Jeff Durrant Email & Phone Number

Uk

1. Develop (and agree both internally and externally) the annual Key Account plan for each Key Account in the area of responsibility. These Key Account Plans are aligned with the overall business strategy and any agreements with relevant strategic partners (OEM etc). They should also be aligned to internal marketing initiatives and product/services launches, the Key Account’s expectations and needs as well as being fully compliant to both BP’s and customers HSSE and Ethical and compliance standards. They will encompass improvement of agreed performance indicators for both the Key Account and BP and drive increased overall profitability in line with the business strategy.2. Input to and execute an agreed Prospecting strategy for key accounts, including data gathering, market knowledge, stakeholder and relationship management and tender/offer processes, which may include participation in processes across several territories and/or countries, as well as channels.3. Implement the annual Key Account plan with the Account portfolio, in particular regarding:a. Identifying critical customer needs, and match our Value Proposition to those needs.b. Execution of agreed activities to maximize Customer and Company objectives and valuec. Stakeholder and Relationship management at all levels and through all functions of the Customer and the Companye. Manage all revenues and costs associated within the activity at the Key account to maximise impact on account profitability4. Collect and monitor results from the execution, both from a Customer and a Company perspective, and analyse against the planning, and run (min) quarterly Business reviews in order to undertake corrective actions if necessary. Share insight, market knowledge and experience in structured format using available CRM tools and methodology.5. Understand and fulfil agreed specific Product Quality & Compliance accountabilities which apply to the role of National Key Account Manager.

Full Technological Certificate, Production Engineering

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