JOB TITLE: Key Account Revenue Manager
DEPARTMENT: Commercial Retail
REPORTING TO: Country Lead
ADDITIONAL INFO: Frequent travel to customer sites will be required within KSA and the region
PURPOSE OF POSITION
The purpose of the Key Account Revenue Manager role is to strategically drive revenue growth and optimize profitability within high-value accounts by managing pricing, forecasting, and account-specific revenue strategies. This role is responsible for analyzing market trends form key account perspective, customer data, and sales performance to develop targeted pricing models and revenue initiatives that align with both the company’s financial goals and the unique needs of key accounts.
Through collaboration with sales, finance, and marketing teams, the Key Account Revenue Manager ensures that pricing and revenue strategies are not only competitive but also sustainable, fostering long-term relationships with key clients and maximizing lifetime value. This role demands strong analytical, strategic, and relationship management skills to navigate complex account dynamics and deliver consistent profitable growth.
KEY RESPONSIBILITIES
- Client Relationship Management: Build and maintain strong relationships with key clients to define their needs through insightful engagement, anticipate potential challenges, and support revenue growth.
- Develop and Execute KA Revenue Strategies: Design and implement customized revenue strategies for key accounts, ensuring alignment with company financial goals.
- Conduct Pricing Analysis: Analyze pricing trends and competitor benchmarks to set optimal pricing models to maximize the company’s wallet share within the account
- Forecast Revenue: Collaborate with Country Lead and other stake holders to create accurate revenue forecasts and adjust strategies as needed to meet targets.
- Monitor Market Trends: Continuously assess market conditions, customers behavior, and industry developments to adjust pricing and account strategies.
- Escalation and After-Sales support: Ensure that the company is providing timely support in accordance with agreed response time, SLA, AMC and manage related escalations to ensure sustaining customer satisfaction.
- Drive Profitability: Identify revenue optimization opportunities, including upsell and cross-sell initiatives, to maximize profitability in key accounts.
- Lead Cross-functional Collaboration: Partner with sales, finance, marketing, and COE teams to develop cohesive strategies that meet both client needs and revenue targets.
- Analyze Account Performance: Track and evaluate key performance metrics to understand account growth, client satisfaction, and the effectiveness of revenue initiatives.
- Prepare and Present Reports: Develop clear, data-driven reports and presentations for senior management and key clients, outlining account performance and revenue projections.
- Negotiate Contracts and Agreements: Support contract negotiations and renewals to secure favorable terms that align with pricing and revenue strategies.
- Identify Growth Opportunities: Spot new opportunities for account growth through market expansion, service enhancements, or customized product offerings.
- Ensure Compliance: Work with legal and compliance teams to ensure that all pricing models and contracts adhere to regulatory standards and company policies.
DELEGATION OF AUTHORITY
As per the Delegating of Authority (DOA), installation audit, stop/start projects based on quality, SLA
POSITION RELATIONSHIPS
Internal
- Sales
- KAM
- PM
- Finance
- Ops
- DDS
- HD
External
- Key accounts
- Contractors
- System integrators
- 3rd party suppliers
MEASURES OF PERFORMANCE (INDICATORS)
Leading Indicators
- Bookings (orders) YOY Growth
- Funnel metrics (Std FM KPI’s)
Lagging Indicators
- Revenue
- Profit margin
- SLA, AMC performance
PERSONAL QUALIFICATIONS & EXPERIENCE
Education/achievements
- Mechatronics, Electrical /or Mechanical Engineering degree•
- Knowledge Coding and various development applications
- Business Degree
Experience/Knowledge
- A minimum of 5 years of progressive responsible experience in a directly related area, during which technical, analysis rapport has been established as a professional.
- Extensive experience in point of sales systems.
- Demonstrated Experience in Influencing and directing conversations with others through storyboard telling
- Product & solution knowledge (in-depth)
- Understanding end to end requirements including product maintenance, reporting requirements etc.
- Understanding the link between their role and the sales role and deep appreciation of how the role impacts the business meeting sales targets
- Demonstrated experience in client engagement to elicit requirements and build a solution based on an initial vague or ambiguous requirement
- Regulatory Experience
- Track record of driving commercial activities and achieving sales targets
Specific Skills
- Extensive Knowledge in Automation, especially Point of Sales, and forecourt solutions
- Experience in Cloud technologies
- Analytical skills
- High Calibre presentation skills to all client levels, including C-Suite clientele
- Strong interpersonal skills
- Innovator
- Ability to aggregate different technology platforms
- Problem solver
- Displays discipline and logic;
- Uncovers and clearly articulates the problem that needs to be solved.
- Is committed to excellence and understands how daily work impacts the customer
- Highly organized and task and deadline oriented displaying intense sense of urgency
- Dedicated to exceeding customer expectations
- High problem-solving aptitude
- Very solid commercial exposure and ability to adopt value selling approach
- Strong customer facing interaction
- Travel and flexibility
- Ability to work under pressure
- Demonstrate humility and self-awareness
Gilbarco Veeder-Root represents the leading brands of solutions and technologies that provide convenience, control, and environmental integrity for retail fueling and adjacent markets. In 2002, the Gilbarco and Veeder-Root companies combined into one marketing brand, with distinctive and complementary business lines, services, and sales capabilities. Veeder-Root is the world's leading supplier of automatic tank gauging and fuel management systems and one of the few companies in the industry to design, manufacture and service its own products; supplying and integrating the broadest range of new and proven technologies to reduce cost of ownership, enhance environmental integrity, and improve performance and profitability for petroleum marketers and commercial fueling enterprises worldwide.
Vontier is a $3B global industrial technology company focused on smarter transportation and mobility. Our five operating companies—Gilbarco Veeder-Root, Global Traffic Technologies, Teletrac Navman, Matco Tools, and Hennessy Industries—are united by a powerful purpose: mobilizing the future to create a better world. Our portfolio of trusted brands includes market-leading expertise in mobility technologies, retail and commercial fueling, fleet management, telematics, vehicle diagnostics and repair, and smart cities. Vontier’s pioneering solutions advance safety, security, efficiency, and environmental compliance worldwide.
Energized by our shared purpose and values, we have a strong culture shaped by a deep organization-wide commitment to inclusion, diversity, and equity (ID&E) and corporate responsibility. Eight vibrant global employee resource groups serve as powerful focal points for connection, community, and advocacy, and we actively support community causes through Vontier Cares. We offer flexible remote and in-person, open-space work options.
The Vontier Business System (VBS), our engine for success and our competitive advantage, powers every aspect of our business performance through a continuous improvement mindset. As we look to the future, we will continue to evolve VBS to prepare our teams for new challenges and opportunities, and to stay on the forefront of changing technologies through fast iteration and focused experimentation. To learn more about us visit: www.vontier.com
