KEY ACCOUNT MANAGER – ENGINEERING CONSULTING, CONSUMER ELECTRONICS DOMAIN

Overview

Quest Global is a global market leader in diversified engineering solutions and a long-term partner to numerous companies in Transportation, Aerospace & Defense, Aero Engines, Industrial & Hi-Tech, Medical Devices, Oil & Gas and Power.

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KEY ACCOUNT MANAGER – ENGINEERING CONSULTING, CONSUMER ELECTRONICS DOMAIN Location: Milan area

Overview

For an important project based in Lombardia, Milan area, we are seeking an experienced Key Account Manager to manage and implement a strategic partnership with an important client within the Consumer Electronics domain, aimed at supporting the client with qualified Product Testing and Validation engineering operations. The ideal candidate will be responsible for overseeing client relationship management, business development, and the effective delivery of engineering operations, ensuring that both client satisfaction targets and business targets are met flawlessly.

Role Responsibilities

• Client relationship management – maintaining relationships with operational client personnel.
• Business development – responsible for building a multi-million-dollar portfolio, driving revenues within the assigned account scope by owning the entire Opportunity Management cycle: Prospect – Evaluate – Propose – Close.
• Identify business opportunities, selling concepts to the client where required and influencing the client to provide additional business based on demonstrated capability and past performance.
• Conduct research, map the account and competitors, and perform client presentations, estimation efforts, proposals and negotiations.
• Collaborate with the Delivery Manager to address people or infrastructure issues affecting delivery for the specific client.
• Balance multiple projects for the client that may involve different delivery managers or horizontal competency units’ resources.
• Bring Go-to-market solutions to clients within the account scope; drive revenues from sponsored go-to-market solutions.
• Work closely with Solutions Leaders to build customized solution pitches and drive the revenue and delivery of these solutions within the account scope.
• Account planning and governance — fully responsible for all client management processes: Plan – Sell – Deliver – Manage.
• Build an Account Plan detailing required relationships, opportunities to pursue, expected revenue, and potential threats and weaknesses to address.
• Pricing decisions within the scope of the Master Services Agreement.
• Provide pre-sales proposal support for new business development outside of the account scope.
• Input for building future alliances with relevant product vendors.
• Develop a sales plan prioritizing prospects, opportunities, and accounts based on inputs from the assigned account.
• Drive service offerings and capabilities into the target account to drive revenue growth.
• Responsible for pricing to achieve winning prices and profitability targets.

Work Experience & Skills

6+ years of experience with strong sales, relationship management, and account management background. Experience managing a business of a $4–$6 million account is desirable. Vertical/domain knowledge and software development knowledge related to the account is required. Strong foundation in engineering services sales and business development. Hands-on experience with proposal creation, leading cross-functional campaigns (CFTs) and proposal presentations. Strong leadership, interpersonal, communication and presentation skills. Experience managing complex sales processes and highly consultative selling in campaigns. Excellent networking and relationship-building abilities. Excellent written and verbal communication skills. Proficiency with customer relationship management software to track and manage campaigns. Experience working with a global delivery model and geographically dispersed solution teams. Strong technical acumen with end-to-end sales, delivery, and transition experience, capable of providing high-level solutions to customer requirements. Motivated self-starter who does not require heavy oversight. Ability to forge relationships and build trust both within and external to the organization.