Key Account Manager

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Overview/Purpose of the position

The Key Account Manager will be accountable for building and maintaining long-term value-based partnerships with assigned accounts, accelerating profitable sales and revenue growth across the full BSI portfolio and act as the voice of clients within BSI. The Key Account Manager is the “conductor” of the account and the strategic regional point of contact for the accounts they lead. For accounts with a Regional Account Director assigned, the KAM is to assist the KAD in executing the account strategy. The primary purpose of this role is to proactively enrich BSI’s relationship and reputation with our most strategic clients through partnership and innovation. The net result of that activity will be driving and accelerating BSI’s footprint around the world both geographically and across Divisions within the client(s). All such engagements will need to be carried out in strict accordance with BSI’s Impartiality rules and Code of Conducts which exist between the global divisions.

Accountabilities

Development and execution of key account strategy/business plan for agreed key accounts and collaboration 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. Orchestration of virtual regional account team of up to 25 people, enhancing the client experience and expanding BSI’s current client relationships. Create an account relationship map to identify and drive engagement with key stakeholders across the client’s organization. Manage and grow BSI’s overall worldwide business within the designated Accounts and driving agreed growth levels working through the divisions’ commercial teams. Establish, implement, and manage an account plan covering; strategic objectives, client agenda, business development, account management, communication and reporting plans. Encourage proactive regional/global coordination between the Sales & Marketing functions for the global divisions and sectors whilst liaising with regional teams and local account management to achieve a coordinated sales effort.

Responsibilities

Manage and grow BSI’s IMETA Regional Key Accounts business to drive cross division new business development, within the impartiality rules, at senior levels in all relevant sub-regions for the nominated accounts. Drive Key account relationships and long-term profitability of all nominated Regional/Local Key Accounts. Develop an Account Plan for each account with key regional yearly objectives to fulfil client needs leveraging BSI’s geographic and division portfolios.  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. If an MSA is in place for the nominated account(s), manage implementation, ensure compliance (including contract variation and negotiation of pricing) and ensure statement of work(s) across the business reference the MSA. If no MSA is in place for this account, engage all relevant stakeholders with the objective to draft and implement as required. 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. Coordinate the product/service initiatives in line with and integrated in the overall BSI strategy. 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.  Collaborate closely with the Sales Managers and Operations Managers to ensure proactive coordination, especially once a project is sold to ensure smooth handover with the Operations Teams. This will require a hands-on project management with various functions.

Key Success/Performance Indicators:

Partnership Activities – Lead and measure activities within the nominated accounts that show client engagement with BSI more as a partner than simply a transactional vendor. Revenue Growth – Driving growth of accounts regionally or locally based on the client needs. Portfolio of accounts growing faster than BSI overall account growth rate. Sales Growth – Driving Sales growth within local/regional Key Accounts. Strong pipeline and closure rate in line with BSI overall. Engagement - Increased engagement with senior leaders within assigned accounts and increased engagement by BSI senior leaders with account. Client Satisfaction/Relationship Growth – Client Satisfaction Voice of the Client Score (replacing Client NPS score), relationship growth, and engagement. Use client satisfaction and ease of doing business scores to measure success. Client Innovation Adoption - Number of client-led innovation projects started and landed in a year (including immersive technologies to drive value and increase profit) Planning and organising - Support teams to build roadmaps to grow the Key Accounts by sharing best practice, formalizing the Key Account approach and identification of opportunities to improve. Leading – Coaching and developing teamwork in embedding Key Account best practice through involvement in Commercial Excellence initiatives and supporting deployment across BSI. Diversity of products sold – Account penetration across divisions.

Key Account Management

The ability to think and operate both strategically and tactically, to anticipate, create and deliver innovative solutions. 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

Relationship Leadership & Management

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.

Commercial Acumen

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

Account Management & Development

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.

Communication

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

Industry & Sector experience

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

Qualifications

Postgraduate or MBA

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Our Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business.

BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team.

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