Cook Compression
  • 30-May-2017 to 29-Sep-2017 (CST)
  • Sales
  • Houston, TX, USA
  • Full Time

The Key Account Manager is responsible for increasing penetration in existing accounts as well as identification of new markets and customers. The candidate must be able to interface with customers at multiple levels (technical, commercial, and management) and deliver the value propositions of an engineered solution. 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.

  • Develop broad and deep relationships with customers' management, procurement and engineering staffs to advance the company's value proposition and share of wallet.
  • Move customer relationships forward to increase engagement across the organization.  Move to position as value provider rather than commodity supplier and where appropriate, drive to achieve "Trusted Advisor" status.
  • Understand and align to the market drivers and strategy of major customers, while also providing feedback to the management team that will help inform the company's strategies for growth.
  • Provide regular and insightful customer and market feedback to the management team for business and market planning
  • Ensure the company is first positioned to capture new design opportunities
  • Oversee the development of conceptual solutions by the engineering team and lead the presentation of proposals to customer personnel.
  • Maintain an understanding of competitive landscape and position, and implement the appropriate pricing strategies.
  • Regularly acquire and submit forecasting information based on customer business indicators and planning.
  • Facilitate all communications to ensure the company provides customer intimacy at a level that ensures continuing selection as the #1 choice for bearing needs.
  • Utilize lean techniques for analyzing and improving process/workflow to continually improve service delivery.
  • Develop new opportunities by researching within the assigned territory and revisiting dormant accounts to identify potential customers
  • Through efficient prospecting and discovery, screen and identify opportunities that fit the company's strategy and objectives developing those prospects through pre-sales, negotiation, and support phases.
  • Balance both own workload and supporting departments to prioritize customer opportunities for maximum growth

Education, Physical and Personal Requirements

Qualifications for Key Account Manager include:

  • Bachelor's degree required, BSME preferred. 
  • A minimum of three (3) years' experience in sales of highly engineering products required. 
  • Experience with sales in turbo-machinery applications, rotating equipment (pumps, compressors, turbines, etc.) or reciprocating compressor components preferred.
  • Demonstrated ability to establish and maintain long term customer relationships which culminate in the goal of reaching "Trusted Advisor" status.
  • 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.
  • Experience in an environment of continuous improvement that includes the use of tools such as process analysis, Kaizen, and Lean techniques.
  • Demonstrated ability to inspire and develop collaboration amongst cross-functional teams.
Cook Compression
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