Senior Key Account Manager, North America

About the role

The goal of the Senior Key Account Manager is to grow South Pole's business in the USA & Canada. You will build strong long-term relationships with new strategic clients as well as build South Pole's market position in North America. You will contribute to defining and implementing the go-to-market strategy in your region and provide input on product and service development. In addition, you will also contribute to growing existing accounts through up- and cross-selling of our products and solutions.

Responsibilities

• Contribute to all aspects of regional business development activities
• Provide critical inputs to the Director of Sales to help defining the regional go-to-market strategy and develop local sales strategies
• Understand and qualify client needs and develop tailored solutions
• Build a target list of key corporates within your region and pursue them with determination and perseverance
• Develop compelling offers and proposals together with our product experts and consultants
• Lead negotiations and conclude commercial agreements with key clients
• Build long term relationships with new and existing clients by ensuring high-quality services
• Represent South Pole in client meetings, at conferences and virtual events
• Identify market trends and provide inputs for product & service development
• Instill pride in the South Pole brand, inspire & motivate clients to take the next step in their climate journey
• Develop and improve specialized skills and knowledge linked to topics and services offered by South Pole
• Support the development of South Pole's thought leadership, services, products, marketing materials and offerings; adapt them to the regional needs in coordination with the marketing team
• Lead and directly manage a small team of sales professionals
• Be the main point of contact for a portfolio of existing clients and build trusted relationships
• Strengthen relationships with our clients and grow them into strategic key accounts through effective planning
• Manage negotiation and finalise deals with new and existing clients
• Coordinate deliverables with our implementation team
• Ensure client satisfaction by maintaining the high-quality standard of our services and anticipating their expectations
• Manage proactively the client relationships and position South Pole as their preferred partner in the sustainability field
• Understand client needs and their stakeholder environment to identify further business development opportunities
• Be involved in writing compelling proposals and contract preparation
• Participate in targeted client communication and joint marketing activities
• Represent South Pole in client meetings, site visits, at conferences and trade shows
• Provide inputs for product & service development
• Share know-how and market feedback within the company
• Contribute to the sustainable commercial success of the team and the company
• Instill pride in the South Pole brand, inspire team members
• Manage one to three team members

Requirements

• University degree in Sustainability and/or Business related discipline
• At least 8 years of proven business development/sales experience with a high preference for experience in the sustainability and/or climate field
• Track record in generating new leads
• Track record in meeting and exceeding sales targets
• Results-driven and action-oriented with self-direction and sense of urgency
• Demonstrable commercial skills and good business sense so as to be able to identify and seize opportunities in a challenging and competitive market environment
• Critical thinking and decision-making skills with strong business and commercial acumen
• Excellent communication and presentation skills, in English
• Advanced prioritisation and time management skills
• Genuine passion and alignment to the climate change industry
• Climate action and carbon projects knowledge (desirable)
• Experience with solution selling and working with technical consultants (desirable)
• Comfortable operating in a fast-paced international environment (desirable)
• Experience using Salesforce (desirable)

Benefits

• Strong purpose and deep meaning in everything you do
• Chance to make a real difference for clients and for the planet
• Work alongside a passionate team of like-minded colleagues
• Build your knowledge/skills and develop your career in a fun, dynamic, international and fast-growing organisation