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Key Account Manager

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180004JY Requisition #
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Key Account Manager

 

POSITION PURPOSE

 

Manages the largest, more complex assigned customer accounts, identifies opportunities for new business and develops key accounts, facilitates communications, both internal and external, to ensure that customer needs are met.  

 

POSITION DUTIES

  • Builds relationships with customers and cultivates accounts into long-term customer alliances and continues to identify and promote opportunities for additional sales within the alliance.
  • Seeks and identifies business opportunities by communicating with customers, other suppliers and colleagues in other regions and by researching business periodicals and Internet sites and by networking at industry sponsored events.
  • Analyzes the opportunity, identifies the decision makers and procurement processes, researches the customer, partners of the customer and any history either may have had with TechnipFMC and creates and develops TechnipFMC solutions. Presents information to management to determine account potential, whether the customer philosophy dovetails with TechnipFMC’s, if there are synergies with other TechnipFMC products and whether account will be targeted.
  • Prepares sales strategies for targeted accounts and utilizes expertise of other TechnipFMC staff (technical and commercial) to prepare and make proposals and presentations to customer. 
  • Works with the proposal team to communicate customer requirements and to proactively drive customer specifications towards standardization.  Proposes pricing based on market data.  Also communicates information related to industry trends, competitors, and projected future business.
  • Prepares monthly reports and internal memos to communicate and outline opportunities, to take corrective actions to resolve issues before they become problems and to assist with forecasting.
  • Arranges customer visits to TechnipFMC facilities.
  • Acts as a liaison between the TechnipFMC Project Team and the customer and must be attuned to issues of both in order to communicate and clarify issues regarding the needs and expectations of the customer and constraints within the TechnipFMC Engineering and Manufacturing processes.
  • Keeps abreast of new products, specifications, and industry trends, competitor strengths and weaknesses and communicates new information to TechnipFMC colleagues.  Attends industry sponsored trade shows and seminars.  Communicates potential opportunities to other TechnipFMC locations.
  • Manages business expenses against a Sales Budget and completes reporting requirements.
  • Provides input and assistance to other functional areas including Quality, Service and Safety in order to improve processes and customer satisfaction levels.
  • Meets training and development requirements.

 

 REQUIREMENTS:

  • BS degree in Business/Technical or equivalent preferred.
  • Five to eight years’ sales experience with a broad technical knowledge of FMC Energy Systems’ products, services and customer requirements. 
  • This is a top-level sales professional with a distinguished record of sustained sales achievement.
  • Must have knowledge of American Petroleum Industry (API), Industrial Standards Organization (ISO) specifications and governmental agency (OSHA and EPA) requirements.
  • Must have excellent interpersonal, negotiating, writing and presentation skills in order to effectively communicate with internal and external contacts.  Must be able to modify communication and presentation style in order to relate to a variety of people and personalities.
  • Must be outgoing, self-directed, aggressive and creative to be able to identify and maximize opportunities.
  • PC skills with knowledge of word processing, spreadsheet, presentation, project and Internet access software.

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