Senior Key Account Manager

3t is currently looking to recruit a Senior Key Account Manager on a permanent contract located in Aberdeen, UK.

The Company

At 3t, we are passionate about up-skilling and empowering workforces to ensure a prosperous future where all workers, organisations and our industries thrive.

3t is the combination of world-leading companies that are together transforming training in the energy, and wider safety-critical sectors, combining cutting-edge immersive technology with award-winning high-impact workforce training. We stand as a global training powerhouse operating across 60 countries worldwide.

Together, we are training the workforce of the future.

3t Managed Services is the leading provider of global training and competency management services with many of the world’s leading Oil and Gas, Renewables and Public Sector organisations. We deliver impactful solutions to our clients that drive compliance and safety.

The Role

The Senior Key Account Manager – 3t Managed Services will hold strategic account management responsibility for a range of 3t Managed Services contracts, understanding client needs, and driving value through our products and services, acting as a champion for 3t and ensuring a “One 3t” philosophy in all engagements with the client.

The primary focus of the role is to maximise contract retention and growth through strategic, multi-level relationship building, product saturation, pricing escalations and optimisation of training insource.

The role will require a strategic approach to retention upselling, ensuring achievement of the annual 3t Managed Services budget and cash collection targets.

The Senior Key Account Manager is a key member of the 3t Managed Services leadership team, actively contributing to the strategic development of the division and its services.

As part of this role, you will be required to:

• Build and maintain strong relationships with key decision-makers and stakeholders within your designated accounts across 3t Managed Services and potential B2B as required
• Act as the main point of contact for allocated clients.
• Deliver on annual budgets for 3t Managed Services for allocated clients.
• Work closely with the Managing Director of 3t Managed Services to ensure effective delivery of strategic initiatives to meet and exceed annual budget.
• Implement and maintain strategic account plans for all allocated clients, actively following up and closing out on agreed objectives.
• Understand client goals and objectives to provide tailored solutions.
• Identify growth opportunities within existing accounts and collaborate with cross functional teams to implement strategies.
• Generate leads for wider 3t product streams to refer to relevant 3t Business Development Manager product specialists.

Duties and Responsibilities:

• Work closely with the Managing Director of 3t Managed Services to implement and maintain group wide account plans, action trackers and contract delivery team charts for all allocated accounts.
• Provide relevant insights to performance of allocated contracts in line with strategic account plans and annual budget.
• Maintain accurate records on CRM.
• Broaden client relationships across organisations, ensuring that these cover various business areas and levels of hierarchy, understanding and anticipating their specific training and workforce requirements.
• Work closely with Senior Managers – 3t Managed Services to drive best possible service into allocated clients.
• Proactively and reactively engage with clients to ensure every possible training course is insourced, maximising operational efficiency and profitability of the contract.
• Proactively engage with clients on their own road map, feeding back to the business any changes and demands and operational requirements.
• Proactively drive opportunities for price reviews on at least an annual basis.
• Maintain accurate client pricing in line with contracts across required 3t systems.
• Prepare and deliver high quality re-tender or renewal proposals for assigned clients, ensuring retention of all contracts.
• Work closely with the Senior Managers – 3t Managed Services to forecast delivery requirements and optimise processes and procedures for clients.
• Work closely with 3t digital to drive adoption of in house software to optimise service delivery and contract profitability.
• Monitor and analyse account performance metrics, identifying areas for improvement and growth.
• Maintain accurate and up-to-date records of sales activities, opportunities, and client interactions in the CRM system.
• Provide regular sales reports, forecasts, and market feedback to the management team.
• Work closely with 3t finance teams to ensure a proactive approach to cash collection and billing, optimising receivables and cash flow.
• Work closely with the Managing Director of 3t Managed Services to ensure a smooth and effective customer experience for our key client accounts.

The Person

At 3t our values of Innovation, Collaboration and Excellence are at the heart of what we do and reflect what is important to 3t, how we operate and fulfil our vision. We are looking for future colleagues who believe in the power of working together by being open and respectful, think creatively and dare to be different to find solutions and are dedicated, driven and passionate to strive for excellence. You will have:

• Results-driven approach with a focus on achieving and exceeding targets.
• Solution orientated sales mindset, listening to customer challenges and pain points and tailoring solutions appropriate to meet needs.
• Strong understanding of training and workforce development needs within the core Training Services industries. Excellent interpersonal and communication skills, with the ability to build rapport and establish credibility with senior-level executives.
• Excellent problem-solving and decision-making abilities.
• Ability to work collaboratively in a cross-functional team environment.
• Demonstrated ability to identify and qualify new Sales Qualified Leads (SQLs)
• Strong negotiation and contract management skills.
• Strong commercial acumen
• Self-motivated, target-driven, and able to work independently with minimal supervision.

Other Requirements:

• Proven experience of managing account management / sales teams in the energy sector
• Proven experience in a large/complex client account management role
• A strategic thinker with the ability to innovate and develop new approaches to the environment we operate in order to grow the business
• Familiarity with training management systems, learning management systems (LMS), or related technologies would be a plus.
• Knowledge of energy sector regulations, compliance requirements, and workforce development standards.
• Demonstrates a clear commitment to providing first class customer care / services.
• Highly organised / meets deadlines.
• Maintains a professional appearance which appropriately reflects the role and the Company’s image.
• Ability to remain calm and be assertive during busy periods or when dealing with challenging situations.
• Discreet with the ability to maintain confidentiality.
• Proficiency in using CRM software, Microsoft Office Suite, and other sales and productivity tools.
• The job holder is expected to be flexible and undertake additional duties commensurate with the overall responsibilities of the job, and that are within their competence, when required