Develop and maintain the company's existing relationship with a client or group of clients, so that they will continue using TD Williamson for business.
Sales Development (70%)
Develops, maintains, executes Account Business Plans for assigned accounts.
Develops and maintains an ongoing, effective key account program that provides management with measurable goals, objectives, strategies, tactics, programs, and other pertinent information on selected key account customer(s),
Builds and manages the relationship with all key individuals and top decision makers at the customer and acts as the central point of contact for the partnership, ensuring the strategy is fully implemented and partnership well serviced,
Determines the most crucial needs of these key customers and works out how TDW can best meet those requirements, in order that the client does not decide to place business elsewhere,
Coordinate and communicate accounts needs and expectations to provide consistent TDW experience.
Looks for opportunities for organic growth with the partner organization,
Develops and executes sales strategies that deliver profitable growth for the assigned key account(s), according to the business plan, with emphasis on achieving the greatest possible sales volume & margins,
Responsible for the achievement of sales revenue and profitability targets for the identified account(s),
Develops, negotiates and closes commercial deals with the assigned customer(s),
Interacts and communicates with the client on a regular basis to determine changing needs and preferences,
Carries out continuous market analysis and research on the dynamics of the account, develops a deep understanding of the client’s business, systems and processes that touch products and capabilities, ensures the information is shared within the organization and recommends changes to maintain a competitive position,
Recommends pricing structure for the client, for approval by Sr. Director
Prepares all necessary reports, forecasts and other reports as requested by the management in a timely and accurate manner, with input from the sales team, representatives and distributors;
Customer satisfaction (30%)
Builds frame agreements with the support of Inside Sales and Legal departments and makes sure these fully adhere to customer’s specifications and requirements,
Internally organizes and coordinates processes and tasks with CoE’s and support functions in order to meet customer needs,
Ensures that they receive first-class customer care and service,
Addresses client concerns and ensures an effective resolution of problems with follow-up when appropriate,
Manages conflict and comes up with effective negotiation and sales strategies,
Proactively conducts account reviews with assigned customers on a regular basis to review service needs and usage trends,
Acts as the business stakeholder for customized development work,
Manages account receivables issues to resolution.
Degree, with min 10 years’ experience in a sales/business development,
Experience with account management with large, complex and multi-site national customers,
Relevant experience in prospecting new business development at key national accounts,
Knowledge of the Pipeline and/or Oil& Gas industry,
Ability to build and maintain strong trustworthy relationships with customers at all levels,
Ability to prioritize and manage multiple issues/projects at one time and communicate status and resolution effectively and in a timely matter,
Strong problem solving and attention to details skills,
Ability to solve problems creatively and independently, and work well with various team members across different departments,
Experience in consultative sales, with the ability to develop technical value propositions,
Demonstrated talent for account development and strategic selling, with direct strategic selling training and experience is a significant plus,
Excellent communication skills, proven leadership skills, ability to deal and negotiate at high level,
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