Key Responsibilities:
Strategic Account Management
- Develop and execute account strategies for End-Users, ensuring alignment with the overall strategy
- Understand how to help the customer meet its business objectives and determines tailored solutions
- Creates long-term, profitable relationships by understanding how we can add value to the customer’s business
- Utilize the Key Account stage-gate process to identify, prioritize, and manage large End-User accounts
- Maintain a deep understanding of customer needs, key performance indicators, decision-making processes, and influence points
Sales Growth & Revenue Targets
- Drive annual top-line and bottom-line growth for Crane CPE products across assigned the key accounts
- Monitor sales performance against targets and implement corrective actions where necessary
- Develop annual plans based on project backlog, funnel analysis, and market trends
Specification Influence
- Leverages input from cross-functional teams like other key account managers, the sales organisation and subject matter experts to influence technical specifications and secure Crane products in project designs
- Coordinate efforts to create value at the specification level, leveraging OEM influence to maximize project opportunities
Customer Engagement & Relationship Building
- Establish strong relationships with key decision-makers and influencers at End-User accounts
- Organize regular engagement activities such as lunch & learn sessions, technical reviews, and other workshops
- Act as the primary point of contact for End-User customers, ensuring exceptional service and responsiveness
Technical Expertise & Training
- Deliver product and application-based training on Saunders HC4 and other Crane CPE product lines
- Collaborate with Business Line Managers and Application Engineers to provide technical support and resolve complex issues
Market Intelligence & Competitive Analysis
- Monitor competitor activities, including technical changes and new product initiatives
- Support Business Line Managers in competitive benchmarking and identifying opportunities for new product development
- Provide insights to inform pricing strategies and enhance Crane’s value proposition
Cross-Functional Collaboration
- Partner with Sales Engineers, Marketing, and Product Manager to execute initiatives and strategic projects
- Support channel partner decisions and assist in managing EPC accounts in the U.S.
- Participate in technical specification reviews and contract negotiations for major projects
Continuous Improvement
- Deliver weekly account progress reports and project updates to the Director of Sales
- Provide monthly updates on performance versus plan, competitive movements, and key projects
- Contribute to demand forecasting, annual operating plans, and strategic growth initiatives
This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
Crane Company. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status.
