Principal Key Account Manager

Location: Flexible (Office or Home based)

Salary: Commensurate with experience

Job ID

Ricardo is looking for a passionate and experienced key / strategic account manager who is focused on developing and growing the relationships and corresponding order book within around 50 strategic accounts with a cross-Ricardo suite of sustainability, emergency response, and regulatory compliance solutions within the chemical industry.

The key objective of this role is to provide excellent account management to around 40-50 key / strategic accounts within our chemical profile. The principal level role is to maximise the client relationships to understand and identify business challenges they face across the Ricardo product suite, identify key market and competitor insight and seeking opportunities to up and cross sell our services, whilst maximising customer retention.

This role will form part of Ricardo’s wider Chemical Sector Sales Team, reporting to the Head of Account Management for the chemical sector.

Key accountabilities:

• Relationship Development – the KAM will be working directly inside the allocated strategic accounts to develop and expand the relationships we hold within them. The purpose is to work with them to identify business challenges they face across chemical risk and sustainability and create solutions alongside these.
• Account management - The Key Account Manager will help implement specific activities which support the account management strategy; to ensure client satisfaction and efficiency of delivery, communications and service management.
• Engagement- The Key Account Manager will focus on engaging directly with the client base to achieve the above, and also to identify key market insights, including market trends, regulatory challenges and competitor activity.
• Managing risk - They will act on any issues affecting prompt payment, satisfaction, long-term retention, etc. recognising, and where possible, preventing any risks arising from non-standard delivery, working with the respective teams.
• Guidance - The Key Account Manager will liaise with internal teams whose roles relate to service delivery, e.g.: consultants, customer services, product delivery team (emergency responders, procedures, data, accounts) and sales teams to advise and provide guidance on elements of Account Manager enabling others to deliver a high-quality service.

Key competencies and experience:

• Broad experience of Key Account Management sales and retention best practice.
• Demonstrable experience of quickly establishing relationships within accounts and leveraging relationships to achieve personal and business objectives.
• Track record of cross-selling different consultative capabilities outside of the current.
• Experience of over-performance against individual account management development and retention targets.
• A professional, organised and disciplined individual who has a proven track record of effectively and efficiently managing a large customer base.
• An awareness of how to make effective decisions in a complex delivery environment, balancing the business development objectives with the clients requirements.

Desirable experience:

• Experience of working within a consultative sales environment, for example within a consultancy, software, or similar environment.
• Experience in working within a sustainability, risk management, chemical response, regulatory or safety business area.
• Experience working with a CRM system, especially MS Dynamics, would be an advantage.

Skills and behaviours:

• An organised, commercially aware, target focused Key Account Manager professional who appreciates excellent customer service and client relationships are critical to achieving this.
• A team player able to work with a wide range of stakeholders both inside and outside of the organisation.
• Committed to continuous improvement of the business, the service delivery, and the clients risk management.
• Enthusiastic about sharing knowledge and expertise with the team to encourage improvement in the function of the customer service team as a whole.
• Comfortable working in a dynamic operational environment, occasionally involving elements of quick decision-making.
• Willing to embrace Ricardo’s values and aim to lead others towards high standards of behaviour and performance.

Working here:

You will be warmly welcomed into our workplace where every voice matters. We are diverse thinkers and doers, coming together to create a culture of inclusion. We will support you to find your place.

We will encourage you to use your passion and expertise to make a positive impact through the projects you work on. Your knowledge and desire to bring about change will be invaluable in helping deliver innovative solutions that support communities across the globe in becoming safer and more sustainable.

Work life balance:

We offer flexible approaches to work, whether that is working from home, being in the office, or as a hybrid worker. We're happy to discuss flexible working arrangements. Wellbeing is at the core of our culture, allowing employees to flourish and to achieve their full potential.

Benefits:

We want you to know how much you are valued. Your remuneration and benefits package will reflect that. You will receive a range of benefits which include support for your physical and mental health.

Our core benefits include 25 days' annual leave, plus 8 flexible bank holidays, a competitive company pension scheme, life assurance and professional subscriptions reimbursement. We also offer a wide range of flexible benefits to suit your lifestyle.

Diversity, Equality, and Inclusion statement:

We are an Equal Opportunity Employer, we believe in each person's potential, and we'll help you reach yours. We have an ambitious diversity, equality, and inclusion approach. We value diversity; recognising that a more diverse workforce creates a richer and more varied working environment. Diversity also drives innovation, by allowing us to offer our clients the best consultancy service that we can.

As part of our commitment to engage positively and pro-actively with all our employees and to ensure an inclusive culture, we are recognised as a 'disability confident' employer.

Next steps: