Strategic Account Manager - OGC

Spirax-Sarco Ltd.•Blythewood, SC

38d

About The Position

Here at Spirax Sarco we offer the industry’s most extensive range of products with services, coupled with practical industry application expertise. In short, we build solutions that set the benchmark for steam utilization worldwide. Position Summary: The Strategic Account Manager (SAM) will be a strategic business leader taking ownership for the planning and execution of our strategy to engage, develop and expand relationships between the business and our most meaningful strategic customers that result in joint value creation. The SAM maintains and elevates relationships with nominated strategically important global accounts having a deep understanding of assigned accounts, their business, trends, and opportunities. The SAM will work closely with the TES sales team to deliver sales targets and central initiatives that generate sales growth across the portfolio.

Requirements

Degree in engineering/marketing/business management or equivalent work experience in a related field
Results orientated (focused on growing assigned accounts)
Excellent verbal and written communication skills
Innovation and problem-solving skills that include the ability to develop and propose solutions for clients
Strong strategic thinking and analytical skills
Socially adept, high degree of emotional intelligence and good at building and strengthening relationships
Strong work ethic and ambition
Strong self-motivation for independent working and adaptability
Proficiency in English
Background in a Sales Management or Key Account Management role
Proven experience of working in/for the pharmaceutical sector with a strong understanding of the market mechanics
Proven experience in managing contracts, T&Cs and legal aspects with direct sales
Customer relation management and/or business development

Responsibilities

Develop, execute, and communicate the strategic account strategy which delivers long term year on year growth ahead of annual targets.
To develop, expand, and initiate customer relations at nominated strategic accounts.
Frequently visit/engage with account corporate offices and operating sites to obtain a deep understanding and identify where Steam Specialties can add value with focus on sustainability/decarbonization.
Lead negotiations such as MSAs or central pricing and oversee any supply/pricing agreements.
Establish multi-level account relationships with key personnel.
Manage periodic central customer communications and quarterly business reviews (QBR).
Direct leadership for central customer/business initiatives e.g., customer training, multi-site audits or sustainability/decarbonization/reliability programs.
Develop and maintain an Account Plan for accounts across the assigned portfolio. Proactively and continuously assessing, clarifying, and validating customer needs to keep the Account Plan up to date.
Identification of customer insights and trends and clearly presenting back into the business.
Collaborate with SBD to help with the identification, launch and introduction of new PSSO to assigned accounts.
Exhibit high levels of Health, Safety and Quality behaviors whilst always demonstrating what we value.
Sustain high levels of customer service and focus with professionalism to foster a ‘set the standard’s mentality.
Adaptability for working within a global matrix organization
Create and implement national account strategy growth plans-assigned accounts
Collaborate with local SE and Channels to align strategy and model successful behaviors
Work with primary channel to drive growth and activity at selected customers
Assist OGC sales, service and SAM team in successful account penetration, and growth opportunities.