Key Account Manager, CRYOFLO

Crane Co.

The Woodlands, TX


Business Unit and Position Summary:

Crane ChemPharma & Energy is a division within the Fluid Handling Business Segment of Crane Co, a US multi-national company which specializes in highly engineered products in niche markets. Crane ChemPharma & Energy designs, manufactures, markets and distributes a range of process valves and actuators under multiple brand names for a wide range of applications in a number of industries including the refinery, chemical, biopharmaceutical, and energy industries.

www.craneco.com      www.cranecpe.com

The Key Account Manager for CRYOFLO is a senior contributor with the responsibility of managing customer interaction and project pursuit at the target Hydrogen accounts.  This individual will be responsible for establishing close relationships with Procurement, Project Management, and Engineering leads at the corporate level, as well as at the individual site level. The Key Account Manager will drive the project pursuit strategy for each opportunity and follow the Crane Global Project Management process including all sales excellence tools. This individual will work closely with Crane Regional Sales Managers, Sales Engineers, Customer Service, Business Line Management, and others in the Crane ChemPharma & Energy organization to coordinate end user influence, product / competitive strategies and application focus. The Key Account Manager will develop and own the overall account strategy, including any AML positioning and product promotional planning. 

PRINCIPLE RESPONSIBILITIES:

  • Drive annual Top Line and Bottom Line orders and sales growth for CRYOFLO products.
  • Develop ship set guidance for CRYOFLO offering in multiple applications like liquid hydrogen tanks/trailers, liquefaction, fueling stations.
  • Develop top targeted accounts using key account stage gate process.
  • Drive key account management process at selected accounts.
  • Develop channel roadmap for selected key accounts.
  • Drive AML additions for CRYOFLO products at key accounts.
  • Identify key decision influencers on targeted projects; interacting with them to ensure they understand products and the value propositions for their applications.
  • Establishes a regular cadence of visits, both commercial and technical, with target customers.
  • Competent in all product lines; leverages BLMs, Engineering, and other CRYOFLO team members as necessary.
  • Delivers Product and Application based training.
  • Conducts customer symposiums to share data and promote our products.
  • Identifies opportunities for new product development, which support existing application and improve our value proposition or technical advantage.
  • Plays an active role in the NPD process, assisting Business Line Managers in researching new product ideas.
  • Monitors competitor technical changes in current product and new product initiatives.
  • Provides support to develop and manage Channel Partner decisions.
  • Provides support to BLM to perform competitive benchmarking.
  • Manages Terms and Conditions discussions with Crane legal support.
  • Coordinates End User influence on specific project applications to create value at the spec. level.
  • Assists RSM to identify and pursue projects / prospects and participates as a team member or leader in GPT.
  • Assists BLM to develop demand forecasts.
  • Assists in the development of the annual CPE operating plan.
  • Supports RSMs with strategic geographic sales initiatives and end user demand creation.
  • Develops and Delivers Annual Plan based on project backlog and funnel.
  • Delivers Weekly report on Account Progress and Project Updates.
  • Delivers Monthly update on progress vs. plan, competitive movements and any key projects to VP-GM.
  • Utilizes & Champions Sales Excellence tools as they become available.

QUALIFICATIONS/EXPERIENCE:

  • Educated to degree level (or equivalent qualification) in chemical or mechanical engineering.
  • Preferred 10+ years’ experience in technical field Sales / Sales Management.
  • 3+ years’ experience with Industrial Gases, Cryogenics, or related Energy businesses.
  • Experienced in selling technical products like cryogenic equipment, valves, piping, controls, and/or pumps in the industrial gases, cryogenic equipment, oil and gas, petrochemical, chemical, power, or other industrial markets.
  • Exceptional interpersonal and communication skills with ability to quickly build relationships with channels and end-users.
  • Knowledge of how to create a product value proposition to win MRO and Projects versus competition. 
  • Excellent written and oral communications skills including technical and business understanding.
  • Rapid learning ability and high-energy team player.
  • Ability to handle difficult situations, collect data & deliver recommendations in a calm and business-like manner.
  • Servant leadership mentality; hands on approach.
  • Responsible for North American Industrial Gases and Energy customers involved in hydrogen infrastructure. 
  • Can expand to global scope within 1-2 years.
  • Accomplish all tasks as appropriately assigned or requested.
  • Must be able to travel, as necessary, to drive project wins.
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