Posting Date: 8 Nov 2024
City: Rio de Janeiro
Location: Rio de Janeiro, BR
Contract Type: Permanent
Division: Global Market Development
Level of experience: Director
RINA is currently recruiting for a Petrobras Executive Key Account Director to join its office in Rio de Janeiro within the Global Market Development Division.
Mission
The role is focused on handling the strategic accounts, building and maintaining long term relationships with them and improving their profitability through the complete range of RINA services, Key Account fully dedicated.
Key Accountabilities
Being aware of all the services provided by RINA Group to the Key Accounts, and up to date with the state of the ongoing opportunities and offers.
Stating and writing the Key Accounts Strategy, Action Plans and targets at Group level, in collaboration with Marketing and Sales Strategy Team and all the Business Units.
Being the internal and external reference contact person for the Key Accounts and also representing RINA at client's meetings, conferences, and keeping all the Business Units informed of all ongoing activities.
Implementing a proactive sales approach, based on the full service portfolio at Group level, cross selling and fertilization among all the Business Units and network, trust relationships and customer satisfaction.
Continuously assessing Key Accounts' viability, evolutions and results.
Monthly monitoring and reporting about target KPIs, actions and plans, identifying corrective actions, if needed.
Effectively attending the Business Review meetings with the whole KAM team, sharing all the information collected within RINA and from on the job experience, useful for achieving the short term objectives and competitive advantage.
Building and working with an effective, dynamic and multi Business Units Key Account team for the successful 360 degrees customer management.
Excellent business acumen: being able to see the bigger business issues for the client and help the client manage their business, but also ensuring all business deals are profitable for both sides (client and RINA the highest customer satisfaction).
Anticipating customer needs (act as a visionary).
Education
Bachelor's Degree in Engineering General
Qualifications
Competencies
BUILD NETWORK - Forge trust relationships, across departments, and outside the organization
MAKE EFFECTIVE DECISIONS - Structure activities according to priorities, actions, resources and constraint
ADDRESS THE WAY - Have a big picture of different situations and reinterpret it in a perspective way
PROVIDE VALUE WITH PEOPLE - Value everyone's contribution through honest feedback
THINK FORWARD - Capitalise on experiences and translate them into action plans for the future
CLIENT INTIMACY - Embrace internal and external client needs, expectations, and requirements to ensure maximum satisfaction
MANAGE EMOTIONS - Recognise one's and other's emotions and express and regulate one's reactions
EARN TRUST - Take everyone's opinion into account and remain open to diversity
PROMOTE SUSTAINABLE DEVELOPMENT - Promote commitment by keeping promises as a Role Model
PIONEER CHANGE - Actively embrace change and benefit from the new circumstances
With over 5,600 employees and 200 offices in 70 countries worldwide, RINA is a multinational player which provides certification, marine classification, product testing, site supervision and vendor inspection, training and engineering consultancy services across a wide range of sectors. Our business model covers the full process of project development, from concept to completion. The aim is to guarantee a project's technical, environmental and safety - and sometimes also economic and financial - sustainability.
At RINA, we endeavor to create a work environment where every single person is valued and encouraged to develop new ideas. We provide equal employment opportunities and are committed to creating a workplace where everyone feels respected and safe from discrimination or harassment of any kind. We are also compliant to the Italian Law n. 68/99.
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