Head - Key Accounts - Retail/Constructions

Head of Key Accounts

- The Head of Key Account Management leads and oversees activities of all key account management teams.

- She/He expands and maintains relationships with strategically important and large customers. Assigned to the highest-value key customers, the Head of Key Account Management is responsible for assigned ABRA strategic account targets and revenue quota.

- The Head of Key Account Management represents the whole spectrum of the ABRA's products and services to our key accounts.

- She/He also leads key account planning and ensures that all assigned accounts within the department are catered for and that their needs and expectations are exceeded by ABRA.

KEY ACCOUNTABILITIES:

1. Leadership/ Supervisory Role:

a. Leads the department with a customer focussed mode of operation, achievement of excellence and insight to surpass customer expectations.

b. Leads ABRA's strategic account planning processes and develops performance objectives, sales targets, and critical milestones for weekly/monthly/annual cycles

c. Leads the department in assessing, clarifying, and validating customer needs on a regular basis

d. Develops solutions that best address customer needs while simultaneously coordinating the involvement of the necessary ABRA teams inclusive of estimation, finance & costing, production, design and installation in order to meet key account performance objectives and the customers' expectations.

e. Accountable for the achievement of the department's assigned targets for profitable sales volume and achievement of ABRA's overall objectives.

2. Project Management:

a. Act as the single point of contact representing ABRA with multiple stakeholders and work with the team to manage relationships with partners and stakeholders.

b. Coordination with stakeholders for efficient project implementation and communication management

c. Be involved in the comprehensive oversight of project activities from initial concept design till site handover in compliance to project contractual parameters for own projects

d. End to end production, installation & management for the project with special emphasis on quality control

e. Prepare project management plans, material schedules, project schedules and risk assessments.

f. Ensuring timely project completion under budgetary and cost constraints.

g. Interact with clients for collating and evaluating requirements to align with project deliverables.

h. Follow-up with vendors and suppliers for aligning material and service delivery schedules to project contractual parameters and completion schedules

3. Key Account Strategy, Insights & Relationships:

a. Playing the lead strategic role in the key account management department to drive and develop account specific growth strategies and approaches.

b. Conducts research and gathers data on the customers, the market, and competitive environment in order to identify key improvement areas in account maintenance and management.

c. Building strong and long-lasting relationships with customers through the creation of long-term planning and understanding

4. Internal Co Ordination & Collaboration

5. People Management & Development