Key Account Manager

**We offer**
Customers are asking for efficient solutions, prompting HOERBIGER Compression Technology’s Sales and Service Organization to revise and improve its sales-led market approach. This will be driven by promoting its core technology, such as compressor valves, rings and packings, as well as pursuing higher-level solutions with multiple technologies and commercial products. Our team expands its portfolio in line with customer demands and improves customer experience, in part by shifting from a pure sales focus to creating and delivering solutions.

The goal of the Key Account Manager is to execute the new sales strategy in collaboration with the sales team. The strategy will guide other objectives that relate to account plans, customer relationships and sales initiatives. He or she should also strive to gain an in-depth understanding of the customer’s businesses so that HOERBIGER can deliver optimal services that resolve the customer’s needs and create added value. In pursuing all targets, the person in this position should focus on opportunity, discovery, selection and conversion as well as promoting a safe working environment.
- Prepare account plans, visit reports and expand the customer base.
- Develop and manage a strong order profile and opportunity funnel from assigned accounts
- Identify potential development opportunities for HOERBIGER, represent the customer’s interests and communicate them accurately and in a timely manner.
- Maintain sales funnel accurately and regularly to support the sales forecast; participate in forecast development as necessary
- Identify and convert customers to long-term contracts for parts and services, thus capturing or protecting market share
- Support both HOERBIGER operations and customers with clear communication and relationship management
- Operate within HOERBIGER core values and policies
- Support administration with receivable cash collect when necessary
- Work closely with the branch staff to assist in planning, forecasting and customer problem solving

**Requirements**:

- Education: Engineering qualification
- Experience: 5 years in technical sales role or similar
- Technical understanding of the markets, HOERBIGER products, plant process, equipment, customer business, high value - high implication value drivers and HOERBIGER's competition
- General knowledge about equipment types as necessary

**What you should bring with you**
- Experience with building sustainable long-term customer relationships
- Experience with fast-cycle and long-cycle sales opportunity management
- Knowledge about reciprocating compressors design and function, mechanical components, control and peripheral systems
- Knowledge about the oil & gas market, especially downstream
- Knowledge about vendors of equipment components
- Knowledge about completion, especially ISPs and OEMs
- Successful sales track record in reciprocating compressors or rotating in the oil and gas (processed & natural gas, up, mid, downstream) markets including a service mindset
- Experience with working in teams

**Company Profile**
HOERBIGER is active throughout the world in the energy sector, the process industry, the automotive industry, the mechanical engineering sector, in safety engineering, and in the electrical industry. In 2021, its 5,862 employees achieved sales of 1.119 billion euros in 131 locations across 46 countries. Our products and services are used in reciprocating compressors, gas flow control units, vehicle drives, rotating unions, explosion protection, gas-powered engines, and in automobile hydraulics.

Job Reference: FR00014