Key Account Manager Job at World Fuel Services – in Northampton

At World Fuel Services, our employees are the key to our global success. We are industry leaders due to the innumerable talents of our approximately 5000 strong professional team. Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued. Our high-performance culture is what allows us to drive sustained growth. Stronger together, we promote an environment where individuals can thrive.

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POSITION: Key Account Manager

COMPANY BACKGROUND: World Fuel Services Corporation is a Fortune 100 company providing aviation, marine and land energy, logistics, and technology solutions to customers and suppliers around the world. Our global team of local professionals delivers innovative products and services at more than 8,000 global locations.

With revenues in excess of $27 billion and over 5,000 employees worldwide, World Fuel Services offers its customers a value-added outsource service for supply, quality control, logistical support and price risk management.

WFS, www.wfscorp.com is a publicly listed company (NYSE: INT), headquartered in Miami, Florida.

Following the acquisitions of the Watson Petroleum and Linton Fuels businesses in 2013/14, World Fuel Services has become a major player in the UK land fuels market.


Reporting to the Regional Commercial Manager, the Key Account Manager will be responsible for growing the business in a designated/assigned geographical Region by both maintaining a portfolio of Key Commercial, Industrial and Agricultural accounts.

Key Responsibilities:
Manage and develop a Commercial portfolio of our Highest Volume and Profit contributing Key Commercial, Industrial and Agricultural customers.

Responsible for generation and improvement of customer revenue, volume and gross margin through the application of Company business tools and guidelines, in line with individual and Regional budgets.

It is the Key Account Manager’s responsibility to organically grow the profitability of their customer portfolio through price management, share of wallet and loyalty through additional products and revenue streams.

Core responsibility for achieving monthly targets and associated KPI’s as set out by the Regional Commercial Manager.

Upsell the full range of the WFS Group of Companies products and services to increase revenue, including Energy procurement, Lubricants, tanks and Fuelcards.

Conduct face to face meetings with Key customers to strengthen both our relationships and our customer offerings.

Provide timely designated reports and information as required by either your Regional Commercial Manager or General Manager.

Understand and utilize all company systems and processes – assist in our offices, as support, if necessary.

Achieve highest standards in customer excellence and adhere to customer complaints procedures wherever required.

Work alongside our various Internal functions to drive customer loyalty through a variety of Price Risk Management proposals and sustainability offerings.

Work collaboratively with colleagues throughout the WFL UK Ltd business to achieve a greater overall offering and in turn loyalty with all our customers.

Process customer orders, deal with queries, and exhibit the highest standards of customer service at all times.

Works collaboratively with both the Regional Commercial Manager and Marketing Department to manage customer churn to a minimum standard through bespoke campaigns and portfolio action plans.

Utilize a variety of video conferencing applications available to successfully conduct customer meetings and account reviews in the absence of face-to-face capability.

Embrace a health and safety focused culture at all times.

Maintain a professional and reputable approach to all internal and External situations.

Managing financial risk alongside our various credit functions to ensure customer accounts can trade in line with associated financial terms and limits.

Undertake job function actions and processes in a consistent manner with colleagues in similar roles throughout the WFS business in the UK and NA, ensuring Unification across the company.

Maximize sales results by evaluating opportunities within Vertical markets across the Agri, Industrial and Farm Group sectors, for both rigid and artic delivery modes.

As a senior member of the team you will be expected to nurture the development of your colleagues in the Account Executive roles.

Receive and integrate recently gained new business in to your account portfolio from the Business Development team, and ensure that each transferred customer is contacted to ensure that all cross-sell and up-sell opportunities are explored with the customer, as well as ensuring that they are aware of their key contacts within the business.

Essential Skills

Field based sales and business development experience. Ideally gained selling into a Commercial, Agricultural or Industrial Customer base.

Key account management experience in a target driven environment.

Full UK driving license.

Strong computer skills (Word, Excel, Outlook).

Strong interpersonal and communication skills. (Oral and written)

Must be comfortable working in a high-pressured environment in line with multiple KPI’s.

Ability to work effectively within a team and independently.

Have a successful track record in a competitive sales environment.

Be experienced in building relationships to secure customer loyalty and repeat custom.

Can work using your own initiative.

Be able to build professional relationships with a wide range of customers.

Desired Skills

Background in Fuel sales or specialty fuel sales desirable.

About the Company

Company: World Fuel Services –

Company Location:  Northampton

Estimated Salary:

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About World Fuel Services -