Global Key Account Director NW

Location: EUROPE

Job Purpose

• The purpose is to master Key accounts and to be a role model of key account management.

• The Global Key Account Director develops and maintains profitable strategic relationships with Flint Group Key Accounts. The role is responsible for delivering revenue growth, revenue retention and profitability targets at key accounts.

• The Global Key Account Director represents the whole spectrum of FG’s products and services to the assigned accounts. The role leads and executes strategic key account planning, ensuring that all key accounts are being correctly managed and that their needs and expectations are being met by FG. The role is accountable for ensuring the FG receives fair value for the value proposition it deploys to the account(s).

• The Global Key Account Director works closely with the KA team, with all the Regional Sales & Service, Strategy & Marketing, Commercial & Finance, Technology & Product management, Operational & Supply Chain, Procurement and Pricing & Margin Management teams to leverage the commercial skills and resources.

Key Accountabilities

•    Embrace and advocate the Flint Group values. 
•    Proactively lead the business’s strategic account planning processes and develop performance objectives, sales targets, and critical milestones to ensure delivery of superior customer value, increase in share of sales and profits for designated key account(s)
•    Lead and performance manage the key accounts, developing excellence and being a role model in account management 
•    Actively contribute in developing competence, by sharing best practices, of the Key Account Managers and their collaboration with the wider FG teams in the execution of the strategy. Develop Account management capabilities across the regions and the wider business teams
•    Assess, clarify, and validate customer needs on a regular basis. Together with the team develop solutions that best address customer needs while simultaneously coordinating the involvement of other FG teams to meet key account performance objectives and customer expectations
•    Ensure continues alignment and coordination with regional VP’s and/or Business Directors to warrant consistent customer- and market approach internally and externally i.e. knowledge sharing, customer approach, account plan development, etc.
•    Set, monitor and deliver the agreed financial targets and objectives 
•    Deliver profitable growth; financial performance and increased sales through development of both long term and short term Key Account(s) strategy and business plans. 
•    Develop and execute a 5 year account plan for all accounts with a clear roadmap & resource plan, and decide on appropriate interventions to deliver performance
 

Relationships:
•    Orchestrates FG/KA relationship management, providing a 'single point of contact' for executive interactions
•    Develops and diversifies account-level relationships, reducing dependency on Procurement as a gatekeeper to interactions
•    Regularly captures and maintains the voice of the customer - ensuring FG's offer is correctly positioned to account needs/pain points and develops new business opportunities based on these insights

Commercials & Value Proposition:
•    Working with the broader organisation (Commercial Excellence & Product Strategy, Regional Sales & Service, and Strategy & Marketing teams), defines the key elements of the FG customer value proposition
•    Accountable for delivering the FG value proposition to the account
•    Accountable for delivering the FG sales growth and profit targets with the account
•    Defines the targeted account sites required to deliver sustainable growth
•    Accountable for ensuring the retention of strategic sites and targeted share of wallet at the account in question
•    Responsible for taking a lead negotiation approach to the designated accounts and ensuring FG secures the share of wallet and target sites it desires
•    Coordinates closely with the Key Account team and broader FG organisation to refine and quantify key levers of the FG value proposition
•    Defines, structures and closes commercial deals with the account and supports/mentors and gives guidance to the team members in delivering on the commercial deals.

Resource Allocation: 
•    Defines Vital Strategic Actions for the account and aligns FG resources to deliver these actions & the growth targets
•    Coordinates a cross-BU/region FG KA Team, working across FG local teams to ensure resources are available locally to support the account
•    Responsible for guiding the deployment of a 360 Services & Sustainability offer to the account, based on targeted sites
•    Responsible for maintaining all CRM content for the accounts in question
•    Drives cross-BU/regional team interactions in CRM and ensures this is the single source of truth for all account related topics

Reporting:
•    Responsible for regular reporting updates on Strategic Actions, Commercial status & Relationship development to the CCO, VP and FG stake holders, via CRM and Company tools and templates
•    Captures contract expiry dates for 100% of account sites and communicates to the Business.

Success criteria’s

Deliver on the agreed targets and KPI’s e.g.

• EBITDA

• Sales growth

• Customer Loyalty/retention

• Customer satisfaction

• Market penetration

• Build FG brand awareness

• Build and deliver sufficient sales pipelines and prospecting

• Key Stakeholder satisfaction (FG customers) - Be a trustworthy customer partner and continuously build strong relations between FG and the customers

• Lead and manage a successful execution of the KA FG strategy and ensure cross functional cooperation to deliver optimal business output