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Key Account Manager - ICIS - South Korea

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Sales
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Reed Business Information
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ASC0002Q Requisition #


 

·         Systematically gather and compare information from a wide variety of sources   

·         Spot and understand the links between different pieces of information  

·         Review progress regularly and provide this information to others, as appropriate

 

Decisions are guided by organization and functional strategies and objectives

Sales Track Individual Contributor (Farmer)

 

Job Summary

Key Account Manager should be able to work autonomously to generate revenue using a value-based sales methodology to prospective ICIS customers for promotion and basic support of ICIS' products as well as sign-posting customers in need of technical assistance. This is an individual contributor role.

 

Industry Knowledge

An Key Account Manager will have proficient grasp of the gas and petrochemicals markets and will have demonstrated a willingness to learn. They should continually build a knowledge of business, products/services and the market.

 

Responsibilities

 

Customer Focus

  • Establish strong customer relationships through strong influencing skills, understanding the customer’s business, and issues affecting their marketplace
  • Build trust and commitment with a broad range of customers    
  • Seek, and act on, customer feedback to improve own performance and the customer experience  
  • Foster a mind-set in others where they are encouraged to put customers first as well as going beyond the day to day working to wow customers
  • Understand and promote the unique benefits of our products and services to delight existing and potential customers         
  • Use a wide variety of internal and external networks, to provide the best thinking and solutions for customers               

 

Competencies

Displays High Integrity and Honesty

Model RELX core values by mirroring one’s words with action — fostering diversity and inclusion, valuing and respecting differences, demonstrating and inspiring high ethical standards and actions, showing greater concern for the well-being of others over self, honoring commitments and promises, and acting decisively.

  • Produce a high standard of results and encourage others to do likewise
  • Take the time to recognise and celebrate the successes and achievements of others as well as providing timely feedback
  • Develop an international perspective
  • Keep fully up-to-date with the professional knowledge required in my role
  • Show the ability to be flexible and adaptable when confronted with the unexpected

 

Drives for Results

Doing everything possible to contribute to strategic goals by persisting in the face of obstacles, maintaining and communicating a clear vision of the desired results, holding self and others accountable for achieving results, leading or championing efforts to increase productivity and goal accomplishment throughout the organization.

  • Identify opportunities for generating revenue or improving our business offer            
  • Use knowledge of competitor strengths, weaknesses and strategies to inform decisions and plans
  • Look ahead to identify barriers to delivery and make plans to overcome them             
  • Look for opportunities to stretch and develop myself
  • Identify ways in which to attract new customers to our business
  • Develops market (including new market) and account sales strategies
  • Plans own territory or account approach and manages own resources/time
  • Question individual tasks that don’t seem to add value to the delivery of our business

Solves Problems and Analyzes Issues

Make good decisions based on a mixture of analysis, wisdom, experience and judgement. Quickly grasp the complexities of problems and use sound analyses to identify solutions, foresee obstacles, and recognize opportunities for the organization. Encourage alternative approaches and new ideas; provide analysis and solutions to complex problems to others as requested; bring strategic perspective to challenging situations; make decisions based on organization’s goals; identify patterns and trends in complex data, and use those patterns to outline a path forward.

  • Identify the root causes of problems
  • Generate decisions that are logical, based on the data and context, that have a clear rationale
  • Effectively make use of all the tools that are available, and ensure that the data I am accountable for is always up to date.

Communicates Powerfully and Prolifically

Facilitate open communication and understanding throughout the organization. Listen in order to get clarification, an understanding of intent, and to solicit a diverse range of perspectives by skilfully communicating new insights, tailoring messages to the appropriate audience, sharing information in a clear, concise and inspiring way and ensuring others understand how their work contributes to broader objectives.

  • Use insightful, open questions to understand the underlying needs of others
  • Explain and justify my own point of view, presenting compelling evidence
  • Present information in a way that is jargon-free, professional and suited to the audience
  • Help others to understand their purpose, goals and targets in their work
  • Share and clarify information to ensure that others are not kept in the dark
  • Demonstrate the ability to bring others with me when working to achieve tasks or goals
  • Actively contribute thoughts and ideas about how to achieve individual/team goals and support others in doing the same
  • Demonstrate the ability to communicate changes and gain buy-in to them from others
  • Help colleagues to understand their role in driving forward changes in their part of the business

Inspires and Motivates Others

Build high enthusiasm and motivation in an effort to encourage others to stretch and reach goals beyond what they originally thought possible. Exhibit a personal commitment to producing exceptional results for the organization by cultivating a positive, can-do attitude toward work and effort within the organization, energizing others to go the extra mile and creating a positive emotional connection with everyone in the organization.

  • Regularly seek my own feedback to understand and improve performance
  • Take the time to recognise and celebrate the successes and achievements of others as well as providing timely feedback
  • Encourage others to make connections between their role and the success of our business
  • Share my knowledge and skills to help encourage and support others to develop

 

Collaboration and Teamwork

Actively develop strong supportive and collaborative working relationships with others across all career levels, functions, cultural and organizational boundaries to achieve objectives. Gain the trust and respect of others by encouraging and enabling cooperation, resolving/addressing conflicts that effect performance, building and cultivating diverse teams, and actively seeking opportunities to work with others across the organization.

  • Readily share resources to support broader business priorities
  • Build trust with other teams and adapt my approach to working with them according to their needs
  • Establish relationships with colleagues from different levels to support our business priorities
  • Adapt the way I work with others to take into account the needs of different types of teams and other cultures       
  • Make sensitive suggestions for improvements that can be made when team processes aren’t working
  • Create opportunities to share knowledge and expertise with others

 

Develops Strategic/Board Perspective

Demonstrate a long-term perspective of the organization by understanding key business drivers, anticipating challenges, and navigating ambiguity and complexity. Effectively translate the organization’s vision and objectives into challenging and meaningful goals by understanding how individual contribution enables the organization’s business strategy, vision, mission, and values. When appropriate, communicate the highest priority strategic initiatives while considering the future business environment, challenges and trends.

  • Communicate the need to show a return on investment within my part of the business

 

RBI is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. 


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