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Executive Key Account for Energy Large Client
Posting Date: 10 Jan 2025
City: Genova
Location: Genova, IT, 16128 Roma, IT, 144 Rozzano, IT, 20089
Contract Type: Permanent
Division: Global Market Development
Level of experience: Director
RINA is currently recruiting for a Executive Key Account for Energy Large Client to join its office in Genoa, Milan or Rome, Italy within the Global Market Development Division.
Mission
The role is focused on managing strategic accounts in the energy sector, building and maintaining long-term relationships with clients, and improving their profitability through the comprehensive range of RINA services. The Key Account Manager is fully dedicated to achieving these goals.
Key Accountabilities
1. Maintain comprehensive knowledge of all services provided by RINA Group to Key Accounts, staying informed about ongoing opportunities and offers.
2. Develop and document the Key Accounts Strategy, Action Plans, and targets at the Group level, in collaboration with the Marketing and Sales Strategy Team and all Business Units.
3. Act as the primary internal and external contact for Key Accounts, representing RINA in client meetings and conferences, and ensuring continuous communication with all Business Units about ongoing activities.
4. Implement a proactive sales approach by leveraging RINA's full-service portfolio, promoting cross-selling opportunities, and fostering client trust and satisfaction.
5. Continuously evaluate Key Accounts’ performance, identifying trends, challenges, and growth opportunities.
6. Monitor and report on target KPIs, actions, and plans every month, and recommend corrective actions when necessary.
7. Participate effectively in Business Review meetings with the KAM team, sharing insights gained from internal and client-facing experiences to achieve short-term objectives and secure a competitive advantage.
8. Build and lead a dynamic, multi-business Unit Key Account team to ensure comprehensive and successful customer management.
9. Demonstrate excellent business acumen by understanding the broader business issues facing clients and offering solutions that ensure mutual profitability and satisfaction.
10. Anticipate client needs and act as a forward-thinking partner.
Education
Master’s Degree in Engineering General
Qualifications
1. Proven experience in the energy sector: Demonstrable expertise in managing large-scale energy clients and projects.
2. Client relationship management: Strong track record in establishing and maintaining trust-based, long-term relationships with large clients.
3. Communication skills: Exceptional written and verbal communication abilities.
4. Global perspective: Familiarity with international market dynamics and the ability to adapt strategies to meet diverse client needs.
5. Visionary approach: Ability to anticipate client needs and position RINA as a strategic partner.
6. Language skills: Fluency in English is essential.
7. BUILD NETWORK - Forge trust relationships, across departments, and outside the organization.
8. MAKE EFFECTIVE DECISIONS - Structure activities according to priorities, actions, resources and constraints.
9. ADDRESS THE WAY - Have a big picture of different situations and reinterpret it in a perspective way.
10. PROVIDE VALUE WITH PEOPLE - Value everyone's contribution through honest feedback.
11. THINK FORWARD - Capitalise on experiences and translate them into action plans for the future.
12. CLIENT INTIMACY - Embrace internal and external client needs, expectations, and requirements to ensure maximum satisfaction.
13. MANAGE EMOTIONS - Recognise one's and other's emotions and express and regulate one's reactions.
14. EARN TRUST - Take everyone's opinion into account and remain open to diversity.
15. PROMOTE SUSTAINABLE DEVELOPMENT - Promote commitment by keeping promises as a Role Model.
16. PIONEER CHANGE - Actively embrace change and benefit from the new circumstances.
With over 5,600 employees and 200 offices in 70 countries worldwide, RINA is a multinational player which provides certification, marine classification, product testing, site supervision and vendor inspection, training and engineering consultancy services across a wide range of sectors. Our business model covers the full process of project development, from concept to completion. The aim is to guarantee a project’s technical, environmental and safety - and sometimes also economic and financial - sustainability.
At RINA, we endeavor to create a work environment where every single person is valued and encouraged to develop new ideas. We provide equal employment opportunities and are committed to creating a workplace where everyone feels respected and safe from discrimination or harassment of any kind. We are also compliant with the Italian Law n. 68/99.
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