Now Hiring - Key Account Manager-Hydrogen in The Woodlands, TX

Business Unit and Position Summary:

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.

[please apply online] [please apply online]

The Key Account Manager for Hydrogen & Industrial gas is a senior contributor with the responsibility of managing customer interaction and project pursuit at the target 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 Key Account Managers, Customer Service, Business Line Management, and Crane leadership team to coordinate end user and or OEM influence, product / competitive strategies and application focus. The Key Account Manager will develop and own the overall account strategy, including relationship building/mapping, AML specification work, product promotional planning and overall sales metrics management of the assigned accounts.

PRINCIPLE RESPONSIBILITIES:

• Drive annual Top Line and Bottom Line orders and sales growth for Crane Cryoflo’s products.
• Develop ship set guidance for Crane Cryoflo product offering in storage, liquefaction and transportation applications for hydrogen and industrial gases.
• Determine top key accounts using key account stage gate process
• Drive key account management process at selected accounts
• Drive AML additions for all Crane Cryoflo products at key accounts
• Identify key stakeholders and decision makers on targeted account and for target projects; interacting with them to ensure they understand Crane capability and the value propositions for their applications.
• Establishes a regular cadence of Lunch and Learn opportunities at the account targeted to the project backlog.
• Competent in all product lines; leverages BLMs and Application Engineers 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.
• Plays an active role in the NPD process, assisting Business Line Managers in researching new product ideas.
• Monitors competitor technical changes in current product and new product initiatives.
• Provides support to manage Channel Partner decisions.
• Provides support to BLM to perform competitive benchmarking.
• Manages Terms and Conditions discussions with Crane legal support.
• Coordinates End User influence on specific project applications to create value at the spec. level.
• Assists BLM to develop demand forecasts.
• Assists in the development of the annual CPE operating plan.
• Develops and Delivers Annual Plan based on project backlog and funnel.
• Delivers Weekly report on Account Progress and Project Updates.
• Delivers Monthly update on progress vs. plan, competitive movements and any key projects to Director of Key Accounts.
• Utilizes & Champions Sales Excellence tools as they become available.

QUALIFICATIONS/EXPERIENCE :

• Educated to degree level (or equivalent qualification) in chemical or mechanical engineering.
• Preferred 10+ years’ experience in technical field Sales / Sales Management.
• 3+ years’ experience with industrial gas related businesses
• Experienced in selling technical products like piping, valves, controls, and/or pumps in industrial gas, cryogenics and or hydrogen space
• Exceptional interpersonal and communication skills with ability to quickly build relationships with channels and end-users.
• Knowledge of how to create a product value proposition to win MRO and Projects versus competition.
• Excellent written and oral communications skills including technical and business understanding.
• Rapid learning ability and high-energy team player.
• Ability to handle difficult situations, collect data & deliver recommendations in a calm and business-like manner.
• Servant leadership mentality; hands on approach

#LI-MZ1