Global Key Account Manager
About the role
SPX is a diverse team of unique individuals who all make an impact. The primary purpose of the Global Key Account Manager is to achieve revenue, profitability, and customer satisfaction goals for key accounts in high-growth industries. This role manages business development, pre- and post-sales support, channel coordination, and operational support for key accounts globally. Project managers and application engineers will report into this role to provide a world-class customer experience while achieving growth goals.
The individual in this role will demonstrate and implement best practices in professional selling, actively use CRM and other customer management tools, and work effectively with reps, internal team members, and marketing and product development to achieve their goals. This role helps refine the current key account program while implementing key corporate initiatives and facilitating the transfer of information between SPX, representatives, and customers.
The role involves regular customer meetings to discuss goals, needs, general conditions, repairs, upgrades, parts, and major modifications. The incumbent works with team members to prepare estimates/proposals, perform project management functions, and review performance metrics and market feedback to improve performance. The role also requires awareness of competitor activity and meeting booking/revenue goals quarterly and annually.
The successful candidate demonstrates a clear sense of urgency and direction, inspires and leads effectively, and communicates well with others. Success requires extensive technical knowledge of assigned product lines and a comprehensive understanding of market conditions and customer needs. This role encourages innovation, improves technical support efficiency, monitors technological and competitive advances, and supports global and acquisition-related technical issues.
Responsibilities
- Actively pursue key accounts (both OEM and end users).
- Work with cross-functional teams to maximize sales globally.
- Develop strategies for quoting opportunities and setting pricing levels.
- Keep representatives focused on supporting assigned customers locally and communicating local needs and issues.
- Contact and meet with customers to discuss all aspects of proposals and close opportunities.
- Meet annual sales and gross margin goals.
- Develop and cultivate customer relationships by meeting with customers, conducting presentations, and discussing existing projects.
- Regularly pass information to and from representatives and SPX Cooling’s headquarters to assist with sales and customer requests.
- Discuss specific coil products with representatives and approve aggressive discount levels.
- Monitor transaction pipeline to develop proper forecasts.
- Manage and track territory pricing levels, discount levels, and gross margins.
- Travel frequently to support customer needs.
- Document customer requirements for new products and desired changes/enhancements for existing products.
- Influence and collaborate with R&D, engineering, marketing, manufacturing, and operations to enhance products responsive to customer needs and market opportunities.
Requirements
Performance Measures
- Meet revenue, bookings, and gross margin goals.
- Customer satisfaction metrics and goals.
- Implementation of CRM and professional sales practices.
- Monthly accuracy of pipeline.
People Leader Competencies
- Customer Focus
- Leadership and team management
- Aligning Performance for Success
- Continuous Improvement
- Facilitating Change
- Building a Successful Team
- Building Strategic Work Relationships
- Building Trust
- Gaining Commitment
- Planning and Organizing
- Delegating Responsibility
- Coaching and Developing Others
- Continuous Learning
- Communication
Education/Experience
- Bachelor’s degree strongly preferred, notably in Engineering or another technical field.
- 7+ years of experience in rep management, direct sales, and key account management.
- Knowledge of HVAC/cooling towers.
Certification/Other Skills and Abilities
- Proficiency in Microsoft Office.
- Ability to effectively manage data and understand analytics using a CRM/pipeline management tool.
- Driver’s license and proof of insurance.
- Willingness to travel at least 50 percent of the time.
Physical Demands
The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Occasionally lifting up to 50 pounds.
- Bending/stooping about five percent of the time.
- Keyboarding/typing.
- Ability to effectively read from a computer screen and/or a paper copy.
- Ability to handle a large volume of work and perform multiple tasks in a fast-paced environment.
- Ability to effectively verbally communicate.
Work Environment
The work environment characteristics described are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Office environment with varying degrees of noise levels.
- May work outside and may be exposed to bad weather, heat, and/or excessive noise.
Benefits
- Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave.
- Competitive health insurance plans and 401(k) match, with benefits starting day one.
- Competitive and performance-based compensation packages and bonus plans.
- Educational assistance, leadership development programs, and recognition programs.