial judgment and the ability to translate technical capabilities into measurable customer and business value.
• Effective communication skills with both technical specialists and executive-level decision-makers.
• Experience managing sales pipelines, account plans, and revenue forecasts through CRM systems.
• Ability to travel regularly throughout the assigned territory and to other locations as business needs require.