Strategic Account Manager - Oil, Gas & Chemicals

Strategic Account Manager - Oil, Gas & Chemicals

The Strategic Account Manager (SAM) will be a strategic business leader taking responsibility for the planning and execution of our strategy to engage, develop and expand relationships between the business and our most important strategic customers that result in joint value creation. The SAM maintains and elevates relationships with nominated strategically important global accounts having a deep understanding of assigned accounts, their business, trends, and opportunities. The SAM will work closely with the TES sales team to deliver sales targets and strategic initiatives that generate sales growth across the portfolio.

Some responsibilities may include:

• Develop, execute, and communicate the strategic account strategy which delivers long term year on year growth ahead of CF² targets.
• To develop, expand, and initiate customer relations at nominated strategic accounts.
• Frequently visit/engage with account corporate offices and operating sites to obtain a deep understanding and identify where Steam Specialties can add value with focus on sustainability/decarbonization.
• Lead negotiations such as MSAs or central pricing and oversee any supply/pricing agreements.
• Establish account multi-level relationships with key personnel.
• Manage periodic central customer communications and quarterly business reviews (QBR).
• Direct leadership for central customer/business initiatives e.g., customer training, multi-site audits or sustainability/decarbonization programs.
• Develop and maintain an Account Plan for accounts across the assigned portfolio. Proactively and continuously assessing, clarifying, and validating customer needs to keep the Account Plan up to date.
• Identification of customer insights and trends and clearly communicating back into the business.
• Collaborate with SBD to help the identification, launch and introduction of new PSSO to assigned accounts.
• Exhibit high levels of Health, Safety and Quality behaviors whilst always demonstrating company values.
• Sustain high levels of customer service and focus with professionalism to foster a ‘raise the bar’ mentality.
• Adaptability for working within a global matrix organization.

Qualifications:

• Degree in engineering/marketing/business management or equivalent work experience in a related field.
• Results orientated (focused on growing assigned accounts).
• Excellent verbal and written communication skills.
• Innovation and problem-solving skills that include the ability to develop and propose solutions for clients.
• Strong strategic thinking and analytical skills.
• Socially adept, high degree of emotional intelligence and good at building and strengthening relationships.
• Strong work ethic and ambition.
• Strong self-motivation for independent working and adaptability.
• Proficiency in English.
• Experience in a Sales Management or Key Account Management role.
• Demonstrated experience of working in/for the pharmaceutical sector with a strong understanding of the market mechanics.
• Demonstrated experience in managing contracts, T&Cs and legal aspects with direct sales.
• Customer relation management and/or business development.

About Us

Steam Thermal Solutions is one of four businesses within Spirax Group, with global coverage across 67 operating units (called OpCos). These OpCos are organised into four Divisions: EMEA, APAC, Americas, Gestra. We acquired Gestra five years ago and since then have operated it as its own business, and as such, we operate two brands, Spirax Sarco and Gestra.

Spirax Group is a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies.

Our Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 165 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones!

Our Purpose, supported by our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.