Regional Key Account Manager Mining – SSAME at FLSmidth

Role Purpose:

The KAM will be the single point of contact and preferential entry level for customers into the FLSmidth organisation. The KAM will represent the interests of the customer within organisation to ensure that all commitments made to the customer are delivered upon with sole purpose of growing the customer; revenue, relationship and improving the service experience.

Responsibilities:

• Creates and grows customer contact, trust, credibility and turnover with the key account customers.
• Build strong customer relationships.
• Act as the internal customer advocate across the value chain.
• Grows business volume and installed product base with these accounts, i.e. increased share of customer wallet.
• Ensures FLSmidth products and services are aligned with customer needs.
• Presents new FLSmidth technologies to these accounts.
• Act as project sponsor for major regional projects and customer initiatives, follows up on execution of projects and aftermarket orders to ensure DIFOT is met.
• Follow-up on customer payments to eliminate long overdue accounts.
• Identify key product and service gaps and link these to R&D and sales opportunities.
• Establishes annual sales budgets for the allocated accounts.
• Develops a long-term view of the customer project and maintenance expenditure pipeline.
• Visit key account customers at pre-planned frequency.
• Supports site account managers.
• Supports FLSmidth global key account management activities where applicable.
• Participating in customer events and trade shows.
• Development and maintenance of a key account management dashboard for presentation to the regional executive.

Requirements:

• A relevant Bachelor’s Degree
• 10 years of experience in sales or customer relationship management
• Good financial acumen
• FLSmidth product portfolio knowledge and specific knowledge of products and services offered at assigned accounts.
• Deliver high quality results under pressure and against tight deadlines
• Ability to collaborate regionally and globally across organisational boundaries.
• Full operational knowledge of Microsoft Office Suite.

Behavioural Competencies:

• Persuading and influencing.
• Deciding and initiating action.
• Relating and networking.
• Agility to handle customer demands
• Presenting and communicating information on all organizational levels.
• Planning and organizing.
• Delivering results and meeting customer expectations.
• Adapting and responding to change.

Functional Competencies

• Conflict resolution and management.
• Time management and priority setting.
• Process management and facilitation.
• Organizational agility and awareness.
• Stakeholder management.
• Risk assessment and management.