Key Account Manager

We are now recruiting for a Key Account Manager for our Lifetime Services (LTS) team in Benelux, this role is based in our TGW Systems BV office in Oud Gastel.

The LTS Key Account Manager plays an essential role in the service delivery of the TGW assigned maintenance portfolio, with overall responsibility for the day to day management of key relationships with new and existing customers. 
 
They manage, lead and support teams of engineering and support colleagues, to ensure the delivery of lifetime services or modification projects to the highest standard.  They are actively involved in the sales cycle to win new projects and  are responsible for consulting with customers and sales colleagues regarding  asset management solutions. They are also responsible for preparing contracts and will lead negotiations with the customer to close the deal. 
 

Key Responsibilities

KEY RESPONSIBILITIES:

  • Manage customer expectations in line with contracted KPI’s
  • Provide quality management information to both the customer and TGW management
  • To behave in an entrepreneurial way but at all times act with honesty and integrity
  • Realizing significant growth of service business year by year by maximizing the potential of up-selling at existing customers and realizing the maximum service scope at new customers, based on added value in a complex environment
  • Build new service areas from green-field independently and autonomously develops the commercial / contractual/ organizational side of  a region service organization in line with the company guidelines. This includes the selection and establishment of contractual obligation with supplying partners
  • Look for opportunities that can add value for the customer and create possible revenues for TGW
  • Write marketing and sales plans, aligned with Business Development Management/ LTS Manager/ Area management and set ambitious targets
  • Master the full sales process from lead generation to defining and executing the winning sales strategy based on DMU and DMP  to quotation to negotiation and contracting
  • Supervise and coach less experienced staff
  • Drives service innovation in the market and defines additional services to complete the service portfolio
  • Drives improvements for the service organization
  • Develops new service business. Setting up network sales on systems delivered via previous partners
  • Ensure escalations are handled quickly and effectively following the TGW escalation strategy
  • Prepare accurate costing’s for rectification works
  • Identify potential cost saving opportunities within the existing customer sites
  • Stay up to date with the technical aspects of the TGW products
  • To work in a safe manner and follow all Health & Safety requirements including COSHH requirements
  • Attend site meetings with the customer

Key Requirements

KEY REQUIREMENTS:

Essential:
  • Previous experience in an Sales / Account Management role within an automated materials handling environment for at least 5 years
  • Skilled in setting up calculations, management of budgets and action trackers
  • Previous experience with providing management information to customers and TGW management (experience with CRM is pro)
  • Highly self-motivated team player, that is able to interact with a large group of stakeholders both externally and within the TGW group.
  • Excellent communicator with strong relationship management skills
  • Able to speak fluent English & Dutch and reasonable amount of French  
  • Writing skills inn English & Dutch should be from a high standard
  • Able and willing to travel frequently in the Benelux by Company Car  
  • Willing to travel abroad for meeting with customers, TGW management or other TGW entities
  • Used to working with commercial targets 
Desirable:
  • Experience with setting up, working with SLA agreements with supplying partners
  • Experience in procurement strategies of complex assets and/or services is a pro 
  • Experience with leading engineering, sales teams or setting large residential teams 
  • Relevant experience with managing governance of contracts (terms & conditions) 

 

We offer

WE OFFER:

We offer a range of benefits that include a competitive salary and pension, life assurance and flexible annual holiday scheme.  Our onsite Gym  and wellness programme is freely available to all employees.

 

Christine Brown

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