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.
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
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
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 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.