Cook Compression
  • 21-Apr-2017 to 20-Apr-2018 (CST)
  • Sales
  • Jeffersonville, IN, USA
  • Full Time

The Key Account Manager (KAM) is responsible for managing the relationship between Cook Compression and its most strategic account. Within the account, the KAM will develop and maintain relationships with key customer personnel across several functions. The KAM is responsible for protecting Cook's share position, identifying opportunities for sales and margin growth, and providing guidance to leadership and other internal functions to help align company resources in a way that creates value for Cook and its strategic account. The candidate must be a results driven sales professional, with a record of achievement demonstrating initiative and ownership of his/her business.

The job responsibilities listed below are not all inclusive, but are a good representation of the position:

  • Establish relationships with key contacts within the customer's supply chain, engineering, field services and quality departments among others. Frequent visits to customer location is required.
  • Understand and align to the market drivers and strategy of major customers, providing feedback to the management team that will help shape the company's strategies for growth.
  • Work closely with internal sales, operations, and engineering functions to develop and deliver commercial proposals to customers, providing guidance on requirements
  • Protect Cook's position within account by creating and monitoring key performance metrics and managing customer sentiment. Coordinate across functions to quickly correct complaints when they arise, enhancing our position as problem solvers
  • Grow revenue and deepen position within account by implementing product technology upgrades and executing on share gain opportunities
  • Serve as a bridge between Cook finance, IT, operations and the customer, implementing systems to accurately project upcoming demand
  • Coordinate periodic meetings between Cook and customer supply chain, engineering, quality, and new product development departments among others to drive close communication and align Cook department priorities with needs of key accounts
  • Create and manage customer contact map on a regular basis, ensuring that relationships are built between the appropriate people at Cook and the customer accounts
  • Collaborate closely with New Product Development team, assisting in identifying opportunities to fill product gaps
  • Maintain an understanding of competitive landscape and position, keeping the organization abreast of threats and opportunities
  • Assist management and internal sales team with implementing appropriate pricing strategies
  • Directly manage a select number of smaller accounts as required 

Education, Physical and Personal Requirements

  • Bachelor's degree in finance, business, engineering or other relevant field required. MBA preferred. 
  • A minimum of three (3) years' experience in industrial B2B sales is required. 
  • Experience in rotating equipment (pumps, compressors, turbines, etc.) is preferred.
  • Demonstrated ability to establish and maintain long term customer relationships
  • Must be a mature, confident, technically astute self-starter
  • Strong analytical and problem solving skills.
  • Must have excellent written and oral communication skills coupled with the ability to manage a consultative sales process.
  • Demonstrated ability to inspire and develop collaboration amongst cross-functional teams

 Key Account Manager must:

  • Possess excellent computer skills, be proficient in all Microsoft Office Products
  • Be willing to travel to customer, Cook, and end user sites in the US (up to 30%)
  • Prepare and present PowerPoint to all levels of management.
  • Demonstrate professional integrity and manner
  • Be responsible for all company owned equipment, automobiles, computers, credit cards, keys, phones.
  • Comply with Dover Integrity Counts business ethics policies.
  • Comply with non-disclosure for all Cook intellectual property


Cook Compression
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