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il y a 18 heures
We are seeking a dynamic and strategic Key Account Manager to lead engagement with End-User Pharmaceutical companies - the decision makers within the value chain. Whilst purchasing activities and influencing are often made by, EPCs and OEMs, the End-User ultimately makes the final decision via the specification, making this position essential for driving growth and strengthening Saunders’ market leadership.As Key Account Manager for the End-User Segment, you will be responsible for managing customer interaction and business pursuit at target accounts across Europe. Your focus will be on driving project pursuit strategies, leveraging the Crane Key Account Management Process (KAMP) and Global Project Management (GPM) process, and utilizing all available sales excellence tools. These efforts may lead to establishing close relationships with decision-makers and influencers in Engineering, Procurement & Construction (EPC) companies, at both the corporate and site levels.Reporting directly to the Director of Sales - Europe, you will develop and own the overall account strategy, including AML positioning, project pursuit, and product promotional planning. You will work closely with Saunders Sales Management, Sales Engineers, Customer Service, Business Line Management, and other stakeholders within the Crane ChemPharma & Energy organization to coordinate end-user influence.This is a critical role during a period of significant investment and evolving customer needs, requiring a proactive, results-oriented professional who thrives in a fast-paced, matrix environment. You will influence commercial strategy, collaborate across functions, and serve as a key driver of innovation, customer satisfaction, and profitable growth.Key ResponsibilitiesStrategic Account ManagementDevelop and execute account strategies for End-Users, ensuring alignment with the overall strategyUnderstand how to help the customer meet its business objectives and determines tailored solutionsCreates long-term, profitable relationships by understanding how we can add value to the customer’s businessUtilize the Key Account stage-gate process to identify, prioritize, and manage large End-User accountsMaintain a deep understanding of customer needs, key performance indicators, decision-making processes, and influence pointsDrive annual top-line and bottom-line growth for Crane CPE products across assigned the key accountsMonitor sales performance against targets and implement corrective actions where necessaryDevelop annual plans based on project backlog, funnel analysis, and market trendsSpecification InfluenceLeverages input from cross-functional teams like other key account managers, the sales organization and subject matter experts to influence technical specifications and secure Crane products in project designsCoordinate efforts to create value at the specification level, leveraging OEM influence to maximize project opportunitiesCustomer Engagement & Relationship BuildingEstablish strong relationships with key decision-makers and influencers at End-User accountsOrganize regular engagement activities such as lunch & learn sessions, technical reviews, and other workshopsAct as the primary point of contact for End-User customers, ensuring exceptional service and responsivenessTechnical Expertise & TrainingDeliver product and application-based training on Saunders HC4 and other Crane CPE product linesCollaborate with Business Line Managers and Application Engineers to provide technical support and resolve complex issuesMonitor competitor activities, including technical changes and new product initiativesSupport Business Line Managers in competitive benchmarking and identifying opportunities for new product developmentProvide insights to inform pricing strategies and enhance Crane’s value propositionCross-Functional CollaborationPartner with Sales Engineers, Marketing, and Product Manager to execute initiatives and strategic projectsSupport channel partner decisions and assist in managing EPC accounts in EuropeParticipate in technical specification reviews and contract negotiations for major projectsDeliver weekly account progress reports and project updates to the Director of SalesProvide monthly updates on performance versus plan, competitive movements, and key projectsContribute to demand forecasting, annual operating plans, and strategic growth initiativesRequired Qualifications and ExperienceEducational and Industry ExperienceA bachelor’s degree in Engineering, Biology or a related technical field is requiredMinimum 10 years of experience in technical field sales, sales management or business development, with at least 5 years in the pharmaceutical industryProven track record of success in establishing and nourishing relationships within the pharma end-user marketStrategic ThinkingDemonstrated ability to develop and execute strategic account plans that drive growth and profitabilitySkilled in influencing decision-makers and managing relationshipsExperience in leading cross-functional initiatives and fostering collaboration to achieve business objectivesMarket AnalysisStrong understanding of End-User decision making process and influence within the value chainAbility to analyze market trends, competitor positioning, and customer needsAbility to identify opportunities for new product development and contribute to competitive benchmarkingCustomer and Sales InterfaceProven ability to build and maintain relationships at senior teams with global responsibilitiesExperience interfacing with sales, engineering, quality to support customer projectsSkilled in delivering technical presentations, training sessions, and value-based selling strategiesCommunication and Customer FocusExcellent verbal and written communication skills, including technical and commercial languageStrong presentation and negotiation skills with a relentless focus on customer satisfactionAbility to handle complex situations calmly and professionally, providing clear recommendationsAdaptability and InnovationHighly motivated and innovative, with the ability to adapt to changing circumstances and deliver solutionsComfortable working across diverse environments and cultures in a matrix organizationLanguage SkillsFluency in English, French and German is required; proficiency in other languages is a plusGeographic FlexibilityWillingness to travel within Europe to support growth initiatives #J-18808-Ljbffr
