Key Account Manager (#724)

Full Time

Our Core Values are at the heart of who we are, and everything we do….

People.

Planet.

Product.

Motive Offshore Group delivers trusted, multi-sector solutions across the global energy industry, combining specialist equipment rental, manufacturing, and industry-leading Testing, Inspection & Certification (TIC) services. We are committed to delivering sustainable and innovative solutions, and we require highly skilled individuals, like you, to come and be part of our journey.

We have many exciting opportunities globally as we rapidly expand our reach and capabilities, in particular with the low carbon and energy transition areas. We aim to assist our clients and suppliers to join us as we move into the more sustainable world.

Most importantly, our People are our most valuable asset here at the Motive Offshore Group. We are committed to fostering an inclusive, innovative, and collaborative workplace where everyone feels respected, supported, and empowered to achieve their full potential. We celebrate diversity in all its forms—across race, ethnicity, gender, age, disability, sexual orientation, religion, and background—and we are dedicated to creating a culture of equity and belonging. Our hiring practices are rooted in fairness and integrity, focusing solely on an individual’s abilities, contributions, and potential. We strive to ensure that every employee and candidate feels seen, heard, and valued as they grow with us. If you want to learn about how you can #FindYourMotive with us, head to our join us page, here.

About the role:

Location:Aberdeen / Open to other locations

Hours:Full Time

The Key Account Manager will manage an assignment of Motive Offshore Group’s Key Account Clients, with overall responsibility for the account management process for those accounts. Tasked with delivering Client-specific strategies and goals to ensure account development, enhancing Client relations, and supporting the resilience of the sales pipeline via Client accounts.

Working closely with the Head of Key Accounts, the Key Account Manager will be accountable for actions, sale pipeline growth and results across their assigned Key Account Group, acting as the primary point of contact for Clients and representing the Company’s interests at all levels of the Client relationship. In this role, you would take ownership of key Client relationships, influence commercial growth and play a direct role in strengthening Motive’s long-term partnerships globally, while supporting our teams regionally.

About the team:

You’ll be joining our Commercial team, working closely with our Head of Key Accounts and teams across the business. The Key Accounts team is focused on retaining and growing key accounts, cross-selling our services, and taking ownership of strategy and growth. You’ll also work closely with our Business Development, Regional Sales and Marketing teams to support our Clients and Motive’s continued growth globally.

And you’ll be working alongside a committed and proud Motive team in the UK and globally that want to play their part in the growth of the business and support each other daily to create a positive, values driven and hard-working professional environment.

Responsibilities:

People

• Adopt and promote the Motive Offshore Group People Values and ensuring their use is embedded throughout.
• Develop strong working relationships with key stakeholders – clients, colleagues etc.

Planet

• Lead by example in setting the highest possible standards in the promotion of People Values, HSEQ procedures and best practice, ensuring compliance to the Motive Offshore Group HSEQ Policy, procedures, standards and regulatory obligations.
• Immediately report all accidents, incidents, near misses or environmental concerns
• Adhere to and participate in company-wide sustainability policies, procedures and initiatives as they are developed to support our Net Zero objectives.

Product

• Responsible for adhering to the Key Account Management process and performance across all assigned Key Account Clients, setting and delivering each strategic Client plan.
• Support the Head of Key Accounts in the development and continual improvement of Key Account Management processes and procedures.
• Set and monitor Client plans against targets for each assigned Key Account, ensuring account growth and Client satisfaction.
• Accountable for ensuring Client “Buyer Profiles” are established and updated, including Client overview, Client contract awards, vessel tracking, project & operational performance, including HSEQ statistics.
• Collating key information from relevant stakeholders across all Motive regions linked to Client accounts and ensuring regular, open communication of vital topics and information.
• Build and maintain pipeline resilience via assigned Key Client accounts, agreeing budgets with the Head of Key Accounts and tracking Secured vs Targets, including loss analysis.
• Set and deliver quarterly actions for each assigned Key Account and lead Quarterly Client Feedback Meetings.
• Ensure “Leads” and Quotations for Key Account Clients are managed and accurately reflected in the Salesforce system.
• Track Key Account Master Service Agreements (MSA) and Frame Agreements (FA) for value, validity and suitability, supported by the Contracts Team.
• Lead large-value or strategic tenders, linked to Key Client accounts, from Lead through to Contract Award, ensuring Approval to Tender (ATT) and Approval to Contract (ATC) processes are adhered to.
• Be highly presentable, promoting and representing the Company’s brand at all times.
• Develop initiatives for long-term and continual improvement of the business development, sales and commercial business processes.
• Work collaboratively with fellow Key Account Managers and the Key Account Administrator, sharing best practice to support the wider team’s pipeline and results.

Required skills / knowledge:

• Significant Key Account Management, Commercial and/or Sales experience, ideally in the subsea/offshore energy sector, including experience operating across international markets and regions.
• Proven experience owning and growing Client accounts, with a track record of meeting or exceeding pipeline and revenue targets.
• General experience and understanding of contracts and terms & conditions relatable to Motive’s business.
• The ability to influence and communicate effectively with all levels of staff.
• The ability to build strong working relationships, internal and external to the organisation.
• Excellent business, planning, change and time management capabilities.
• Good judgement and decision‑making skills.

What we can offer you:

Alongside the benefits below, working with Motive can take you places that you might not have thought possible. Every region we operate in, bring their own wonderful cultures & ways of working. And as a global business, you will become colleagues with people not only in the UK, but also in Singapore, the UAE, Norway, Brazil and in the US. You can look forward to becoming part of our people‑centred approach that sees us work closely together, supporting clients and projects in multiple countries across the world.

People are at the heart of everything we do and we’re incredibly proud of the development opportunities that many of our staff have benefitted from. Since we started in 2010, we’ve seen school leavers work their way to senior positions, people relocate to other parts of the world and countless colleagues develop skills, receive training and advance their technical knowledge to enhance their own career, which in turn helps us continuously improve as a business, an employer and carry out the services we have become renowned for. At Motive, we believe in growing together. We are One Team, One Motive, and your journey is part of our shared success.

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