Global Key Account & Applications Manager – Process Segment

Global Key Account & Applications Manager – Process Segment

About Our Client

Our client is the world’s leading specialist in automated safety solutions, protecting a wide range of global customers in nuclear power generation, the process industry, and the rail sector, among others. Being in operations for over 100 years and headquartered in Germany, our client is proud to be a family-owned company with approximately 1000 employees and with over 50 locations worldwide.

What We Do

Provide solutions to optimize process safety in chemical, refining, petrochemicals, and O&G plants, as well as in rail and in nuclear power generation plants. It also strengthens automation security and boosts operations profitability. Our client is proud to be a trusted partner to some of the world's largest companies in these fields. As the world's first provider of a scalable platform with built-in automation security, this client can enable a broad range of systems on a single technology basis, from small solutions for all the way up to highly complex applications. Typical safety applications include emergency shutdown (ESD), burner management (BMS), turbo machinery control (TMC), fire and gas (F&G), and some others.

Role Profile

Global Key Account & Applications Manager (GKAM) is responsible for the development of regional key account strategies and the development of the TMC business for North America. This will be done in collaboration with the Global Industry Leads and the Regional Sales Leads, with the subsequent execution of these activities ensuring business growth through account management and by communicating the clients’ solution portfolio for applications, with focus on Turbo-Machinery Control and Protection.

The GKAM should carry out the required account manager functions, including independently generating and maintaining the necessary relationships with their allocated strategic accounts, supervising the management of regional accounts in collaboration with the responsible Regional Sales Managers and functioning as the regional interface to other Global Key Account Managers, to guarantee alignment of specific strategic account activities.

The identification, development and management of TMC is a significant factor in the growth plan for our client across North America.

The role will require close collaboration with various departments, regional sales colleagues and ongoing coordination with Industry leads and other GKAMs.

Responsibilities
 

• Establish appropriate relationships with strategic account customers and leverage these key relationships to win new business and increase long-term revenue and profitability with the accounts.
• Develop an in-depth knowledge of their allocated accounts business, with a strategic perspective to identify and develop new opportunities.
• Identify, develop and implement strategies to sell TMC applications. Identify market drivers and implement sound strategies to win market share.
• Must possess good communication & interpersonal skills.
• Have a strong customer focus with a desire to foster customer satisfaction.
• Good presentation and negotiation skills, preferably with experience in presenting at C level.
• The ability to produce and deliver innovative and professional solutions to technical, commercial and business stakeholders.
• An ability to work as part of a team as well as take the lead when necessary.
• Work in close partnership with relevant departments and regions to resolve customer requirements and multi-year account strategies.

Detailed description of role

Responsible for the development and execution of the (i) regional key account strategy and the (ii) regional implementation of the TMC solution program for the process industry, in collaboration with the Global Industry Leads for the respective industries, the Regional Head for North America and Regional Sales Director/Managers.
 

1. Regional Key Account Management strategies will be based on the execution of account management functions within the region. These functions will be classified as primary, secondary and tertiary functions, dependent on the activities required: Primary functions will be to take ownership and directly develop business with certain accounts within the region at C-level. These accounts are identified as strategic for future growth and are either defined as global accounts or which are regional accounts that have the potential to be developed into global accounts.

The Secondary Account Management function will be to oversee the management of regional accounts in collaboration with the responsible Regional Sales Managers to ensure that the accounts are managed and developed according to the current methodology for account management, enabling the best conditions to maximize sales to the account.

The Tertiary account management function is to act as the regional interface for other Global Key Account Managers, to ensure coordination of specific account activities and standards within the region. The aim of this regional representation of global accounts is to transfer the global success of these accounts to the regions, ensuring that the maximum benefit is obtained from the accounts on a global basis.
 

1. Develop and implement strategies to win TMC applications. The GKAM role will be to identify market drivers and customer needs to develop winning strategies.

The role will require close collaboration and support to regional sales colleagues, as well as ongoing coordination with Global Account Management industry leads and other Global Key Account managers. Where necessary, provide support either in person or virtually to the Regional Sales Managers with the development of account strategies, customer meetings, contract negotiations/re-negotiations, the establishment of contracts and frame agreements.

The role of a GKAM is reserved for account management and Solutions activities, as opposed to the sales management activities of a Regional Sales Manager. As the activities of account management are continuous and typically achieve long term, sustainable results, GKAM’s are evaluated on the continuous development of the account and feedback from the account.

Required Qualifications
 

• University/College degree in Business or Engineering is desirable. Depth and breadth of experience may be taken into account where this qualification has not been attained
• Highly motivated and experienced business development/sales professional with a proven sales track record in the Industrial Process Automation Industry
• Experience with industrial automation, manufacturing operations, systems integration or an engineering firm with more than 10 years of proven experience
• Have demonstrated experience over 10 years and knowledge establishing and developing C-level relationships
• Solid understanding of Compressors and Turbines control and protection, and experience over 10 years selling TMC applications to the process industry (Refining, Petrochemical, O&G, Chemical)
• Customer facing experience with excellent communication and presentation skills
• Understanding of automation products, solutions, technologies and services
• Strong interpersonal, organizational & communication skills
• Ability to communicate at all levels in the organization whether internal or external
• Thorough understanding of Business Development processes and what it takes to win
• Ability to creatively explain and present complex concepts in an easy-to-understand manner
• Self-starter, analytical, result oriented, business acumen, team player
• Legally authorized to work in the United States required
• Valid driver's license
• Ability to travel within the US, up to 40% of time. Most of the travel will be within the US territory, but you may travel to Canada and other International places time to time to support US business activities. (15% - 20%)
• Must be able to pass background check and regular drug & alcohol testing
• You must be able to work in the US for any company

Benefits

Employer-paid medical, dental, and vision coverage, short-term and long term disability insurance, 401(k) plan, life insurance, paid holidays and vacation/sick days.

Client Highlights

Our client is an Equal Opportunity Employer; employment is governed on the basis of competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.

This client is one of the world's leading manufacturers of safety technology, providing safety systems for every scenario. This offers our employees job variety that is rare in the industry. You can further your career within an international environment where our team works closely together in 16 group companies across 50 locations throughout the world. This would normally only be available in large multinational corporations. Our client is still a medium-sized enterprise that remains at heart what it always has been: an independent family-owned enterprise, where each person counts.