Key Account Manager

Role Overview

• As a Key Account Manager your key area of responsibility will be own and develop specific, large, strategic accounts, taking responsibility for the revenue retention and growth strategy of the account.
• This highly cross-functional role collaborates with Business Development, Solutions Engineering and Product to grow revenue and identify new areas of value for the customer targeted to the customers business divisions across senior leadership.
• Seek, develop and cultivate collaborative relationships with the C-Suite of our Large Accounts, leveraging these high-level connections to understand strategic priorities, align solutions with executive goals, and secure long-term partnerships by providing innovative, valuable business recommendations around large fleet best practices.
• Actively expand the subscription base and increase the usage of Geotab's products and services, including marketplace offerings like cameras and asset trackers.
• Directly responsible for meeting and exceeding assigned revenue targets for account growth, ensuring a strategic approach to generating revenue through account expansion.
• Own the management of Enterprise accounts to a best-in-class standard, ensuring the basics of excellent account management are covered within regular business reviews to ensure the accuracy of forecasting, early identification/management of issues and appropriate SLT engagement from Geotab as well as ensuring Geotab is driven to the next level within the customer by actively seeking ways in which Geotab’s products and services can be utilised to drive innovation within the account.
• Consult with strategic customers on best practices in change management, technology implementation, customer experience, and other topics critical to program success.
• Educate and articulate the value of continual investment in the data provided by Geotab and our partners.
• Utilize pilots to quantify the value created by engaging with the Geotab ecosystem with the support of Strategic Account Advisors and Business Development.
• Provide strategic feedback to Geotab’s regional leadership based on localized and global activities and successes, fostering a cohesive global strategy.
• Maintain up-to-date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned verticals.
• Develop an informed short and long term customer strategy roadmap for internal Geotab stakeholders including Product, DNA, and Marketplace.
• Identify and map out key stakeholders within Geotab and within each strategic global account, ensuring comprehensive coverage and understanding of all ongoing discussions and opportunities including emerging markets.
• Utilize project management skills to oversee and manage account activities effectively, ensuring a consistent and impactful approach across all regions.
• Utilize an in depth knowledge of Service Delivery and support processes to ensure assigned customers are maximising the benefits of Geotabs services and paths of issue management via processes which are efficient for Geotab and the customer.
• Promote and raise the profile of the Geotab solution offering, ensuring that the company achieves positive brand equity and captures market/mind share.
• Understand the competitive landscape and provide feedback and direction to Marketing and senior leadership within Geotab.
• Provide input on new business opportunities, competitive analysis, market trends, and business environment.

Requirements

• 8
• 10 years of experience in a consultative sales function.
• Experience in technical sales or in the telematics industry
• Fluency in Spanish is a must
• Exceptional skills in developing and maintaining client relationships.
• Able to anticipate and understand customer’s needs and provide viable solutions.
• Proven track record in developing new sales and accounts.
• Entrepreneurial mindset and comfortable in a flat organization
• Strong aptitude for understanding technical and business requirements.
• Demonstrated success in accurately forecasting account and volume activities, meeting and exceeding goals.
• Strong analytical skills with the ability to problem solve well-judged decisions.
• Highly organized and able to manage multiple tasks and projects simultaneously.
• Localized Data Privacy and Regulatory practices
• Actively engage with both internal and external key stakeholders, facilitating communications and strategies across different regions, especially where Geotab's presence is emerging or needs strengthening.
• Utilize project management skills to oversee and manage account activities effectively, ensuring a consistent and impactful approach across all regions.
• Have a detailed understanding of Service Delivery and Support processes to ensure the value of these services is effectively articulated to the customer and their expectations are managed in line with the reality of business process
• Ability to translate technical solutions to meet customer requirements.
• Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.

Benefits

• Flex working arrangements
• Home office reimbursement program
• Baby bonus & parental leave top up program
• Online learning and networking opportunities
• Electric vehicle purchase incentive program
• Competitive medical and dental benefits
• Retirement savings program