Key Account Manager

John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies. 
We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards. 
John Crane is part of Smiths Group. For over 170 years, Smiths has been pioneering progress by engineering for a better future. We serve millions of people every year, helping to create a safer, more efficient, productive, and better-connected world across four global markets: energy, security & defence, space & aerospace, and general industrial. Listed on the London Stock Exchange, Smiths employs approximately 16,000 colleagues in over 50 countries. 

The Key Account Manager (KAM) will be responsible for overseeing and managing the local relationship with Sundyne. Key activities include fostering customer intimacy by developing strong relationships at senior management level and ultimately create value through collaboration.  As a sales role the KAM drives revenue growth through the identification of new business opportunities within Sundyne. It is the KAM’s responsible to manage the sales funnel and to keep our CRM tool updated at any time. The KAM will collaborate globally with his KAM peers calling upon Sundyne  or any other of the global OEM accounts. Further interactions will be with cross-functional teams from Sales & Aftermarket, Portfolio & Marketing, Customer Operations, and Engineering Solutions.

Key Activities:

Account Management:

•Build strong relationships with key stakeholders and senior members of Sundyne in your region. Serve as the main point of contact for the assigned account(s)

•Deploy and execute the global Sundyne strategy as received from the Global Account Manager (GAM)

•Understand clients' business objectives, challenges, and requirements, and align company solutions accordingly.

•Proactively identify opportunities to upsell, cross-sell, and expand the scope of services offered to clients understanding their R&D priorities.

•For Level 1 applications you will make technical selections and discussions and ensure decision making which is in adherence to our internal engineering policies.

Sales and Revenue Generation:

•Develop Miller Heimann account plans and strategies to achieve orders, sales, and margin targets together with local KAMs.

•Collaborate with your peer KAMs to identify and pursue new business opportunities within existing account(s).

•Conduct regular business reviews with clients to assess performance, address concerns, and propose innovative solutions.

Customer Satisfaction:

•Ensure high levels of customer satisfaction by promptly addressing client issues, concerns, and inquiries.

•Establish customer success metrics (supplier score card) and track key performance indicators (KPIs) to measure and improve client satisfaction.

•Anticipate and proactively resolve potential conflicts or challenges to maintain strong partnerships.

•Achieving budgeted performance KPI’s.

•Deployment of account strategy.

•Customer price realization.

•Own C4C data integrity for the assigned account(s) in terms of Leads, Opportunities, Quotes, Orders, and Win Rate.

•Keep abreast of industry trends, market changes, and competitor activities that could impact client accounts.

•Utilize market insights to provide valuable feedback to the Portfolio Directors to improve product offerings and competitive positioning.

•Information sharing with peer KAMs and the GAM.

•Project alignment with the regional sales teams, specifically if quoted by GOEMs and non-GOEMs

•To be consulted by Customer Service, if AM strategies impact GOEM business

•Consulted by Global Project team if SR1, or SET projects need to be quoted to one of the GOEMs

•Product managers should seek input from KAMs for the NPD process and product portfolio gaps.

Leadership Behaviors: 

•Innovates for impact

•Take accountability & ownership

•Delivers results at pace

•Leads inclusivity and empowers.

•Develops self and others.

•Lives Smiths values.

•Sets vision to inspire.

•Long-lasting experience in Sales- and Account Management, including frame agreement negotiations with their T&Cs and legal aspects.

•Must possess excellent networking capability and communication skills.

•Industry expert in the field of original equipment manufacturers (rotating equipment) and associated end user markets

•Master’s degree in Engineering/Marketing/Business Management or equivalent experience.

•Must have the willingness, physical ability, and needed documents for extensive (> 50%) global business travel.

We will consider local candidates based in Colorado and Texas who are near major airports for travel. 

With colleagues stretching across the globe, we are proud of our diversity. To foster inclusivity, we run employee resource groups (ERGs) to provide a safe space for employees to connect and support each other. Our cross-business ERGs include Veterans, Pride Network, Black Employee Network, Women@Work Network, and Neurodiversity. 

Across our company, we recognize excellence, culminating in the Smiths Excellence Awards, our annual celebration of the most extraordinary activities, people, and projects that best showcase our strengths and help drive our business forward. We announce these on our annual Smiths Day, a global celebration of Smiths around our network. 

Join us for a great career with competitive compensation and benefits, while helping engineer a better future. 

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, colour, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)