Global Key Account Manager (Large Scale and Project Solutions) (Milton Keynes, GB)
1 Stellenangebot
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- PURPOSE OF POSITION
- WORKING RELATIONSHIPS
- BRIEF SUMMARY OF ACCOUNTABILITIES
- Lead the global key account team
- Identify, Engage and secure relationships with key decision makers within customers organisation
- Understand and influence customers decision making process
- Work closely with internal stakeholders (globally) to ensure the smooth flow of the sales process
- Understand customers’ needs and requirements for projects
- Review customer specifications and tenders, work with the team to provide appropriate responses
- Develop and maintain excellent knowledge of the SMA product range and its applications
- Facilitate the relationship over the entire lifecycle of the customers assets
- Manage the global profitability of the account
- Management of the project pipeline and sales process through Salesforce
- Detailed stakeholder map incl. engagement level towards SMA and influence on buying decision
- Detailed model of decision making process within customer incl. SMA scoring if available
- Improve SMA scoring YoY and grow the share of business
- Secured commitment towards SMA in writing (e.g. LOI, MOU, MSA)
- Ability to understand and minimize commercial contractual risks for SMA.
- Ability to manage contract negotiation independently or as team
- Sales in €M
- Profitability of the account
- Sales in MW
- Repeat business
- WORK RELATED REQUIREMENTS/SELECTION CRITERIA
- Presentable and personable with an ability to confidently present to senior industry players
- Strong interpersonal skills with the ability to understand customers’ needs and address customer complaints
- Experience working in a cross-cultural environment across multiple offices
- Ability to understand technical aspects of SMA products
- Ability to pitch SMA products and services via presentations and meetings
- General technical understanding related to renewable or conventional energy
- History of meeting and exceeding targets
- Understanding of legal and commercial terms
- Experience in commercial contract negotiation in a project context
- Experience of the sales process related to projects or systems
- Ability to read and understand customer specifications
- Ability to work between various time zone.
- EDUCATIONAL REQUIREMENTS
- Technical qualification with suitable career progression and work experience in a similar role
- OR degree qualified in a relevant discipline (electrical engineering, commerce)
- 8+ years sales, development, or business development experience in the project space.
- Experience in the renewable industry is strongly preferrable
- Experience working with multinational corporations
- Masters or other post graduate qualification
- Fluency in multiple languages
Your contact is Ann Van der Voort∗ SMA is committed to diversity and equal opportunity - unattached of gender, age, origin, religion, disability or sexual orientation.
Bitte im Betreff der Bewerbung folgende Referenznummer angeben: 1067233701
Ansprechperson:
Personalabteilung / Global Recruiting
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