Key Account Manager - Offshore, North Sea Region

MacGregor is a global company that operates in 30 countries with 2000 employees. We provide sustainable cargo and load handling with a strong portfolio of products, services, and solutions to the maritime and offshore industries. Our solutions are found in over half of the world's merchant fleet. We believe MacGregor is a great place to work and we are looking for innovators with an international mindset to join our team and help us create lifetime value for our customers. MacGregor – Let's shape the future together.

The Key Account Manager is responsible for driving profitable sales growth and ensuring reliable service delivery for a defined set of strategic customers. This is a hands-on, customer-facing role that combines commercial ownership, strategic account planning, relationship management, and operational coordination. In this role, you will take full ownership of a high-value portfolio, specifically focusing on strategic Offshore segment customers. You will act as the primary point of contact for your assigned key accounts, taking full ownership of sales performance, service execution, and customer satisfaction.

Day-to-day, you will work closely with internal teams to deliver on commitments, plan and execute targeted sales plays, and ensure smooth resolution of customer needs. You will also develop and maintain account plans, set and track sales targets, prepare forecasts, and continuously identify opportunities to grow revenue across spares, maintenance, and service offerings. The role requires a proactive, results-oriented approach and the ability to balance strategic planning with practical, daily execution. This role involves visiting our customers on a regular basis. You should be open to traveling either locally or internationally, depending on the accounts you will manage. Reporting directly to the Director, Strategic Accounts. We are looking for candidates based in the UK in the close proximity of Aberdeen.

• Proactively use data and customer insights (e.g., account performance, fleet operations, dry-docking schedules, buying patterns) to identify opportunities and translate them into proactive sales plays.
• Execute, and follow up on proactive sales plays to drive growth and strengthen relationships.
• Monitor account performance and take corrective action to ensure revenue, margin, and service-level targets are achieved.
• Act as the primary point of contact for assigned key accounts, ensuring responsiveness and ownership of all interactions.
• Build and maintain strong, long-term partnerships based on reliability, trust, and continuous improvement.
• Develop and maintain a practical account plan with clear sales targets, up-to-date customer stakeholder maps, service priorities, and effective sales plays.
• Know all key stakeholders at your customer accounts, maintain active relationships with each, and engage regularly as relevant to the account’s business priorities.
• Escalate internal roadblocks that impact delivery or customer experience through the win-room format, and bring forward constructive suggestions on customer engagement to key executive stakeholders.
• Coordinate internal stakeholders to maintain alignment on account plan, priorities and ensure proactive issue resolution.
• Work closely with Customer Experience, Service and other teams to deliver on SLAs and ensure a seamless customer experience.

To succeed in this role, you need deep knowledge of the Aberdeen Oil & Gas market and a good understanding of MacGregor’s customers. We are looking for someone with a strong commercial and sales background who can drive results. Technical experience with our product lines and an awareness of our competitors would be a significant advantage. Ideally you have:

• Minimum five years of experience in an account manager role (preferably in maritime/offshore industry).
• Proven track record of planning and executing successful sales growth.
• Results- and future-oriented, solution-focused mindset.
• Experience in stakeholder management and customer interaction skills.
• Bachelor's degree in Maritime engineering, Sales or Business - nice to have.
• Excellent feedback on working with different roles and organisational levels.
• You must be ready and willing to travel to visit customers on a regular basis, (either locally or internationally depending on the accounts).
• Good written and spoken English skills.

Our people are behind every success. People create the technology and product lifecycle solutions that make us great, our people are the ones who innovate, and people drive our business forward. With us you will be part of an international collaborative working culture with challenges and opportunities to further develop yourself professionally. We enable sustainable global maritime operations by maximizing efficiency in cargo and load handling. Values guide our work:

• Integrity steers all our thinking, behaviour and the relationships with our customers and other stakeholders.
• Quality is valued in our processes, products and services and helps to improve our customers’ performance and our own competences.
• Safety is essential in everything we do.

MacGregor is an equal opportunity employer. We recognise that diversity is key to our continued success, and strive to maintain a fair and equitable recruitment process for all applicants.

Do you have questions regarding the role? Please contact Steve Bennett, Director, Strategic Accounts at steve.bennett@macgregor.com.