• KAM (Key Account Manager) Director

    Posted Date 1 month ago(12/11/2018 14:43)
    Job ID
    2018-2329
    City
    UK-Surrey-Woking
    Country
    United Kingdom
    Seniority Level
    Mid-Senior level
    Job Function
    Sales & Commercial
    Type
    Permanent Full-Time
    Estimated Travel Required
    20 - 50%
  • Company Overview

    At TT Electronics, you will meet dedicated people who believe that advanced electronics is the key to a brighter, smarter future.  Whether it’s advanced flight controls, smart surgical tools, intelligent vehicle charging or seamless automation everywhere, advancements like this come from the minds of passionate, creative people – working to a common goal, watching out for each other, and caring about making a difference in the lives of people all over the world. 

     

    Our passion?  Simplifying the development of complex electronics… it’s the reason we exist as an organisation.  Our way of life?  Fostering a culture that values individuals as well as community and teamwork. 

     

    Join us – and work with a team that believes success is measured by more than the bottom line, where you’ll find opportunities to achieve your goals, contribute to the lives of others, and build a brighter, smarter future, together. 

    Role Overview and Responsibilities

    Introduction

    A key member of the management team responsible for: (i) delivering the annual revenue plan for the business, (ii) the development of, and the provision of strategic direction and leadership to, the KAM team; and (iii) the implementation of the Revenue Storm sales methodology within the division.

     

    Key Responsibilities

    • Implement and deliver the KAM strategy as an integral part of the businesses strategy
      Develop and agree on the annual Key account sales budget/plan and deliver the same; monitor progress and provide timely data and analysis including detailed and accurate forecasting.
    • Drive and monitor a robust weighted sales pipeline process.
    • Build a pipeline capable of significantly increasing sales revenue through organic growth at Key accounts
      Implement, drive and monitor the adoption of the Revenue Storm methodology across all Regions and Accounts; all accounts to be at RS L2 by end 2019; 2 accounts per region at RS L3 by end 2020
      Work with the KAM team to reduce lost business to Competition
    • Ensure that all Key accounts and KPI’s in SFDC are updated on a monthly basis
      Ensure KAM’s are building deep and broad relationships within their Key account customers at all levels and all functions including CXO; purchasing; engineering and supply chain; directly own and manage agreed Key accounts
    • Work collaboratively with the other TT Divisions to ensure alignment at Key accounts and a collaborative approach to the market leveraging TT’s wider sales channels
    • Develop the KAM organization to support delivery of the objectives; drive high levels of accountability, ensuring strong performance management, skills development and succession planning

    Qualifications, Skills and Attributes

    Core Requirements

    • A role model of the TT Way behaviors who holds themselves and others accountable for operating in the TT Way
    • Displays at all times the highest level of professional integrity and honesty as well as personal credibility. Does the right thing, particularly with respect to the safety and well-being of everyone concerned
    • A strong strategic thinker with excellent Communication and interpersonal skills, with the credibility and stature to exert influence at all levels within the Group
    • A visible and accessible leader with a clear leadership purpose, who is used effectively to engage and motivate others
    • Dynamic and Inspirational leader who is capable of developing him-/herself as a leader as well as developing others across diverse locations and cultures to achieve improved levels of performance
    • Pragmatic and innovative, able to deal with conflicting demands for limited resources, removing obstacles that stand in their team’s way
    • Participative management style: a strong advocate of the high performing team concept
    • A flexible individual who can deal with an informal and fluid working environment, whilst still maintaining the discipline needed to control risk and security
    • Dedicated and hard working with the drive and resilience needed to overcome obstacles and succeed
    • High degree of self-confidence, without lapsing into arrogance, combined with excellent listening skills and the ability to take into account the diverse views of others
    • Able to work in a management team, balancing the need for individual performance with the need for a shared set of TT results
    • A person who gets on with the achievement of stretching goals, using the processes, people and resources within TT
    • Top level negotiator with mature presence, stands own ground in representing views at senior level within the group or with external parties
    • Individual will be passionate and dynamic with the ability to get things moving quickly, through leadership, delegation, engagement and commitment
    • Must be able to influence, lead and build consensus in challenging and complex global environments, flexing and adapting as required

     

    Desireable Skills and Experience

    • Bachelor Degree level minimum in a commercially related field
      Proven experience in customer sales and sales management, including managing global key accounts, in the electronics industry with a track record of delivering above market growth
    • Experience managing diverse and remote teams
    • Proven experience managing financial budgets and planning
    • Proven experience leading management level employees across multiple countries
    • Excellent written and spoken English
    • 50% travel expected
    • Must have SalesForce.com experience
    • Experience using Revenue Storm methodology a major advantage

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