Brownfield Account Manager III

In addition, the Account Manager - Brownfield maintains and expands relationships with strategically important customers. The account manager is responsible for achieving strategic account objectives and achieving sales quotas. The account manager represents the entire range of company products and services to assigned customers while leading the customer account planning cycle and ensuring the company meets assigned customers’ needs and expectations.

DUTIES & RESPONSIBILITIES

Listed in order of relevance:

- The account manager will be responsible for establishing productive, professional relationships with key personnel in assigned customer accounts, with a primary focus on 3-4 accounts to develop detailed account plans.

- Coordinate the involvement of company personnel, including support, Customer Support Managers, Greenfield team, service, and management resources to meet account performance objectives and customers’ expectations.

- Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts by winning orders, providing an easy migration path for customers, driving upgrade, and retrofit projects, eliminating threats, and supporting the GF team in project stages.

- Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for one and three years.

- Proactively assesses, clarifies, and validates customer’s needs continuously.

- Lead solution development efforts that best address customer needs while coordinating the involvement of all necessary company personnel.

- Respond to change productively and handle other duties as required.

- Follow all company safety policies and procedures.

KEY PERFORMANCE MEASURES

- Pipeline Growth: Meets 30% CAGR of specific accounts measured in NetSuite.

- Funnel Velocity Metrics

- % of customer share on key accounts

- Marketing Campaign Launches: Follow through and complete Marketing Campaign launches within the communicated schedule and track progress in NetSuite within three (3) business days of contacting the customer.

- Achieves strategic account plan objectives as defined in the Account Management template.

- Logs into NetSuite and demonstrates in-depth knowledge of assigned account’s profile, organizational structure, financial analysis, current installed base, pursuit opportunities, and competitor information.

- Maintains high customer satisfaction ratings that meet company standards.

- Completes required training and development objectives within the assigned period.

EDUCATION & EXPERIENCE

- University engineering degree or equivalent combination of education and experience.

- 5+ years of strategic sales experience in a business-to-business sales environment in a technical environment within the Middle East

- Prefer 3+ years of experience in Turbo Machinery or engineering process environment.

- Experience in successful account sales in the Middle East

KNOWLEDGE & SKILLS

- Business acumen, understanding customer needs, how customers make money, and how to link that to the needs we can fulfill.

- Commercial Acumen knows how we need to position ourselves vs the competition, how we price to win, how we structure a deal to win, and how we reduce risk while winning.

- Ability to mobilize internal and external resources to win and improve CCC’s status in the overall buy-sell hierarchy

- Relationship development in high-value accounts

- Demonstrated contract negotiation skills

- Exceptional presentation and communication skills

- Ability to collaborate and mobilize internal and external resources

- Sensitivity to territory business culture

- High dollar, solution value sales process knowledge

- Experience with planning, budgeting, forecasting, and other management tools to analyze, plan, and direct business programs.

- Proven record of success in sales and maintaining strong relationships with customers.

- Proven ability to efficiently use all Microsoft Office products and CRM systems.

- Ability to read, speak, and write in English required.

-Ability to utilize customer process applications, central technology, Hardware/ Product knowledge, and application engineering

- Ability to conduct high-level sales demonstrations and presentations

-Ability to assess and utilize AE processes and quality and sales methodologies

- Ability to conduct high-level application engineering

WORKING CONDITIONS

The noise level in the work environment is usually moderate. Travel is required.

PHYSICAL REQUIREMENTS

The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

While performing the duties of this job, the employee is frequently required to sit, use hands to manipulate computer input devices, finger, handle, or feel objects, tools, or controls; reach with hands and arms; and talk or hear. The employee is occasionally required to stand and walk. The employee must have sufficient mobility to enable travel to industrial sites, offices, and facilities. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, depth perception, and the ability to adjust focus.