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Senior Key Account Manager

2 months ago

City of Canning, Australia IMI Precision Engineering Full time
About the Role

This is a senior sales position that is responsible for handling Norgren's most important client accounts within the region.

The role is critical in developing, maintaining and expanding new and existing relationships with key accounts, and is accountable for achieving assigned strategic objectives.

The position represents the entire range of company products and services to key accounts, ensuring that assigned customer needs and expectations are met or exceeded.

The role collaborates with internal colleagues to ensure the timely and accurate delivery of products and services to key customers.

Key responsibilities include developing strong relationships with customers, collaborating with business development managers, leading joint-strategic account development planning, and staying informed about new technologies and market events.

Key Duties and Responsibilities
  • Develop strong relationships with customers, including distributors, resellers, OEMs, and end-users.
  • Collaborate with business development managers to set goals and drive growth in existing and new markets.
  • Lead joint-strategic account development planning, defining objectives, targets, and milestones.
  • Proactively understand and validate customer needs, identifying new opportunities through face-to-face communication.
  • Lead solution development efforts, coordinating internal resources promptly.
  • Stay informed about new technologies, market events, and industry conditions for enhanced presence and revenue growth.
  • Support management with quarterly LV planning and annual budgeting.
  • Maintain a CRM database with customer and prospect contact information.
  • Review ongoing variances to orders/sales, gross profit, and budgets, discussing initiatives with BU manager/leader or regional sales manager.
  • Prepare customer proposals and quotations, adhering to quality assurance policies.
  • Monitor customer/competitor and market activities, providing market intelligence for growth.
  • Take ownership of customer Net Promoter Score (NPS) and actively participate in the NPS process.
  • Contribute to product/sales development training programs, including launches.
  • Actively participate in branch promotional activities, assisting with displays and presentations.
  • Supervise up to 2 key account managers.
Expertise Required

The ideal candidate will hold a graduate-level or trade qualification with substantial experience in commercial sales engineering or a technical environment.

They will demonstrate a successful track record in key account management, preferably with a background in commercial sales engineering.

They will showcase experience in delivering client-focused solutions, possess strong goal orientation, assertiveness, and hands-on problem-solving skills.

They will display proficiency in analyzing and drawing inferences from data, and have familiarity with CRM tools (Salesforce would be an advantage).

They will possess a full understanding and proven ability to enhance revenue, margins, and operating profit to meet short-term and long-term goals.

They will showcase strong technical knowledge of pneumatic equipment, including application and system design.

What We Offer

As a member of our team, you will have the opportunity to work with a global specialist engineering company that creates breakthrough solutions.

You will be part of a close-knit team that values collaboration, inclusivity, and diversity.

You will have access to a competitive salary, car allowance, paid birthday leave, employee recognition awards, and a range of other benefits.

You will be part of a company that is committed to making a positive impact on the world, and you will have the opportunity to contribute to building a positive culture.