Executive Key Account Director

Mission

The Executive Key Account Director is fully dedicated to the management and development of one or more strategic global accounts of the Group.

The role is responsible for defining and executing the global account strategy, strengthening executive relationships with key client stakeholders, and driving sustainable business growth through the full portfolio of RINA Group services.

The position ensures a coordinated “One RINA” approach across all Business Units and Operating Companies, maximizing cross- business opportunities and positioning the Group as a long-term strategic partner for the client.

The Executive Key Account Director currently reports directly to the Group CEO (on an “ad interim” basis), working in close coordination with the Marketing function at a Corporate level, the Commercial Teams at the Operating Companies, and in general terms with all Business Units involved in the development of the assigned account(s).

Key Accountabilities

Strategic Account Leadership: 
 - Define and implement the global strategy, action plans and business targets for the assigned strategic Account(s).
 - Identify medium and long-term growth opportunities, aligned with the account(s) Strategic Plan and with RINA’s competences and strength, thus reinforcing RINA’s strategic positioning with the client.
 - Continuously assess the evolution, performance and strategic relevance of the Key Accounts.

Executive Client Relationship Management:
 - Act as the primary executive interface between RINA Group and the client’s senior leadership. 
 - Build and maintain long-term relationships with C-level stakeholders and key decision makers
 - Represent RINA in strategic meetings, negotiations and industry events.

Business Development and Value Creation: 
 - Drive a proactive and integrated Business Development approach, leveraging the full RINA Group service portfolio. 
 - Promote cross-selling and collaboration among Business Units and the global network. 
 - Ensure that business initiatives deliver sustainable value and profitability for both the client and RINA. 

Revenue and Performance Accountability: 
 - Drive the order intake and revenue growth and profitability of the assigned Key Account(s). 
 - Monitor the performance of the accounts through KPIs, targets and strategic action plans. 
 - Provide regular reporting and strategic updates to the Business Units and Group leadership. 

Internal Coordination and Functional Leadership: 
 - Act as the central coordination point for all RINA activities related to the assigned Key Accounts.  
 - Promote alignment across all internal stakeholders involved in the management of the Key Accounts. 
 - Ensure consistent and high-quality service delivery to the client through effective internal governance. 

Strategic Market Insight: 
 - Develop an in-depth understanding of value chain(s) in which the account(s) operates, including the competitive scenario and potential industry evolutions/consolidations.
 - Provide insights on market trends, competitive dynamics and emerging opportunities relevant to the Group. 
 - Anticipate customer needs and position RINA as a strategic partner for long-term value creation. 

Education

Qualifications

Ambitions:
 - Impact at a “One RINA” level
 - Grow one or more among the top RINA customers
 - Thrive in opening new channels and amplifying views

Qualifications:
 - Previous experience in one or more of the following areas: business development, sales, strategic marketing, key account management, project management.
 - Experience and success track record in cross-functional and multinational environments, including coordinating multiple stakeholders across different business units. 

Competencies (Job-Specific):
 - Excellent executive relationship management and stakeholder engagement skills. 
 - Strong strategic thinking and business acumen. 
 - Ability to influence and coordinate cross-functional teams without direct authority. 
 - Outstanding communication, negotiation, and presentation skills. 
 - Strong customer orientation and value creation mindset. 
 - Fluency in English and Italian; additional languages are considered a plus. 
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