关键客户经理
Key Account Manager
🚢 了解 OneOcean：
OneOcean 是由 OneOcean 和 Ocean Technologies Group 整合而成的统一品牌。
隶属于 Lloyd’s Register，这是一家拥有超过 260 年信任、诚信和海上领导力的组织，OneOcean 将快速创新者的敏捷性和雄心与全球最值得信赖的海事机构之一的力量和稳定性相结合。
OneOcean 的核心是一个独一无二的海事组合。一个建立在多年专业知识基础上的全面、集成的组合，被全球数千名海事专业人士所信赖。 🎯 我们的使命：我们的使命明确。在迈向零排放的竞赛中，我们的研究、咨询和技术专长以及行业首创举措正在支持安全、可持续的海事能源转型。目前，我们是海洋和离岸行业的分类和合规服务的领先提供商，帮助客户设计、建造和运营其资产，达到认可的安全和环境合规水平。 🔍 为什么加入 OneOcean 团队？
- 历史与创新：我们成立于 260 多年前，是世界上第一家船舶分类协会，旨在提升并制定船舶安全标准。
- 全球影响：我们的数字解决方案被超过 30,000 艘船舶所依赖，在 2022 年收购 OneOcean 和 2024 年收购 Ocean Technologies Group 后更加完善。
- 产品服务：涵盖五个经过验证的产品领域——学习、船队运营、合规、航行规划和绩效管理，从船到岸，从培训和人员运营到航行合规和优化，为客户提供支持。
🧭 职位导航：关键客户经理
作为关键客户经理，你将负责管理和拓展客户关系。你将成为战略客户的首要联系人，确保客户满意度，推动续约，并通过交叉销售和升级销售识别新的收入机会。
**请注意，我们要求同时具备英语和法语语言能力**
🚢 你的未来航程：
客户管理与客户关系
- 参与定期的检查和业务评审以维持良好的关系
- 与 CEM 协作，制定组织架构图和利益相关者参与计划，以更好地了解客户组织
- 参加由 CEM 主导的 C 级别会议，以确保对客户管理推动的战略目标保持一致
查看英文原文
🚢 Discover OneOcean:
OneOcean is a unified brand born from the integration of OneOcean and Ocean Technologies Group.
Owned by Lloyd’s Register, an organisation with more than 260 years of trust, integrity and leadership at sea, OneOcean combines the agility and ambition of a fast-moving innovator with the strength and stability of one of the world’s most trusted maritime institutions.
At the heart of OneOcean is a portfolio unlike any other in maritime. A comprehensive, integrated portfolio built on years of expertise, trusted by thousands of maritime professionals around the world. 🎯 Our Mission: Our mission is clear. In the race to zero emissions, our research, advisory and technical expertise and industry-firsts are supporting a safe, sustainable maritime energy transition. Today we are a leading provider of classification and compliance services to the marine and offshore industries, helping our clients design, construct and operate their assets to accepted levels of safety and environmental compliance. 🔍 Why Join OneOcean Crew?
- Legacy & Innovation: We were created more than 260 years ago as the world’s first marine classification society to improve and set standards for the safety of ships.
- Global Impact: Our digital solutions are relied upon by more than 30,000 vessels, following the acquisition of OneOcean in 2022 and Ocean Technologies Group in 2024.
- Product Offering: Covering five proven product areas - learning, fleet operations, compliance, voyage planning and performance management - supporting its customers from ship to shore, from training and people operations, to voyage compliance and optimisation.
🧭 Navigating the position: Key Account ManagerAs a Key Account Manageryou will be responsible for managing and growing customer relationships. You will act as the primary point of contact for strategic accounts, ensuring customer satisfaction, driving renewals, and identifying new revenue opportunities through upselling and cross-selling.
**Please note we are looking for proficiency in both English and French language skills**
🚢 Your Voyage Ahead:
Account Management & Customer Relationships
- Participate in regular check-ins and business reviews to maintain strong relationships
- Develop org charts and stakeholder engagement plans to navigate customer organizations in coordination with the CEM
- Attend the CEM-led C-Level engagements in order to remain aligned on the strategic objectives being driven by Customer Engagement
Sales & Revenue Growth
- Qualify decision-making processes, criteria, and compelling events to drive deals forward
- Assess pain points and business impact to position the right solutions
- Drive upsell and cross-sell opportunities to expand revenue within key accounts
- Support renewals and contract negotiations to maximize customer lifetime value
Value Demonstration & Commercial Execution
- Work closely with your sales counterparts to demonstrate product value
- Develop and present ROI and business case proposals and solution strategy for customers
- Own quote preparation, pricing discussions, and deal negotiations along with your sales counterparts
- Collaborate with Rev Ops and Deal Desk for contract review and approvals
Success Metrics
- Revenue growth through upsells and cross-sells
- High renewal and retention rates
🚢 Recommended to Bring on Board:
- Bachelor’s degree in business, Marketing, or a related field (MBA preferred)
- Experience in maritime technology
- Professional level French speaker
- Professional certifications in customer success, account management, or sales are a plus
- Extensive experience in account management, customer success, or related roles within technology, SaaS, or service industries
- Knowledge of the maritime industry and experience in crewing, training, or QHSE departments
- Proven track record of managing high-value client accounts and driving revenue growth through strategic account development
- Strong leadership experience, including team management and cross-functional collaboration
- Expertise in client relationship management and developing long-term client partnerships
- Ability to analyse client data and develop strategic account plans
- Strong presentation and public speaking skills
- Ability and willingness to travel (domestic and international
Originally posted on Himalayas