Global Key Account Manager – Engineering Companies
Descrizione dell'offerta
Global Key Account Manager – Engineering Companies
The Global Key Account Manager for Engineering Companies is responsible for driving short and medium-term business growth through a selected portfolio of engineering firms. The role involves identifying, developing, and securing new commercial opportunities across all Group companies, promoting them as a single solution provider. The GKAM will enhance collaboration and relationships with engineering companies, simplifying and improving how they engage the Group companies in their projects, ultimately increasing the OI for final customers.
Main responsabilities
- Responsibility for the business result related to the final customer through engineering companies, for sales of new equipments.
- Analyze the engineering company in all possible aspects including: organization chart and related responsible people, supplier selection strategy, key future geographies and final customers, new future growth factors, strength and weakness compared to their competitors, key needs to develop their projects.
- Promote relationship between the engineering company and the key internal stakeholders
- Standardize the way of working of the different Group companies in front of them: tender management, documentation requested, quotation standards, contractual discussions, master agreements and commercial terms, pricing and discounts, request KPIs.
- Improve engineering company satisfaction index, develop and execute strategies to improve effectiveness in terms of, geographies, KPIs, specific final customers.
- Monitor competitor activities and propose strategic actions to maintain and strengthen the company’s position
- Open new communication channels through networking and partnership like, agents, customers, other producers along their value chain
- Represent the company at industry fairs, trade shows, and networking events to enhance visibility and business outreach.
Key Skills & Requirements
- Scientific/Technical Degree
- Knowledge of Engineering companies operating in the life sciences sector network and dynamics is mandatory
- Strong technical background
- Knowledge of the main Pharma, Biopharmaceutical and Cosmetic production processes.
- Good level of commercial negotiation skills.
- Ability to operate in an international environment.
- Availability and ability to co-operate with the internal structure including Sales, Technical Office, Procurement, Project Managers and After Sales Service.
- Capability to conduct market analysis, product positioning and business plans.
- Excellent presentation and communications skills both oral and written.
- Good capacity in self organization.
- Good network in terms of customers, engineering companies, competitors, similar companies, agents.
Our client: a leading international consultancy specializing in integrated solutions for pharmaceutical, biopharmaceutical, and cosmetic industries.
Location: Milan area, with global scope
Rif. 55912