Global Accounts Director

Rentokil Initial Group

4d•Hybrid

About The Position

Overall job purpose To manage and develop a nominated sector focused International customers for the company globally. Through developing and expanding the International customer base including management of International bids and tenders and working with countries to identify potential target opportunities to achieve set revenue and profit targets within the group’s existing customer base. To be a key contact for international customers in a nominated sector, and to help and facilitate them in their relationship with Rentokil Initial in all its complexity and regional structures. The role can be based anywhere but will be ideally based at one of our country head offices. The job will involve very close liaison with the National Accounts teams in countries. To develop a pipeline of opportunity with nominated sector customers across all categories of the RI Group but with a particular emphasis on Pest Control & Well-being/Hygiene. Manage that pipeline effectively leading to the winning of preferred global supplier agreements, ‘frameworks’ and ‘mandated’ deals. Once these deals are won, lead and coordinate the execution of these frameworks to deliver new revenue into our operating businesses.

Requirements

Minimum of 5 years sales experience at a senior level preferably in the B2B service industry.
A high level of international experience: ideally managing complex customer relationships across multiple countries and regions – familiarity with different languages, cultures and international business practices.
A proven track record of managing key account customers.
Excellent communication and presentation skills.
Experience in working with Executive and Senior Management across multiple countries and regions.
Advanced skills in relations to Microsoft / Google and other IT systems.
Willing to undertake International travel (50%)
Fluency in English with a second language preferred.

Responsibilities

Work with country National accounts channels to ensure focus on the nominated sector International customer opportunities as defined in a strong Global Account Management Plan.
Develop a defined list of key target customers in nominated/prioritised sectors for the group. Any customers outside of this specific scope need to be reviewed following the Boston matrix (development need vs. appetite for global approach/contract)
Ensure standard International Key Account process is used for all global customer contract implementations
Proactive follow up of new and existing business contracts won using the Miller Heiman LAMP approach.
Effective management of International bids and tenders to achieve maximum conversion of existing customer opportunities.
Expand customers across country boundaries through championing International approach.
Provide effective advisory support to country teams to analyse, plan and implement actions to target key customers in a nominated sector through an International approach based on international framework agreements.
Ensure that local country management teams are inputting to, supporting and buying into the sales development agenda for nominated sector International and National accounts channel
Champion cross-selling initiatives and programs across the Group with a focus on International customer opportunities.
Commercial acumen to support successful contract negotiation and renegotiation of International contracts to ensure revenue quality.
Ensure revenue targets are delivered
Work closely with the respective country teams to ensure International revenue and profitability targets will be met in a nominated sector and assigned customers.
Work closely with country National accounts channels to ensure the International sales pipeline is optimally managed.
Ensure effective management of International bids and tenders.
Ensure that the SVP, VP Global Accounts and country/regional MDs are kept up to date on relevant sales initiatives program developments through providing regular updates.
Ensure results and updates are shared across all countries on an ongoing basis.