Key Account Manager Nsw

**Company Description**
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.

To ensure the successful management and growth of existing business and the identification and development of new clients and business partnerships in order to achieve strategic goals whilst maximising profits in accordance with John Crane business ethics and procedures.

**Business Development**

**Promote and sell John Crane products and solutions within a designated territory to achieve individual and team budgets.
- Achieve monthly and yearly orders and sales budgets.
- Develop and grow John Crane’s existing client base.
- Promote JCA quality products, superior service levels, and a professional image to the market place.
- Set and achieve new sales and client account management strategies and strategic plans in line with company philosophies, guidelines, budgets and time frames.
- Development of budget plans and values.
- Establish and maintain customer call cycles as appropriate and in conjunction with the Sales Manager
- Follow up of customer visits and quotations in a timely and professional manner with the view to gaining business and closing orders in favour of John Crane Australia.
- Ensure that industry knowledge, product knowledge and competitor knowledge is continuously researched, maintained and trends are freely communicated to all internal clients.
- Meet and exceed KPI’s as set and agreed to with the Sales Manager

**Relationship Management**
- Effective utilisation of SAP C4C for quotations, logging customer contact information, sales activities, key account plans and other critical information on a daily basis.
- Provide real-time sale support to all key accounts.
- Provide all customers with real-time progress reports and information on all orders and sales.
- Research industry, supplier, product trends and client requirements to identify potential solutions for customers and opportunities for further new product development.

**Travel Requirements**
- It is anticipated that that incumbent will be expected to travel to key client sites in remote locations on an as required basis.
- The role is customer facing and a high degree of face to face customer engagement is required.

**Administration**
- Meet 100% of budgeted orders or as amended at FORQ reviews.
- Meet 100% of budgeted sales or as amended at FORQ reviews.
- 100% utilisation of SAP C4C CRM tool
- Target on overall return on sales in line with company policy or as amended at FORQ reviews.
- Target an overall contribution margin of in line with company policy or as amended at FORQ reviews.
- Ensure monthly reports are developed and submitted in accordance with management requirements.
- Ensure that all expenses are maintained within budget levels.
- Ensure that all forecasting and account planning, opportunity management and quote maintenance is actioned in SAP C4C.

**Qualifications** Personal Characteristics and skills**
- Personal behaviours that demonstrate adaptability, initiative, integrity and cross cultural and commercial awareness.
- Ability to plan, prioritise and organize work, both on an individual and team level within a set timetable in an environment of conflicting demands.
- Ability to initiate and recommend process improvements within the team.
- Record of achievement of working collaboratively within multi-disciplined teams.
- Highly developed interpersonal and communication skills.
- An ability to foster existing business relationships by offering outstanding levels of customer service and the research and development of new business partnerships.
- Financial and budgetary management skills.

**Additional Information**

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.

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