Key Account Manager

Position Summary

• Work with the Sales Rep network (outside the organization) and Sales Rep Managers (inside the organization) in order to provide valued solutions to customers, utilizing technical expertise and knowledge of [Company] products and services.  Focus will be on profitable revenue growth and customer relationship management.  Work with [Company] management to develop customer alliance agreements.

Key Responsibilities, Accountabilities & Deliverables

• Work closely with assigned Sales Rep Managers to assist in the development and execution of a tactical sales strategy that creates profitable growth across the full range of HNA Aftermarket products and services.
• Proactively seek opportunities to quote on projects at assigned customers through extensive knowledge of customer forecast maintenance cycles, independent identification of selling opportunities and engage in “upselling” and bundling techniques in order to profitably grow revenue.
• Assist Sales Reps in closing contracts by distinguishing [Company] proposals and capabilities.
• Develop and conduct customer training and presentations to leverage [Company] product portfolio as a solution provider across an encompassing range of products, better educate customers on HNA products and product issues, and methods to improve product performance.
• Retrieve critical site information about [Company] installed base, providing it to Sales organization for proactive selling purposes.
• Maintain close working relationship with assigned sales reps and customers in order to understand the competitive marketplace and create plans / programs to leverage that knowledge to the benefit of customers and[Company] .
• Evaluate requests and develop proposals that achieve both customer solutions and profitable growth for the[Company] .
• Work closely with Sales Proposal Engineers and Technical Service Construction Managers to develop budget and firm proposals, based on market level pricing for product and installation / maintenance proposals.
• Update forecasts and provide monthly reporting that is actionable, based on forecasted opportunities.
• Continually gather critical site information about [Company] installed base, collecting it for the CRM system and using it to prospect for additional opportunities.
• Ensure safe work practices are followed, reporting all safety incidents and near misses on a timely basis and maintaining the goal of “zero” lost time incidents.

Key Performance Indicators

• Revenue growth as measured by bookings
• Growth of assigned territory/customer base year on year
• Performance KPIs as developed by Department Manager
• Closing rate of RFQ’s brought into the organization

Experience, Competencies and Education
Essential

• Bachelor’s Degree in a technical or business related area or experience commensurate with a degree.
• 10 years of relevant business background including sales, product management, engineering, product development and / or field service.
• An intimate understanding of the assigned market segment, customer base and B-to-B selling strategies
• An intimate knowledge of rotating equipment as utilized in air and gas handling industries
• Ability to create and maintain strong relationships with customers, reps and internal customers.
• High moral and ethical standards; integrity is continuously apparent.
• Proficient in Microsoft Office Products – Word, Excel, PowerPoint, Outlook, etc.  Comfortable navigating the internet.
• Strong interpersonal skills – active listener, clear and concise communicator (both oral and written); proven collaboration skills.
• Ability to work in a matrix organization
• Strong selling skills:  technical and consultative selling
• Strong negotiating and customer issue resolution skills
• Highly developed presentation skills

Desirable

• Advanced degree such as MBA or MS in a management or business major
• Comfortable and effective working in the “virtual world”
• An understanding of distribution and sales channels, as well as insight into how HNA will best leverage its direct and indirect sales resources.
• Experience selling highly engineered equipment and products, as well as services, through a sales rep. network.
• A complete understanding of the [Company] portfolio of products