Key Account Manager - Pharma

Crane Company•Cincinnati, OH

About The Position

Key Responsibilities: Strategic Account Management Develop and execute account strategies for OEM customers, ensuring alignment with business objectives Utilize the Key Account stage-gate process to identify, prioritize, and manage top OEM accounts Maintain a deep understanding of OEM business models, decision-making processes, and influence points Sales Growth & Revenue Targets Drive annual top-line and bottom-line growth for Crane CPE products across assigned OEM accounts Monitor sales performance against targets and implement corrective actions where necessary Develop annual plans based on project backlog, funnel analysis, and market trends Specification Influence Work closely with other key account managers, the sales organisation and EPCs to influence technical specifications and secure Crane products in project designs Coordinate efforts to create value at the specification level, leveraging OEM influence to maximize project opportunities Customer Engagement & Relationship Building Establish strong relationships with key decision-makers and influencers at OEM accounts Organize regular engagement activities such as lunch & learn sessions, technical reviews, and other workshops Act as the primary point of contact for OEM customers, ensuring exceptional service and responsiveness Technical Expertise & Training Deliver product and application-based training on Saunders HC4 and other Crane CPE product lines Collaborate with Business Line Managers and Application Engineers to provide technical support and resolve complex issues Market Intelligence & Competitive Analysis Monitor competitor activities, including technical changes and new product initiatives Support Business Line Managers in competitive benchmarking and identifying opportunities for new product development Provide insights to inform pricing strategies and enhance Crane’s value proposition Cross-Functional Collaboration Partner with Sales Engineers, Marketing, and Product Manager to execute initiatives and strategic projects Support channel partner decisions and assist in managing EPC accounts in the U.S. Participate in technical specification reviews and contract negotiations for major projects Continuous Improvement Deliver weekly account progress reports and project updates to the Key Accounts Director Provide monthly updates on performance versus plan, competitive movements, and key projects Contribute to demand forecasting, annual operating plans, and strategic growth initiatives This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Crane Company. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status. At Crane, we believe that attracting and retaining the highest quality people is the best insurance of success. Our goal is to recruit talented people and train them within a culture that calls for performance with trust and respect. Join us. The unique backgrounds and differences of our associates make us stronger, more capable, and more successful. Beyond an associate’s base compensation, we reward and reinforce wellbeing with a compelling package of both cash and non-cash benefits, including comprehensive health, wellness incentives, assistance with retirement savings, paid time off, paid holidays, and tuition reimbursement — as well as performance-based bonus programs for certain positions. Crane prioritizes career development for our associates. All associates receive an annual development plan that includes a mixture of on-the-job coaching and formal training experiences to support individual development needs. We firmly believe in associate growth that supports career progression and we will proactively support your ongoing career development.

Responsibilities

Strategic Account Management Develop and execute account strategies for OEM customers, ensuring alignment with business objectives
Utilize the Key Account stage-gate process to identify, prioritize, and manage top OEM accounts
Maintain a deep understanding of OEM business models, decision-making processes, and influence points
Sales Growth & Revenue Targets Drive annual top-line and bottom-line growth for Crane CPE products across assigned OEM accounts
Monitor sales performance against targets and implement corrective actions where necessary
Develop annual plans based on project backlog, funnel analysis, and market trends
Specification Influence Work closely with other key account managers, the sales organisation and EPCs to influence technical specifications and secure Crane products in project designs
Coordinate efforts to create value at the specification level, leveraging OEM influence to maximize project opportunities
Customer Engagement & Relationship Building Establish strong relationships with key decision-makers and influencers at OEM accounts
Organize regular engagement activities such as lunch & learn sessions, technical reviews, and other workshops
Act as the primary point of contact for OEM customers, ensuring exceptional service and responsiveness
Technical Expertise & Training Deliver product and application-based training on Saunders HC4 and other Crane CPE product lines
Collaborate with Business Line Managers and Application Engineers to provide technical support and resolve complex issues
Market Intelligence & Competitive Analysis Monitor competitor activities, including technical changes and new product initiatives
Support Business Line Managers in competitive benchmarking and identifying opportunities for new product development
Provide insights to inform pricing strategies and enhance Crane’s value proposition
Cross-Functional Collaboration Partner with Sales Engineers, Marketing, and Product Manager to execute initiatives and strategic projects
Support channel partner decisions and assist in managing EPC accounts in the U.S.
Participate in technical specification reviews and contract negotiations for major projects
Continuous Improvement Deliver weekly account progress reports and project updates to the Key Accounts Director
Provide monthly updates on performance versus plan, competitive movements, and key projects
Contribute to demand forecasting, annual operating plans, and strategic growth initiatives