ABOUT THE POSITION:
The Strategic Key Account Manager is responsible for strengthening and deepening the relationship with up to three Regional Key Accounts in EMEA. Our Key Accounts have ambitious plans that will transform the way we power Europe and the world, and your role is to make sure they are able to achieve their goals by supporting them with the best insights and product and solutions available.
As the Strategic Key Account Manager, you will be crucial to ensuring the sustained success of the business by focusing on the following key areas:
Strengthen the Customer Relationship:
· Serve as the primary point of contact at Fluence for the customer, regardless of geography or stage of the business.
· Build strong and long-lasting relationships with customers on a strategic level based on mutual trust and understanding. Ensure that a deep network across multiple functions and geographies is established and maintained.
· Engages in key account events, seminars, and play an active role in industry movements to gather information that keeps Fluence ahead of competition and up to date with the latest best practices in account management.
· Develop and execute on a structured account management program with the customer, including regular business reviews with all relevant stakeholders and leaders. Maintain an activity tracker and ensure timely follow-up on all items.
· Support the negotiation of framework agreements to enable us to scale efficiently with the customer.
Deliver Insights & Transparency:
· Set-up deep dive sessions with different technology teams, manufacturing locations, and sub-suppliers to provide transparency and enable opportunities for further improvement.
· Work with customers on continuous improvement initiatives, such as aligned product roadmaps, ESG initiatives, and joint risk assessments.
· Understand the customer’s business cases in each market and work with Growth team to deliver additional insights.
· Provide opportunities for upselling additional services such as Fluence Nispera (APM) and Augmentation or Repowering Services.
Internal Collaboration
· Ensure alignment across the business units, regions, and business functions, including sales, delivery, services, and digital. Serve as escalation point for any internal conflicts on prioritization.
· Work closely with Business Unit Sales and Deal Teams to ensure all offers to the customer are aligned and meet the strategic goals we have set out for the customer.
· Create cross-functional engagements and understandings with necessary departments, in an attempt to align goals and approaches that facilitate smooth achievement of key account objectives.
· Work closely with Marketing, Customer Solutions, Supply Chain, and Product to ensure we continue to provide value to customers, especially outside the typical procurement process.
· Identify areas for improvement in the account management and sales process and drive these initiatives forward or ensure they are handed off to most relevant functional leader.
Financial:
· Develop performance objectives, annual sales targets, and critical milestones for monthly / quarterly, and annual periods. Ensure business units and regions are aware of upcoming activity and planning to support the work.
· Establishes revenue goals and strategies that advance the accounts’ performance and enables the achievement of the business’s financial goals.
· Develop customer growth plans, measurement, performance benchmarking, troubleshooting performance gaps, formulating and nurturing outstanding initiatives.
What will our ideal candidate bring to Fluence?
· Extensive experience in the energy sector, with knowledge of energy storage and power markets in Belgium, Netherlands, and France a plus.
· A minimum of 7 years of work experience, with at least 3 years working in account management within a fast-paced and highly competitive business environment.
· Bachelor’s degree in Business management, engineering, energy, economics, or any other related field. An equivalent of the same in working experience is also acceptable
· Impressive track record of meeting and exceeding customer expectations and sales targets.
· Proven and successful track record in establishing strong, long-term customer relationships, being able to retain the highest-value relationships.
· Fluent English is a requirement, as well as a proficiency in one of the following languages: French, Dutch, Flemish, or German.
· High proficiency in Microsoft applications, which are necessary for the creation of visually and verbally engaging reports and presentations.
· Customer-oriented, results-focused, with integrity and respect in the performance of duties.
· Self-motivated going beyond the call of duty, with an ability to handle multiple projects simultaneously and meet deadlines, have exceptional organizational skills, and demonstrate calmness in uncertain and stressful situations inspiring the same in the team.
· Committed and highly collaborative individual who values the input of colleagues and involves others in important decision making.
· Ability to lead with a vision establishing a healthy working culture in the team.
