Director of Key Account Management at IT Company CROC
IT company CROC is looking for a Director of Key Account Management – Transport and Logistics. This role involves becoming a strategic partner for key market players: working directly with C-level executives, generating demand for complex IT solutions, and growing with the company.
Responsibilities:
Business Development and Portfolio Management:
- Responsibility for the P&L of the assigned portfolio: achieving sales plans, increasing profitability and revenue.
- Account planning for a 1–3 year horizon, working with Share of Wallet (cross-sell, up-sell).
- Accurate sales forecasting and funnel management in CRM.
Strategic Partnership and Deals:
- Building relationships at the C-level (CEO, CIO, CFO, Logistics Directors) and mapping decision-makers.
- Positioning CROC as a strategic technology partner, not a contractor.
- Managing complex deals from identifying needs to signing contracts for digital transformation and import substitution.
- Coordinating cross-functional teams (presale, architects, legal) in preparing proposals and tenders.
Industry Expertise:
- Deep understanding of business processes in the transport and logistics industry (warehousing, rail, aviation, road).
- Knowledge of relevant IT solutions: TMS, WMS, fleet management, telematics, data analytics.
- Participation in shaping the company's industry strategy and product offering.
Candidate Profile:
- 5–7 years of experience in B2B sales of complex IT solutions or system integration services (Enterprise segment).
- Proven track record of closing large deals and achieving sales plans.
- Experience managing long sales cycles (6–18+ months).
- Understanding of the IT landscape of Enterprise companies (ERP, infrastructure, cybersecurity, data).
- Systemic thinking, proactivity, high emotional intelligence, ability to multitask.
Bonus points:
- Experience or deep expertise in the transport/logistics industry will be a key advantage.
- Knowledge of modern sales approaches (MEDDIC, SPIN, Challenger Sale, Account-Based).
- Understanding of procurement and tender procedures (including 223-FZ for state-owned companies).
- Experience with the Russian software vendor ecosystem in the context of import substitution.
