Key Account Manager

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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.

Location: Riyadh

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.

• 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 META 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

• Develop an Account Plan for each account with key regional yearly objectives to fulfill 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.

• 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.

• 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

Requirements:

• Must be based in Riyadh

• At least 10 years of experience in leading large accounts

• Strong command of both English and Arabic; knowledge of an additional language is preferred

• A positive can-do attitude and an eagerness to spend time with clients, immersing yourself in their business.

• Willing to travel

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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.