JOB TITLE: Key Account Revenue Manager

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DEPARTMENT: Commercial Retail

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REPORTING TO: Country Lead    

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ADDITIONAL INFO: Frequent travel to customer sites will be required within KSA and the region

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PURPOSE OF POSITION

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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.

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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.

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KEY RESPONSIBILITIES

\n\nClient Relationship Management: Build and maintain strong relationships with key clients to define their needs through insightful engagement, anticipate potential challenges, and support revenue growth.\nDevelop and Execute KA Revenue Strategies: Design and implement customized revenue strategies for key accounts, ensuring alignment with company financial goals.\nConduct Pricing Analysis: Analyze pricing trends and competitor benchmarks to set optimal pricing models to maximize the company’s wallet share within the account\nForecast Revenue: Collaborate with Country Lead and other stake holders to create accurate revenue forecasts and adjust strategies as needed to meet targets.\nMonitor Market Trends: Continuously assess market conditions, customers behavior, and industry developments to adjust pricing and account strategies.\nEscalation 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.\nDrive Profitability: Identify revenue optimization opportunities, including upsell and cross-sell initiatives, to maximize profitability in key accounts.\nLead Cross-functional Collaboration: Partner with sales, finance, marketing, and COE teams to develop cohesive strategies that meet both client needs and revenue targets.\nAnalyze Account Performance: Track and evaluate key performance metrics to understand account growth, client satisfaction, and the effectiveness of revenue initiatives.\nPrepare and Present Reports: Develop clear, data-driven reports and presentations for senior management and key clients, outlining account performance and revenue projections.\nNegotiate Contracts and Agreements: Support contract negotiations and renewals to secure favorable terms that align with pricing and revenue strategies.\nIdentify Growth Opportunities: Spot new opportunities for account growth through market expansion, service enhancements, or customized product offerings.\nEnsure Compliance: Work with legal and compliance teams to ensure that all pricing models and contracts adhere to regulatory standards and company policies.\n\n

DELEGATION OF AUTHORITY

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As per the Delegating of Authority (DOA), installation audit, stop/start projects based on quality, SLA 

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POSITION RELATIONSHIPS

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Internal               

\n\nSales \nKAM \nPM\nFinance \nOps \nDDS\nHD       \n\n

External

\n\nKey accounts\nContractors\nSystem integrators\n3rd party suppliers\n\n

MEASURES OF PERFORMANCE (INDICATORS)

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Leading Indicators

\n\nBookings (orders) YOY Growth\nFunnel metrics (Std FM KPI’s)\n\n

Lagging Indicators

\n\nRevenue\nProfit margin\nSLA, AMC performance\n\n

 

PERSONAL QUALIFICATIONS & EXPERIENCE

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Education/achievements   

\n\nMechatronics, Electrical /or Mechanical Engineering degree              •       \nKnowledge Coding and various development applications\n Business Degree \n\n

Experience/Knowledge        

\n\nA minimum of 5 years of progressive responsible experience in a directly related area, during which technical, analysis rapport has been established as a professional.\nExtensive experience in point of sales systems.\nDemonstrated Experience in Influencing and directing conversations with others through storyboard telling \nProduct & solution knowledge (in-depth) \nUnderstanding end to end requirements including product maintenance, reporting requirements etc.\nUnderstanding the link between their role and the sales role and deep appreciation of how the role impacts the business meeting sales targets              \nDemonstrated experience in client engagement to elicit requirements and build a solution based on an initial vague or ambiguous requirement\nRegulatory Experience\nTrack record of driving commercial activities and achieving sales targets\n\n

Specific Skills

\n\nExtensive Knowledge in Automation, especially Point of Sales, and forecourt solutions\nExperience in Cloud technologies\nAnalytical skills\nHigh Calibre presentation skills to all client levels, including C-Suite clientele\nStrong interpersonal skills \nInnovator\nAbility to aggregate different technology platforms \nProblem solver \nDisplays discipline and logic;\nUncovers and clearly articulates the problem that needs to be solved.\nIs committed to excellence and understands how daily work impacts the customer\nHighly organized and task and deadline oriented displaying intense sense of urgency\nDedicated to exceeding customer expectations\nHigh problem-solving aptitude\nVery solid commercial exposure and ability to adopt value selling approach            \nStrong customer facing interaction\nTravel and flexibility \nAbility to work under pressure \nDemonstrate humility and self-awareness \n

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.

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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.

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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