Global Key Account Manager

How you will make an Impact (Job Summary)

The primary purpose of this position is to achieve revenue, profitability and customer satisfaction goals for key accounts in high growth industries. This role will manage business development, pre and post-sales support, channel coordination and operational support for key accounts globally. Project managers and application engineers will report into this role to provide a world class customer experience while achieving growth goals. The individual in this role will demonstrate and implement best practices in professional selling, actively use CRM and other customer management tools and work effectively with reps, internal team members, and marketing and product development to achieve their goals. This role will help refine the current key account program while implementing key corporate initiatives and effectively facilitating the transfer of information between SPX, representatives, and customers. This role meets regularly with customers to discuss goals, needs, general conditions, repairs, upgrades, parts, and major modifications. The incumbent also works with team members to prepare estimates/proposals and perform project management functions as needed and to review performance metrics and market feedback to consistently improve performance. Additionally, the incumbent must know the activity level of competitors in the market and meet booking/revenue goals for each quarter and for the year. The successful incumbent demonstrates a clear sense of urgency and direction while inspiring, leading, and communicating effectively with others. Success in this role requires extensive technical knowledge of assigned product lines, as well as a comprehensive understanding of market conditions and customer needs.

What you can expect in this role (Job Responsibilities)

1. Actively pursue key accounts (both OEM and end users)
2. Work with cross-functional teams to maximize sales globally.
3. Develop strategies for quoting opportunities and setting pricing levels.
4. Keep the representatives focused on supporting assigned customers locally and communicating effectively local needs and issues.
5. Contact and meet with customers to discuss all aspects of proposals and close opportunities.
6. Meet annual sales and gross margin goals.
7. Develop and cultivate customer relationships by meeting with customers, conducting presentations, and discussing existing projects.
8. Regularly pass information to and from the representatives and SPX Cooling's headquarters to assist with sales and customer requests.
9. Discuss specific coil products with the representatives and approve aggressive discount levels.
10. Monitor transaction pipeline to develop proper forecasts.
11. Manage and track territory pricing levels, discount levels, and gross margins.
12. Travel frequently to support customer needs.
13. Document customer requirements for new products, as well as desired changes/enhancements for existing products
14. Influence and collaborate with R&D, engineering, marketing, manufacturing, and operations to enhance products and responsive to customer needs and marketing opportunities.

What we are looking for (Experience, Knowledge, Skills, Abilities, Education)

PERFORMANCE MEASURES

* Meet revenue, bookings and gross margin goals.

* Customer satisfaction metrics and goals

* Implementation of CRM and professional sales practices

* Monthly accuracy of pipeline

PEOPLE LEADER COMPETENCIES

* Customer Focus

* Leadership and team management

* Aligning Performance for Success

* Continuous Improvement

* Facilitating Change

* Building a Successful Team

* Building Strategic Work Relationships

* Building Trust

* Gaining Commitment

* Planning and Organizing

* Delegating Responsibility

* Coaching and Developing Others

* Continuous Learning

* Communication

EDUCATION/EXPERIENCE

* Bachelor's degree strongly preferred, notably in Engineering or another technical field

* 10 years of experience in rep management, direct sales and key account management

* Knowledge of HVAC/cooling towers

CERTIFICATION/OTHER SKILLS AND ABILITIES

* Proficiency in Microsoft Office

* Ability to effectively manage data and understand analytics using a CRM / pipeline management tool

* Driver's license and proof of insurance

* Willingness to travel at least 50 percent of the time

PHYSICAL DEMANDS

The physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

* Occasionally lifting up to 50 pounds

* Bending/stooping about five percent of the time

* Keyboarding/typing

* Ability to effectively read from a computer screen and/or a paper copy

* Ability to handle a large volume of work and perform multiple tasks in a fast paced environment

* Ability to effectively verbally communicate

Travel & Working Environment

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

* Office environment with varying degrees of noise levels

* May work outside and may be exposed to bad weather, heat, and/or excessive noise