Company Overview

Gibb Group is the industry’s leading provider of PPE and MRO products and services as well as one of the energy sector’s most experienced, qualified suppliers. Available globally, our extensive product range is backed by in-house expertise that adds value and ensures our clients’ Offshore teams and assets are protected at all times.

Discover more at www.gibbgroupltd.com

Gibb is part of Clarksons – the world’s leading provider of integrated maritime services including broking, finance, port services and research. Clarksons is at the heart of global shipping and has an unrivaled reach, expertise, and depth of experience. Clarksons partner with clients across every sector to meet the demands of the world’s rapidly evolving maritime, offshore, trade and energy markets. Building on our unique heritage and harnessing our insights to see further, faster, we work with our clients and communities to create strategies that have a positive impact on the industry and the world around us. Dedicated to excellence, it’s our people that drive success for our clients.

To understand more about Clarksons, visit us at www.clarksons.com

Role Summary

Gibb Medical & Rescue are seeking an experienced and commercially driven Account Manager to support the continued growth of the business globally. Reporting directly to the Divisional Director, the Account Manager will be responsible for developing new business opportunities while managing, retaining and growing relationships with existing clients.

The role will take ownership of key client relationships throughout the commercial lifecycle, identifying opportunities to expand our services, strengthen client partnerships and secure long-term revenue. Working closely with operational and clinical leadership, the Account Manager will ensure that client requirements are understood, commercial opportunities are progressed and the services we provide continue to meet the evolving needs of our customers.

What you’ll be doing

Business Development

• Develop and deliver a focused business development plan to support growth across our services, with a strong emphasis on B2B markets and priority sectors.
• Identify, qualify and progress new business opportunities, building a healthy and sustainable sales pipeline.
• Develop a strong understanding of prospective clients, their operations, challenges and future requirements to ensure our solutions are relevant and commercially compelling.
• Build relationships with key decision-makers, influencers and procurement stakeholders within target organisations.
• Work closely with clinical and operational leadership to develop solutions that are commercially attractive, operationally deliverable and clinically appropriate.
• Identify opportunities to introduce new or enhanced services in response to client needs and changes within the market.
• Lead client proposals, commercial discussions and contract negotiations through to successful close.
• Maintain awareness of upcoming tenders, procurement cycles, contract renewals and major projects to ensure opportunities are identified and pursued early.
• Monitor market activity, competitor offerings and emerging client requirements to identify opportunities for growth and service development.
• Represent the business at relevant industry events, conferences, exhibitions and client engagement activities.
• Maintain accurate CRM records and provide regular reporting on pipeline, opportunities, conversion, market intelligence and business development activity.

Account Management

• Act as the primary point of contact for a portfolio of key clients, developing strong, trusted and long-term relationships.
• Take ownership of the client relationship from contract award through to ongoing service delivery, renewal and account development.
• Develop individual account plans for key clients, identifying opportunities to retain, grow and broaden the services we provide.
• Maintain regular contact with clients through structured account reviews, ensuring we understand their current requirements, future plans and emerging challenges.
• Work closely with operational and clinical teams to ensure services are delivered in line with contractual requirements and client expectations.
• Monitor client satisfaction and proactively address service issues, concerns or areas of underperformance before they impact the wider relationship.
• Identify opportunities for cross-selling and upselling across the wider Medical & Rescue service portfolio.
• Support contract renewals, extensions, variations and pricing reviews, ensuring commercial opportunities are identified and progressed in good time.
• Maintain a clear understanding of the commercial performance of assigned accounts, including revenue, margin, pipeline, renewals and potential areas for growth.
• Develop strong relationships across client organisations, ensuring relationships are not dependent on a single point of contact and that we are connected with key operational, commercial and senior decision-makers.
• Coordinate regular client review meetings and ensure agreed actions are followed through to completion.
• Gather structured client feedback and use this to support continuous improvement in our services, working with operational and clinical leadership where changes are required.
• Maintain accurate and up-to-date CRM records covering client contacts, opportunities, activity, pipeline and account development plans.
• Identify clients or contracts at risk and work proactively with internal stakeholders to develop appropriate retention and recovery plans.
• Represent the business professionally at client meetings, industry events, conferences and networking opportunities.

Reporting & Performance

• Maintain an accurate and up-to-date sales pipeline and account development plan.
• Provide regular forecasts covering new business opportunities, renewals, account growth and identified commercial risks.
• Track performance against agreed sales, revenue and account growth targets.
• Maintain accurate CRM records for client contacts, opportunities, proposals, contract milestones and account activity.
• Provide regular updates to senior management on commercial performance, key opportunities, client risks and market intelligence.

What we’re looking for

We invite applications from candidates who can demonstrate:

• Drive and self-motivation, with the desire and commitment to succeed, deliver excellence and make positive change;
• Relationship building, with excellent interpersonal skills and the ability to quickly build rapport;
• Collaboration, able to work well with others across diverse backgrounds to share information, develop skills, and deliver results;
• Resilience with the ability to persist and adapt;
• Smart problem-solving and analytical abilities, with a curious and inquisitive mind, and an openness to new ideas;
• Professional integrity and a respect for company values.

Other requirements

• Proven track record of success in business development within the medical rescue or healthcare industry.
• Strong understanding of B2B sales processes, with experience in identifying and capitalising on new business opportunities.
• Excellent communication and interpersonal skills, with the ability to build rapport and negotiate effectively with diverse stakeholders.
• Strategic thinker with the ability to analyse market trends and develop innovative growth strategies.
• Self-motivated and results-oriented, with a proactive approach to problem-solving and decision-making.
• Bachelor's degree in business, marketing, or a related field; MBA or equivalent qualification preferred.