Strategic Account Manager

4 weeks ago

Mumbai, Maharashtra, India BSI Full time
Job Title: Key Account Manager

At BSI, we are seeking a highly skilled and experienced Key Account Manager to join our team. As a Key Account Manager, you will be responsible for building and maintaining long-term value-based partnerships with assigned accounts, accelerating profitable sales and revenue growth across the full BSI portfolio.

Key Responsibilities:
  • Develop and execute key account strategy/business plan for agreed key accounts and collaborate with the respective key account directors and marketing and in alignment with the all divisions to develop a value proposition and clear joint commercial account strategy.
  • For accounts that are being shared with a Key Account Director, jointly develop and execute tactical actions to accelerate the BSI knowledge and growth within the accounts.
  • Orchestrate the execution of the account strategy and ensure no conflict of interest exists in the account plan between streams.
  • Monitor global leads/opportunities to identify potential conflicts of interest and fully vet the opportunity against the current BSI COI policy.
  • Be an active member of the Global Account Community and liaise with the other Key Account Managers and Key Account Directors on a regular basis in leading the adoption of the key account tools, legal documents and pricing frameworks.
  • Coordinate and drive cross-regional account management for existing contracts.
  • Promote an innovative and co-creation 'innovation' mindset within accounts by identifying new product development opportunities and working together with Divisions.
  • Based on account growth aspirations, develop an annual sales and revenue target for each account in collaboration with divisions, sectors, and country/regions; and liaise with divisions on commercial pricing for both new and existing contracts globally.
  • Through collaboration with the relevant division teams ensure any client specific KPI's are achieved and service delivery levels met or exceeded.
  • Coordinate internal/external communication at all levels both within BSI and the Client on all projects to ensure BSI maintains a client centric mindset and coordination of commercial activities across the group.
  • Facilitate relationship building between key account personnel and internal stakeholders to broaden the BSI reach with customer decision-makers and influencers.
  • Provide ongoing quarterly reporting to Key Account teams complete the annual account reviews.
  • Lead the regional virtual account team across geographies and divisions to deliver on the global/regional key account plan.
Requirements:
  • A positive can-do attitude and an eagerness to spend time with clients, immersing yourself in their business.
  • Travel locally/regionally as required to meet account management requirements.
  • An entrepreneurial mindset and an appetite to expand your knowledge through continuous learning.
  • A BSI brand ambassador who excels in working in a dynamic, fast-paced changing commercial environment.
  • Leverage the expertise and product portfolio available across the global BSI organization.
  • An excellent relationship manager who can work across a client's business units.
  • Ability to identify champions and develop partnerships.
  • Experience of working internationally across different cultures.
  • Able to collaborate across a matrix organization to identify, establish and develop relationships with contacts from senior leaders to operational employees.
  • Proven experience in growing accounts through team-based selling and RFP's.
  • Pressure Tolerance – Maintains performance under pressure, manages stress, identifies ways to reduce work stress, uses appropriate coping mechanisms.
  • Experience in building and leading local/regional, virtual client teams to deliver both commercial and operational excellence for our partners.
  • Experience working across different cultures and many time zones.
  • Able to collaborate across a matrix organization to identify, establish and develop relationships with contacts from senior board level executives to operational employees.
  • Able to apply enterprise thinking to situations.
  • Able to demonstrate a clear understanding of how organizations work, how to construct and present a business case to demonstrate a feasible ROI.
  • The ability to both understand and influence the drivers of an account level P&L.
  • Understands the financial planning, buying influencers, decision criteria, and purchasing processes.
  • Ability to identify and navigate opportunities to closure.
  • Has a strategic mindset.
  • Can create, develop and share a strategic account management plan across teams, leveraging our internal network of experts.
  • Have a consultative sales approach with experience of managing large, complex deals where multiple decision makers and influencers are involved.
  • Be able to analyse, interpret and identify key risks, opportunities and trends using client data and then take actionable steps to support account growth.
  • Have proven time-management skills and the ability to navigate between account management and account mining on a day-to-day basis.
  • Are a CRM ambassador who leads by example.
  • Uses appropriate interpersonal styles to inspire and guide others, capable of adapting style and approach, motivates action in others, facilitates change, skilled and persuasive negotiator.
  • Able to manage internal stakeholders to ensure the virtual key account team are informed and engaged.
  • Able to simplify complex situations in order to provide meaningful insights to both clients and internal stakeholders.
  • Exceptional active listening and questioning skills.
  • Ability to speak the language of the clients and understand their specific issues and challenges.
  • A high level of credibility and established relationships within the client that can be leveraged to open doors and develop opportunities and partnerships.
  • Experience within key accounts and working with large global accounts.
  • Postgraduate or MBA.

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