Key Account Manager Sales
About The Position
The Key Account Manager Sales will be responsible for managing and growing a defined list of approximately 30 named OEM accounts using the 80/20 account prioritization system. This role involves building deep multi-level relationships within key OEM accounts, developing and executing account plans, and collaborating with the BDM team to identify and pursue new OEM prospects. The position requires delivering technical presentations, negotiating contracts, acting as an escalation point for customer issues, and providing accurate sales forecasts. The Key Account Manager will also be involved in relaying customer insights to Product Management, attending industry events, and preparing business reviews.
Requirements
- 7+ years of direct OEM sales experience in industrial pumps, rotating equipment, or fluid control.
- Demonstrated track record managing multi-million dollar named account portfolios.
- Proficient in Salesforce CRM — opportunity management, forecasting, and pipeline reporting.
- Strong technical aptitude — ability to read schematics, P&IDs, and interpret engineering specs.
- Excellent executive-level communication and presentation skills.
- Willingness to travel up to 50% (more during trade show season).
- Valid driver's license; ability to access industrial plant environments (PPE compliance required).
Nice To Haves
- Bachelor's degree in Engineering, Business, or related discipline preferred.
Responsibilities
- Manage and grow a defined list of ~30 named OEM accounts using the 80/20 account prioritization system.
- Build deep multi-level relationships within key OEM accounts (engineering, procurement, operations, C-suite).
- Develop and execute account plans for top-tier OEM accounts, identifying expansion opportunities within each.
- Proactively identify and pursue net-new OEM prospects in collaboration with the BDM team.
- Deliver technical presentations and product demonstrations tailored to OEM engineering requirements.
- Negotiate pricing, terms, and contracts; maintain price discipline — discounts require VP approval above 5%.
- Act as the primary escalation point for OEM customer issues; coordinate with Customer Care and Product Support.
- Provide accurate monthly and quarterly booking forecasts against individual quota.
- Track and report on funnel health (size, age, stage, and probability) in CRM.
- Collaborate with Product Management to relay OEM voice-of-customer insights and identify new product needs.
- Attend industry trade shows and OEM-hosted events; represent CIRCOR at the executive level.
- Prepare monthly business reviews (MBRs) for assigned accounts, highlighting risk and growth actions.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
