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Key Account Manager
3 mesi fa
Posting Date: 1 Feb 2024- City: Rozzano- Location: Rozzano, IT, 20089- Contract Type: Permanent- Division: Italy Certification Commercial- Level of experience: SeniorRINA is currently recruiting for a **Key Account Manager - Certification** to join its office in Milan, Italy** **within the Italy Certification Commercial Division.
**Mission**:
The mission of a Key Account Manager (KAM) is to establish and maintain strong, strategic relationships with key clients to drive business growth and ensure client satisfaction.
**Key Accountabilities**:
1. Understanding Services and Opportunities:
- Be aware of all services provided by RINA Group to key accounts
- Stay up-to-date with ongoing opportunities and offers relevant to key accounts
2. Key Account Strategy and Action Plans:
- Develop and articulate the Key Accounts Strategy, Action Plans, and targets at the Group level
- Collaborate with the Marketing and Sales Strategy Team and Business Units in strategy formulation
3. Internal and External Relationship Management:
- Serve as the internal and external reference contact person for key accounts
- Represent RINA at client meetings, conferences, and ensure effective communication with Business Units
4. Proactive Sales Approach:
- Implement a proactive sales approach based on the full service portfolio at the Group level
- Facilitate cross-selling and collaboration among all Business Units to maximize service offerings
5. Continuous Assessment of Key Accounts:
- Continuously assess the viability, evolution, and results of key accounts
- Stay attuned to the changing needs and expectations of key clients
6. Monitoring and Reporting:
- Monthly monitoring and reporting on target Key Performance Indicators (KPIs), actions, and plans
- Identify corrective actions if needed to ensure objectives are met
7. Business Review Meetings:
- Attend Business Review meetings with the entire KAM team
- Share information collected within RINA and from on-the-job experience to achieve short-term objectives and maintain a competitive advantage
8. Building an Effective Key Account Team:
- Build and work with an effective, dynamic, and multi-Business Units Key Account team.
- Foster collaboration and communication to ensure successful 360-degree customer management
9. Business Acumen:
- Demonstrate excellent business acumen by understanding the broader business issues for clients
- Ensure all business deals are profitable for both the client and RINA, promoting the highest customer satisfaction
10. Anticipating Customer Needs:
- Act as a visionary by anticipating customer needs
- Proactively identify opportunities for value addition and service enhancement
**Requirements**:
- Fluent in Italian & English language
- Master's Degree is not required but it will be considered as a strong plus
- +6 years of experience in a similar role
**Competencies**:
- PROMOTE SUSTAINABLE DEVELOPMENT - Promote commitment by keeping promises as a Role Model
- MANAGE EMOTIONS - Recognise one's and other's emotions and express and regulate one's reactions
- PIONEER CHANGE - Actively embrace change and benefite from the new circumstances
- BUILD NETWORK - Forge trust relationships, across departments, and outside the organization
- MAKE EFFECTIVE DECISIONS - Structure activities according to priorities, actions, resources and constraint
- ADDRESS THE WAY - Have a big picture of different situations and reinterprete it in a perspective way
- THINK FORWARD - Capitalise on experiences and translate them into action plans for the future
- CLIENT INTIMACY - Embrace internal and external client needs, expectations, and requirements to ensure maximum satisfaction
- EARN TRUST - Take everyone's opinion into account and remain open to diversity
With over 5,600 employees and 200 offices in 70 countries worldwide, RINA is a multinational player which provides certification, marine classification, product testing, site supervision and vendor inspection, training and engineering consultancy services across a wide range of sectors. Our business model covers the full process of project development, from concept to completion. The aim is to guarantee a project’s technical, environmental and safety - and sometimes also economic and financial - sustainability.
- At RINA, we endeavor to create a work environment where every single person is valued and encouraged to develop new ideas. We provide equal employment opportunities and are committed to creating a workplace where everyone feels respected and safe from discrimination or harassment of any kind. We are also compliant to the Italian Law n. 68/99._
