City of Shakopee, MN
Location
Langenfeld, Kreis Mettmann | Germany
Job description
You are a professional looking for an opportunity to grow? Emerson has an appealing role for you - Key Account Manager Chemical !
The role develops, cultivates, and leads long term relationships with Key Accounts in the Chemical industry and improves sales opportunities with them.
Within a base of prospects, will help to identify and qualify new business opportunities. The KAM will promote customer satisfaction and loyalty by demonstrating an understanding of customers’ critical business issues and delivering products and services that help clients to meet their current and future business objectives. The role is accountable for achieving specified revenue targets.
In This Role, Your Responsibilities Will Be:
• Drives expertise and growth in key Chemical industries
• Identifies the Chemical market requirements and specifics, develops and implements the strategies and tactics for growth of orders and profitability
• Focuses on taking into consideration the customer segmentation to ensure a strong hit rate and sales efficiency.
• Develops a business plan and sales strategy that assures growth at selected key accounts
• Develops and handles detailed and long-term Key Account plans
• Collaborates with the Project End Users and the respective Account Managers, talks directly with all collaborators
• Maintains data and information relevant to key accounts for the purpose of conducting analyses that influence account-specific decision making
• Runs the budget for the assigned accounts and specific targets for new product introductions
• Reports regularly to the Sales Director on strategy implementation progress, business results, competition activities and market trends
• Prepare regular reports of progress and forecasts to internal and external partners using key account metrics
• Negotiates business contracts within the agreed Delegation of Authority considering discounts, prices and volume structures
• Oversees, ensures and personally supports the execution of committed contractual terms to customers in all business transactions
• Signs responsible to achieve, bookings and discount targets at assigned Key Accounts
• Ensures regular updates of the Emerson customer relationship management (CRM) tool with regards to customer organization and contacts as well as project opportunities and related time frames and commercial information
• Participates where required in customer development activities as trade shows, fairs, innovation days and conferences aiming to promote the sale of products, solutions and services
• Ensures that all transactions are properly screened and recorded in accordance with the company’s Trade Compliance procedures and brings up any concerns or questions to the local Gatekeeper
• Ensures Flow Controls interests are served within all cross-platform company programs, drive amplification of products from adjacent business units to increase revenue
• Engages and collaborates with Flow Controls Europe as well as the Final Control or Automation Solutions team to develop global Key Accounts and support global Key Account Management
• Establishes relationships with decision makers and senior management at Key Accounts, become a trusted and strategic advisor for the customer and within Emerson, demonstrate an in-depth knowledge of assigned industry
• Acquires a thorough understanding of key customer needs and requirements
• Continuously drives the improvement of customer satisfaction by understanding, communicating and implementing solutions to their needs
• Assures that key products appear on the customer vendor lists and coordinates product presentations and testing to make that happen
• Coordinates sales project activities in close collaboration with the DACH inside sales team and makes sure that all efforts are done to get products qualified at the customer
• Resolves any issues and problems faced by customers and deals with complaints to maintain trust
• Maintains and continuously develops high level of products and technologies knowledge required to perform the job and identifies new opportunities within the industry
• Enhance both “face to face-to-face” and other communication possibilities with customers to build a sustainable relationship
• Adheres to Business Ethics stipulated by Emerson
For This Role, You Will Need:
• Bachelor or equivalent experience in Engineering or similar
• Confirmed experience as Key Account Manager
• 5+ years professional relevant working experience
• Technical Expert of Control Valves products and Control Valves applications in Chemical & Petrochemical industries
• Final Control background preferred
• Knowledge of ASME, ANSI, DIN, EN regulations
• Solution selling approach
• Proven track record in sales and selling solutions based on customer needs
• Strong communication and presentation skills
• Excellent listening skills, with the ability to communicate efficiently with management and cross-functional teams, for both technical and non-technical audiences and at all organizational levels at customers and internally
• Be a committed, self motivated, results driven sales person
• Be a teammate willing to work with others in the region and globally
• Strong commercial skills and the ability to build tactical plans to penetrate targeted markets
• Ability in problem-solving and negotiation
• Fluent language skills in English and German
• Willing to travel regularly within the DACH region and occasionally international
• Good knowledge in Microsoft Office 365
• Beneficial: MBA
Our Offer to You
We understand the importance of work-life balance and are dedicated to supporting our employees' personal and professional needs. From competitive benefits plans and comprehensive medical care to equitable opportunities for growth and development we strive to create a workplace that is supportive and rewarding.
Depending on location, our flexible work from home policy allows you to make the best of your time, by combining quiet home office days with collaborative experiences in the office so that you can personalize your work-life mix.
Moreover, our global volunteer employee resource groups will empower you to connect with peers that share the same interest, promote diversity and inclusion and positively contribute to communities around us.
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