Closing Date: 10th January 2025
Vidu are working on a super exciting assignment in the search for a Head of Key Account Management to take full ownership for the overall Key Account Management strategy on behalf of a multi award winning, technology focused Freight Forwarding business.
This role involves leading a dynamic team of Key Accounts Managers and Client Success Managers, strategising client retention and driving growth through upselling and offering innovative integrated solutions and value-added services.
You will act as a primary point of contact for key clients, ensuring their needs are met and business objectives are achieved.
This role is critical in ensuring customer retention, maximising revenue, and achieving overall business growth.
Our client has engaged with Vidu VIP to commence the initial search.
Our team of dedicated consultants will be your first point of contact when applying for this role.
Your Mission:
Accelerate revenue growth by strategically retaining and expanding key accounts.
Create and implement account plans designed to meet and exceed sales targets.
Identify and capitalise on new business opportunities within existing accounts, including their subsidiaries and other divisions.
Drive upselling and ring-fencing strategies by offering cutting-edge, integrated solutions and value-added services.
Achieve 100% client retention and satisfaction while driving a 10% increase in client sales.
Key Responsibilities:
Client Strategy and Management:
Lead Key Account Managers for top-tier accounts and Customer Success Managers for lower-tier accounts.
Develop and implement strategic plans for key account management and revenue growth.
Set performance targets and ensure the team meets or exceeds them.
Develop and execute strategies to upsell and ring-fence our top-tier clients, ensuring customer loyalty and long-term partnerships.
Drive initiatives to convert lower tiers clients into top-tier accounts through targeted upselling strategies.
Implement ring-fencing strategies using integrated IT solutions to secure client loyalty and prevent churn.
Identify opportunities to upsell within other divisions and subsidiaries of our clients.
Build and maintain strong, trusting relationships with key clients, overseeing their interactions with Key Accounts and Customer Success Managers.
Success Management:
Schedule regular meetings and visits to enhance client connections, customise business programs to meet their needs, and provide effective support.
Lead on strategic Quarterly Business Reviews (QBR) for the top tier customers.
Develop strategies to boost client satisfaction and resolve issues swiftly.
Cross functional role working closely with operations and sales to provide strategic input in growing accounts and ensure a cohesive approach to meeting key account needs.
Oversee contract negotiations with key accounts, ensuring terms are favourable, profitable and mutually beneficial.
Address and resolve any issues or challenges that arise with key accounts in a timely and effective manner.
Deliver ongoing market analysis, market intelligence and competition assessment.
Analyse existing KAM approaches and continuously seek ways to improve key account management practices, processes, and strategies.
Performance Monitoring and Reporting:
Establish and agree on KPIs for all accounts to track the success and efficiency of key account management activities ensuring they are consistently met.
Utilise Power BI for dashboard reporting, providing insights and progress updates to the Managing Director.
Analyse client data to identify trends and areas for improvement.
Monitor performance against service level agreements, identify and turn around ‘at risk’ accounts, proposing solutions for maintaining client loyalty.
Advise the Managing Director on the progress of accounts, monitoring budgets and profits.
Lead monthly KAM meetings to identify and present upsell opportunities and ring-fence strategies to the Managing Director.
Ensure all sales opportunities are reported as part of a structured pipeline in the CRM system.
Leadership and People management:
Build and lead a high-performing team dedicated to upselling and cross-selling services.
Foster a strategic approach within the team to offer integrated solutions that add significant value to your clients.
Be an exemplary people leader: build strong relationships, create a cohesive team, hire exceptional talent, invest in the growth of individuals, and lead by example.
Provide effective and inspiring leadership to motivate and guide the team toward achieving company goals.
Conduct regular appraisal meetings to set objectives aligned with the company’s goals and manage succession planning effectively.
What our client offer:
Circa £70,000 – £80,000 basic salary (dependent on experience)
Car allowance.
KPI related bonus structure.
Hybrid working, allowing you to have a good work/life balance (3 day in the office/ 2 days wfh, also dependent upon the preference and location of the individual).
Award Winning staff development program offering genuine career development opportunities.
Innovative and agile working environment where opinions and fresh ideas are valued and encouraged.
Work within an internationally diverse, sociable, dynamic team with a sharp vision and strategy.
Staff Loyalty schemes:
Health Care Plan
Enhanced holiday scheme
Cycle to work scheme
Weekly yoga
Going the extra mile award
Gym Discounts
Experience days discounts
Loyalty rewards
Proven experience in a senior key account management role within the freight forwarding.
A strategic thinking, strong leadership skills, and the ability to foster strong client relationships.
Proven track record of managing large accounts and driving revenue growth.
Strategic thinker with the ability to develop and implement effective upselling strategies.
Ability to analyse data and generate actionable insights.
Excellent communication, negotiation, and presentation skills.
Strong leadership and team management skills with the ability to inspire and develop a high-performing team.
Proficiency in CRM software and Microsoft Office Suite.
Tech-savvy with the ability to secure and retain customers using integrated IT solutions
Results-driven and customer-focused.
Proactive and innovative approach to account management.
Strong problem-solving skills and attention to detail.
Self-motivated with a results-oriented approach.
