Relationship Manager (Key Account Manager)

Job description / Role

Job Purpose:

- The Relationship Manager is responsible for selling to and managing a specific customer sector within Rapid Access’ portfolio of current/lapsed and potential customers.
- Reporting into the Regional Sales Manager and working closely with the credit control team, the role holder will be part of a team responsible for providing high quality and proactive business development opportunities within KSA and Bahrain region.
- The Relationship Manager will be given a defined customer portfolio and will be tasked with its growth and maximising revenue and profit against agreed targets by converting enquiries and sales proposals into confirmed orders.
- This role will manage existing broker relationships, leveraging their customer network and building direct contact with the end customer in order to increase direct machines on hire.
- This is predominantly achieved through field-based sales activity and account management of both the existing customer base and new business.
- The Relationship Manager is required to travel throughout the KSA & Bahrain

Key Responsibilities:

Account Management:
- Actively manage and develop all customers within an agreed portfolio which will extend across KSA and Bahrain
- Develop and sustain a solid relationship between Rapid Access and its customers
- Deal with all customer queries quickly, efficiently and cost effectively
- Ensure customer service and customer expectations are exceeded
- New Business Development:
- Manage relationships with brokers in order to leverage their customer relationships and network, and ultimately to grow Rapid machines on hire
- Through broker relationships, build and maintain contact base with end customer in order to increase direct machines on hire
- Growing the given portfolio through proactive prospecting through activities such as market research, networking and lead generation
- Updating the management team on topics such as industry trends, area performance, competitor activity, lost jobs, revenue and utilization
- Conducting customer sales visits with new and existing customers with goal of securing or retaining business

Targets:

Achieving all revenue and KPI (Key Performance Indicators) targets to include:
- Year-on-year revenue growth
- Redevelopment of dormant accounts to agreed percentage
- Retention of existing active customer base within agreed percentage

Reporting & Information Systems:
- Ensure the CRM system is routinely updated with information such as customer visits, quotes, forecasts
- Assist with production of sales activity, market and competitor analysis reports

Sales Support Activities:
- Preparing and coordinating customer proposals and quotations
- Provide support to cash collection activities

Credit Control Activities:
- Responsibility for a client ledger of accounts and act as a point of contact for the country’s credit related escalations and queries
- Executing company’s credit policy within their area of responsibility
- Regular calls and follow-ups with customers to ensure the delivery of invoices, collection of payments and solving payment disputes
- Communication of disputed invoices, credit notes required. Chasing to ensure a prompt resolution
- Coordinate with the advocates for the legal cases and keeps an up to date record of the status of each pending case

Salary:
SAR 15,000 to 17,000 per month inclusive of fixed allowances.

Requirements

The chosen candidate will meet ALL the essential criteria below:

Essential:
- Proven track record in a business-to-business target –driven, consultative sales role in the heavy plant, machinery or construction related industry sector
- Ability to demonstrate effective negotiation skills and deliver convincing arguments in order to win commercially viable business
- Experience of strategically growing business in an assigned territory through an understanding of a customer base, competitor activity and buying behaviours
- KSA industry sales experience
- Competence in the Microsoft Office suite including Word, Excel and PowerPoint
- Valid car driving licence

Desirable:
- Fluent in Arabic , English and Hindi

Person specifications:
- Well-presented, commercially astute individual with a strong understanding of business development activities
- Strong written and verbal communication skills
- Strong interpersonal skills with the ability to successfully build rapport with others
- Ability to establish credibility and be decisive
- Self motivated, dynamic and confident, with the ability to work on own initiative
- Detailed, organised and results oriented

About the Company

Established in 1996, Rapid is the Middle East leader in powered access equipment rental & sale, and part of Europe's largest powered access rental company, Lavendon Group plc.

At Rapid, we offer wide range of MEWP's (Mobile Elevating Work Platforms), which offer a number of features making them particularly suitable for different types of applications.

• Steel Erection and construction
• Lighting and electromechanical maintenance
• Industrial and building maintenance
• Signage and Events
• Outside Broadcasting
• Telecommunications maintenance
• Facilities Management
• Airport, Ship and Highway Maintenance

As members of the team committed to providing strength on the ground and performance in the air we work with a simple business philosophy 'Your success is ours'.