Key Account Manager

We are looking for a Key Account Manager to join ICR, based in Aberdeen.

The Key Account Manager will be responsible for managing and developing designated key accounts, strengthening customer relationships, retaining existing business and identifying new opportunities across ICR’s repair products and service portfolio including Technowrap Engineered Composites, Quickflange Weldless Connectors and INSONO to achieve agreed sales targets and deliver sustainable revenue growth.

This role will report to Head of Sales – UK & Europe.

The main tasks include, but are not limited to

• Develop and maintain a comprehensive sales pipeline, with a minimum six-month forward view of opportunities, ensuring the company CRM system is updated accurately on a weekly basis.
• Achieve agreed annual sales targets and strategic objectives across designated accounts.
• Develop and maintain strategic account plans to maximise revenue, retain existing business, identify growth opportunities and strengthen relationships with key customer stakeholders.
• Identify, develop and convert new business opportunities within existing accounts, including cross-selling and upselling ICR’s wider product and service portfolio.
• Support commercial negotiations and the development of proposals, quotations and commercial agreements to maximise revenue and profitability.
• Maintain accurate sales forecasts and provide regular updates on pipeline progression, account performance, risks and opportunities.
• Undertake competitor analysis and gather market intelligence to inform account strategies and support wider business development activities.
• Work collaboratively with Engineering, Commercial, Operations and Marketing teams to develop opportunities, prepare customer-facing materials and coordinate effective service delivery.
• Engage with the wider ICR sales team to share market intelligence, identify cross-selling opportunities and strengthen customer relationships across the Group.
• To positively and professionally represent ICR at conferences, trade shows and networking events with an aim to continually gather intelligence and feed back to the business using the appropriate tools.
• Support the wider ICR business strategy and comply with all company policies, procedures and HSEQ requirements.
• Travel as required to support customer engagement and business development activities.

Key Responsibilities

• Responsible for delivering agreed annual targets set for each account.
• Maintaining strong relationships within designated Accounts on behalf of the Company.
• Responsible for weekly sales forecasting and ensuring all Key Account plans are kept up to date at all times to include competitor analysis, market intel and commercial analysis.
• Ensure annual sales targets and strategic objectives are met or exceeded within designated accounts.
• Work closely with the marketing team to ensure all promotional material is up to date and fit for purpose.
• Retain current clients and grow the client base across ICR product lines.
• Recognise and adhere to all company HSEQ policies.

Key Interaction/interfaces

Heads of Sales – UK & Europe

Sales & Marketing Director

• Engineering, Commercial & Operations teams
• Interface with various internal departments in line with agreed internal processes to coordinate successful service delivery to the end user.
• Interface with various disciplines within agreed client accounts to promote all areas of service delivery connected with Quickflange.
• Interact with wider sales teams within the Group to help develop new client relationships or strengthen existing relationships.
• Meet regularly with key clients to ensure customer service and client relationships meet and exceed expectations.

Key Results

• Meet or exceed agreed company targets.
• Comprehensive Key Account Management plans in place.
• Continually grow Key Accounts to ensure ICR is the provider of choice.
• All competitor and market intel up to date at all times.

Key Skills, Experiences and Attributes

• Degree qualification in a relevant field such as Business Management is desirable but not essential
• Excellent communication, interpersonal and presentation skills;
• Strong commercial awareness, negotiation skills and a customer-focused approach.
• Proven ability to manage customer relationships and develop commercially valuable opportunities.
• Sales planning, pipeline management, forecasting and reporting capabilities.
• Initiative, drive and a proactive approach to business development.
• Strong planning, organisational and time-management skills.
• Good IT skills, including CRM systems, reporting and commercial analysis.
• Ability to understand technical products and communicate their value to customers.
• Knowledge of marketing and branding.
• A full driving license is a mandatory requirement.
• Willingness to travel domestically and internationally as required in the role.

Mandatory Company Training Requirements

Job specific training will be provided to build awareness of ICR product lines

Internal processes and IT systems

Company values and HSSEQ policy requirements

How to Apply

If you are interested in applying for the role, please send your CV and a covering letter to [email protected].