Account Executive

At World Kinect, our employees are the key to our global success. We are industry leaders due to the innumerable talents of our approximately 5000 strong professional team. Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued. Our high-performance culture is what allows us to drive sustained growth. Stronger together, we promote an environment where individuals can thrive.

POSITION:  Account Executive

BUSINESS SEGMENT: Global Energy Management, Sustainability, and Supply & Trade

POSITION LOCATION: Global

RESPONSIBILITIES:

The Account Executive supports their relevant line managers for overall accountability for a portfolio of customer accounts from end to end, from initial sales to the delivery of services and maximizing revenue opportunities. We currently offer various energy and sustainability services to customers throughout the EMEA region.

The Account Executive will manage their sales pipeline, build customer relationships, and ensure we deliver services and solutions exceeding our customers' expectations with support from the Client Manager. The Account Executive will manage customer accounts, foster strong relationships, and drive business growth.

Essential duties and responsibilities include:

• Owns a book of assigned customers for whom they hold accountability on account for all business targets:
  • Drives performance through targets and metrics.
  • Delivers growth and profitability across their respective areas.
  • Builds a relationship with the Client Manager and develops an account management approach that reduces task duplication and promotes efficiency and timely solutions.
  • Retention – takes a pragmatic view on the key areas on which to retain customers and grow their services with us.
• “Closes the deal” on new business and/or renewal of existing business and customer activity.
• Identifies and engages in opportunities to upsell and cross-sell additional products and services to assigned customers. Depending on the services and products identified, such cross-selling may require collaboration or “handing off” of opportunity to Account Executives in other segments or with specialized subject matter expertise needed to close the deal. However, you remain the lead of all your accounts.
• Partners with the Client Manager organization to manage the customer relationship.
• Works closely with Client Manager and fulfillment to ensure all committed contracted terms are delivered to the customer, including all SLAs.
• Is responsible for following all credit guidelines and internal compliance processes to ensure customer guidelines and contract terms are followed on each offering/service.
• Manages allocated customers' new services & renewal and associated contractual framework, including deal approval process, pricing, service description, legal, and creditworthiness for potential and existing customers.
• Actively prospects for new business opportunities based on marketing intel, global and regional sales leadership direction, portfolio referrals, and own lead information.   
• Market trends - Is permanently up-to-speed on market trends and customer activities and anticipates market dynamics that would impact the book of customers’ future business. Remains up to speed on all of our current and possible core/service offerings in order to identify opportunities for upselling additional products or services.
• Mentors other members of the team, including training their teams to grow knowledge and experience appropriate for their roles.
• Collaborate with internal teams, to ensure customers’ needs are met effectively.

PERSON SPECIFICATION (BACKGROUND AND SKILLS):

• The successful candidate will likely have vast and proven experience in an Account Management and Sales role, preferably in energy, sustainability, or risk management.
• Strong network/relationship-building skills and a drive to deliver sound solutions to our customers are essential. Having an in-depth background in sustainability, energy management and consulting services is critical.
• Strong sales and business acumen to enable successful sales to new customers is essential. A strong network and a passion for the services we currently sell and our ability to sell in the future are critical.
• Experience in customer-facing sales and account management is vital. Proven experience in growing and delivering a proven business pipeline across all aspects of its management with pace and accuracy.
• Willingness and ability to travel is essential.
• Robust interpersonal skills with the ability to deal with all levels of the business hierarchy are essential.
• Team working and collaboration experience and skills, as well as ability to work within a matrix organization, are essential.
• IT skills and experience or readiness to learn new sales and CRM tools is essential
• Excellent communication skills, both written and verbal, in English.

This list is not exhaustive.