Key Account Manager

Worthington Enterprises•Worthington, OH

About The Position

Under the direction of the Sr. Director of Sales, the Key Account Manager – ASME Engineered Products develops and grows relationships with the Company’s most strategic, high-value, and technically complex customers. The role is accountable for annual sales, margin, market-share, forecast accuracy, customer-service, and strategic-growth objectives for assigned accounts and programs. It leads commercial strategy for assigned accounts, including account planning, opportunity development, pricing and contract alignment, executive relationship management, project and program execution, and coordination of internal resources. The Key Account Manager serves as the primary commercial owner and voice of the customer for ASME Engineered Products, including water, hydronic, industrial, energy, and data-center cooling applications. The position also provides direction, motivation, coaching, and support to applicable sales representatives and channel partners to achieve sales volume, market-share, distribution, and profit goals for Worthington Enterprises products within established cost and operating parameters. Significant travel is required, estimated at 35–50% depending on assigned accounts and customer needs. The employee must be based in, or willing to relocate to, Ohio, with the ability to travel nationally.

Requirements

Bachelor’s degree in Business, Engineering, Marketing, or a related field; equivalent relevant experience will be considered.
At least 10 years of progressive business-to-business sales, strategic account management, engineering, manufacturing, or commercial leadership experience.
Demonstrated success managing large, complex, technically demanding customer relationships with responsibility for revenue growth and profitability.
Strong technical aptitude and ability to understand customer specifications, engineered-product applications, manufacturing processes, and commercial implications.
Ability to develop executive relationships and influence decision-makers across engineering, procurement, operations, quality, and senior leadership.
Strong strategic-account planning, forecasting, negotiation, presentation, analytical, written, and verbal communication skills.
Working knowledge of fact-based, value-based, and solution-oriented selling approaches.
Ability to translate customer needs, market intelligence, and data into business recommendations and actionable growth plans.
Ability to lead cross-functional teams and manage multiple complex opportunities, projects, and priorities simultaneously.
Strong ownership mentality, sense of urgency, accountability, and follow-through.
Flexibility and adaptability.
Significant travel, estimated at 35–50% depending on assigned accounts and customer needs.
Must be based in, or willing to relocate to, Ohio, and able to travel nationally.

Nice To Haves

Experience in ASME pressure vessels, engineered products, HVAC/hydronic systems, industrial equipment, water systems, energy, data-center cooling, or a comparable technical market.

Responsibilities

Own and manage assigned strategic accounts and complex ASME Engineered Products opportunities to achieve sales, margin, share, service, and growth objectives.
Develop, execute, and update strategic account plans covering customer priorities, stakeholders, opportunities, risks, targets, margins, and internal actions.
Build and maintain senior-level customer relationships across engineering, procurement, operations, quality, project management, executive leadership, and end-user groups.
Lead the commercial process for major engineered-product opportunities, including specification influence, application support, proposal strategy, quotation follow-up, negotiation, contract review, order conversion, and post-order communication.
Match Worthington Enterprises’ engineering, manufacturing, quality, supply-chain, and service capabilities to customer needs and present solutions to customer problems.
Develop account forecasts and opportunity pipelines, including timing, award probability, revenue, margin, capacity needs, and commercial or technical risks.
Lead pricing strategy, commercial negotiations, customer terms, escalation discussions, and value-based selling initiatives to protect and grow profitability in accordance with Company policies.
Own customer contracts, supply agreements, pricing agreements, rebate programs, service expectations, and other account commitments; communicate requirements and changes internally.
Lead customer business reviews covering performance, service and quality metrics, forecasts, opportunities, new-product introductions, operational priorities, and corrective actions.
Lead a coordinated internal account team across Sales, Engineering, Operations, Supply Chain, Quality, Finance, Product Management, Customer Service, and New Product Development.
Provide a unified Company presence to customers and facilitate executive-level engagement to strengthen relationships, resolve issues, or advance opportunities.
Work with Engineering and Product Management to turn customer feedback into product improvements, new-product opportunities, standardization initiatives, and market requirements.
Maintain working knowledge of ASME pressure-vessel applications, customer specifications, industry standards, materials, manufacturing capabilities, lead times, and market dynamics.
Coordinate with regional sales managers, representatives, and channel partners to align account strategy, communications, pricing, and opportunity ownership.
Work with analytics and internal stakeholders to monitor account performance, market trends, forecast accuracy, profitability, customer share, and business risks, and translate findings into account strategies.
Track and communicate customer, industry, market, competitive, pricing, capacity, supply-chain, and emerging business developments.
Communicate customer requirements, contractual commitments, forecast changes, and account risks to appropriate departments and stakeholders on a defined cadence.
Coordinate internal resources to resolve significant customer quality, delivery, service, and commercial issues, maintaining customer communication through closure.
Maintain accurate and timely customer, opportunity, forecast, and account-plan information in Company systems.
Provide direction, motivation, coaching, and support to applicable sales representatives and channel partners.