Applus+ Europe
Key Account Manager - Northern Europe
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PLEASE NOTE: Applicants must be willing to travel extensively across four countries: the UK, Germany, the Czech Republic, and the Netherlands, with the majority of your time spent between the UK and the Netherlands.
About Applus
Applus+ is a global leader in Testing, Inspection and Certification services, supporting customers across the energy, aerospace, infrastructure, utilities, renewables, manufacturing and industrial sectors. With more than 26,000 employees operating across over 70 countries, Applus+ helps organisations improve the quality, safety, reliability and sustainability of their assets and operations. Our UK business provides industry-leading Non-Destructive Testing (NDT), Inspection, Asset Integrity and Rope Access services to clients across traditional energy markets and emerging sectors. As part of our ambitious growth strategy, we are investing in our people, expanding our service offering and diversifying into new markets including renewables, power, electrical transmission and industrial services.
JOB TITLE: Key Account Manager (Northern Europe)
Overall Purpose of Role:
The Key Account Manager is responsible for developing and growing Applus+' strategic customer relationships across their assigned portfolio by increasing customer value, expanding service penetration and delivering sustainable, profitable growth.
Working collaboratively with Country Management, Business Development Managers, Operations, Technical Specialists and Commercial Operations, the Key Account Manager will develop long-term account strategies, strengthen executive-level relationships and coordinate the delivery of integrated customer solutions across the Northern Europe region.
The role is responsible for maximising customer retention, increasing share of wallet and ensuring strategic customers receive a consistent, high-quality commercial experience.
Reports to:
RD North Europe
Liaises with:
BDMs, Operations, Head of Commercial Support and Key functional Staff
Direct Reports:
N/A
Key Responsibilities & Accountabilities
Strategic Account Management
- Develop and execute strategic account plans for assigned customers.
- Build long-term relationships with key decision-makers and executive stakeholders.
- Understand customer strategies, investment plans and future business requirements.
- Increase customer value by expanding service penetration across the Applus+ portfolio.
- Deliver profitable revenue growth through existing strategic customer relationships.
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Customer Growth
- Identify opportunities to expand existing customer relationships into new services, business units and geographical locations.
- Coordinate cross-selling opportunities across multiple Applus+ business lines.
- Promote the full breadth of Applus+ capabilities, identifying integrated solutions that create additional customer value.
- Support customer retention through proactive engagement and effective relationship management.
Commercial Leadership
- Lead the commercial development of strategic customer opportunities from qualification through to contract award.
- Support pricing strategy, commercial negotiations and contract renewals.
- Coordinate with Commercial Operations and Technical Specialists to develop high-quality proposals and customer solutions and well as lead contract review meetings for key clients
- Contribute to country commercial plans and regional growth initiatives.
Customer Planning & CRM
- Develop and maintain strategic account plans for all assigned customers.
- Own and maintain accurate CRM records for strategic accounts, ensuring customer interactions, opportunities, forecasts and account plans remain current.
- Maintain high standards of CRM discipline, recognising CRM as the primary source of commercial performance information.
- Prepare for and actively participate in Strategic Account Reviews, Pipeline Reviews and Commercial Performance Reviews.
- Provide accurate revenue forecasts and growth plans for assigned accounts.
Collaboration
- Work collaboratively with Country Managers, Business Development Managers, Operations, Technical Specialists and Commercial Operations to maximise customer value.
- Share market intelligence, customer insight and commercial opportunities across the region.
- Support regional strategic account initiatives and cross-country collaboration.
- Champion a customer-first culture across the organisation.
Qualifications & Experience
Essential
- Minimum five years' experience in Business Development, Sales or Commercial roles within technical, engineering, industrial or professional services. Strong knowledge of Non-destructive testing equipment and techniques
- Be willing to travel internationally across four countries: the UK, Germany, the Czech Republic, and the Netherlands, with the majority of your time spent between the UK and the Netherlands.
- Demonstrable experience of strategic customer relationships and delivering profitable growth.
- Proven ability to influence senior customer stakeholders and build long-term partnerships.
- Experience of developing account growth strategies and managing complex commercial opportunities.
- Strong commercial acumen with excellent negotiation and influencing skills.
- Experience of using CRM systems to manage customer relationships, opportunities and forecasting.
- Self-motivated, collaborative and able to work effectively across multidisciplinary teams.
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Desirable
- Experience within Testing, Inspection & Certification (TIC) or Engineering Services.
- Experience operating internationally, preferably Northern Europe
- Language – English (High), German or Dutch (Moderate)
- Experience across Energy, Infrastructure, Utilities, Renewables, Electrical Transmission & Distribution, Manufacturing or Industrial sectors.
- Experience of managing multi-site or international customer accounts.
- Experience of selling integrated, multi-disciplinary technical services.
Measures of Success
Performance will be measured through a balanced set of commercial KPIs, including:
- Revenue Growth from Strategic Accounts
- Customer Retention
- Share of Wallet Growth
- Strategic Account Plans Completed
- Opportunities Won (£ / #)
- Quality Customer Meetings
- Executive Customer Engagement
- CRM Compliance & Data Quality
- Forecast Accuracy
- Customer Satisfaction
Key Behaviours
The Key Account Manager will demonstrate:
- Customer-first mindset.
- Strategic thinking and long-term relationship development.
- Strong commercial curiosity and business acumen.
- High levels of ownership and accountability.
- Excellent collaboration across countries and business functions.
- Disciplined planning and execution.
- Data-driven decision making through effective CRM utilisation.
- Professionalism, integrity and resilience.
HSEQ Policy:
Be active in promoting and maintaining the Company’s high standards for Health, Safety, Environment and Quality by:
- Highlighting new working practices which may benefit the Company
- Developing good relationships with clients and suppliers
- Maintaining a clean and safe office and site environment
- Participating in Company and client HSEQ initiatives
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