Key Account Manager

Key Account Manager for Crane Cryogenics

Crane ChemPharma & Energy is a division within the Fluid Handling Business Segment of Crane Co, a US multi-national company which specializes in highly engineered products in niche markets. Crane ChemPharma & Energy designs, manufactures, markets and distributes a range of process valves and actuators under multiple brand names for a wide range of applications in a number of industries including the refinery, chemical, biopharmaceutical, and energy industries.

The Key Account Manager for Crane Cryogenics is a senior contributor with the responsibility of managing customer interaction and project pursuit at the target Hydrogen accounts. This individual will be responsible for establishing close relationships with Procurement, Project Management, and Engineering leads at the corporate level, as well as at the individual site level. The Key Account Manager will drive the project pursuit strategy for each opportunity and follow the Crane Global Project Management process including all sales excellence tools. This individual will work closely with Crane Regional Sales Managers, Sales Engineers, Customer Service, Business Line Management, and others in the Crane ChemPharma & Energy organization to coordinate end user influence, product / competitive strategies and application focus. The Key Account Manager will develop and own the overall account strategy, including any AML positioning and product promotional planning.

Principal Responsibilities :

• Drive annual Top Line and Bottom Line orders and sales growth for Crane Cryogenics products
• Develop ship set guidance for Crane Cryogenics offering in multiple applications like liquid hydrogen tanks / trailers, liquefaction, fueling stations.
• Develop top targeted accounts using key account stage gate process
• Drive key account management process at selected accounts
• Develop channel roadmap for selected key accounts
• Drive AML additions for Crane Cryogenics products at key accounts
• Identify key decision influencers on targeted projects; interacting with them to ensure they understand products and the value propositions for their applications.
• Establishes a regular cadence of visits, both commercial and technical, with target customers.
• Competent in all product lines; leverages BLMs, Engineering, and other Crane Cryogenics team members as necessary.
• Delivers Product and Application based training
• Conducts customer symposiums to share data and promote our products.
• Identifies opportunities for new product development, which support existing application and improve our value proposition or technical advantage.
• Delivers Weekly report on Account Progress and Project Updates.
• Delivers Monthly update on progress vs. plan, competitive movements and any key projects to VP-GM
• Utilizes & Champions Sales Excellence tools as they become available.

Qualifications / Experience :