Key Account Manager - Industrial Water Treatment

General Summary:

The Key Account Manager (KAM) role is to increase Grundfos’ market share in the Industrial Business Unit through target markets or accounts; assist in the management of key accounts to secure and preserve long term purchasing agreements, and report specific business, market, and industry information. The KAM can be deployed with a specific focus on a customer, set of customers, market segment, product group, within the Industrial Water Treatment team. The KAM establishes and builds strong relationships with target decision makers and serves as a value-added resource for the Customer and Industry Team. The KAM reports to the National Sales Manager and their specific focus will be on the Industrial Water Treatment market.

Principal Duties and Responsibilities:

Market Share Growth:

  1. The KAM implements the Grid and Capture process for their focused customer group or markets, and they are directly measured on the growth these focused areas.
  2. The KAM is expected to be highly educated in their target markets, products, and applications and bring added value and resources to the sales process resulting in increased market share.
  3. The KAM is expected to understand the competitive market position of Grundfos products in the Water Treatment Industry’s target markets and contribute to ensuring that the most advantageous price structure is put forward to maximize CTR and customer value.
  4. The KAM contributes to market share research. Partnering with the NSM and BDM, the KAM should use this information to determine the most strategically advantageous customers, markets, products and/or industries to engage and focus on.
  5. The KAM participates in market specific, network meetings and interfaces with key product and other management personnel from sister companies and the Denmark BDC.

 

Key Account Management:

  1. The KAM develops strong relationships with key decision makers at existing and target accounts in coordination and cooperation with local sales management.
  2. The KAM supports all aspects of the sales process and contributes to ensuring that Grundfos delivers a maximum value proposition to the account. (Delivery, product quality, response time, pricing, etc.)
  3. The KAM conducts the necessary due diligence to understand the total sales opportunity for Grundfos products in key accounts.
  4. The KAM proactively strives to maximize Grundfos’ presence in their focused accounts by ensuring that all possible Grundfos products are applied
  5. The KAM will manage specific key accounts as established by the Industry Team.
  6. The KAM contributes to developing and takes the lead in growing and supporting global agreements that are aligned with their specific area of focus and key customers.
  7. The KAM contributes to mutually beneficial process improvement and productivity gains at the account level and within the global agreement frameworks.

 

Reporting / Time Management:

  1. CRM Notes of Activity: The KAM is responsible for ensuring accurate and dedicated maintenance of CRM account details, reporting activities within the accounts, and reporting opportunities within the accounts
  2. Expense Reporting: The KAM is responsible for managing their expense budget in accordance with specific Grundfos policies and procedures.
  3. Results Reporting: The KAM will prepare a monthly report in accordance with specific direction from their supervisor.
  4. Time Management: Effectively utilize the calendar function for time management & organization (TMO), and meet all deadlines.
  5. Other: Additional reports may be required from time to time

 

Education and Experience:

Bachelors of Science Degree required, Engineering or Technical curriculum preferred. Plus, 7+years of Industrial, Commercial, Municipal, Irrigation, and OEM sales or equivalent experience.

 

Required Knowledge, Skills and Abilities:

  1. Ability to communicate effectively in both oral and written formats and to various levels of customer and management audiences.
  2. Understanding of profit and loss accounting and the basic flow of revenue in an organization.
  3. Ability to start with “the end in mind”, then work backwards to develop strategies, action plans, and goal measurements.
  4. Demonstrated knowledge of pumps, pumping systems, and dosing systems including disinfection equipment.
  5. Professional sales skills to the “trainer” or “mentor” level with knowledge and ability to apply PDJA instructed principles and concepts. Strong negotiation skills a must.
  6. Ability to make business presentations at all levels of management and to various sizes of audiences.
  7. Excellent PC skills with above average knowledge and use of Microsoft Office application programs (Word, Excel, and PowerPoint) as well as strong aptitude for learning and applying new systems and programs.
  8. Be open to and manage change.
  9. Ability to travel 50%-75%, including overnights and weekends.

 

Additional

Requirements:

Must possess a valid driver’s license and maintain a good driving record.  Must be able

To travel at least 50 % of the time including weekends.  Must retain a valid U.S. Passport.

 

 

 

 

 

Team Member:

It is the defined responsibility of the KAM to work with the Industrial Business Unit Leadership Team, National and Regional Team members to foster open dialogue, develop a team environment and culture, and create a strong morale and spirit within the team; promoting the sharing of wins, successes and challenges.

 

 

Society:

The KAM will support the Grundfos objective of being a socially responsible company by participating in company sponsored events and activities that support this cause. In addition, the KAM is encouraged to identify and support/participate in similar socially responsible programs, events and activities, with guidance and approval from their Manager.

 

 

Personal Development:

Using the Professional Development Dialogue (PDD) process the KAM will identify and documenttheir personal development short and long term growth objectives, and in conjunction with their manager, measure their progress to achieving these objectives on an annual basis.

Notice for candidates from Russia and Central Asia

If you are a candidate from any of the below mentioned countries wishing to explore employment opportunities with Grundfos, we would like to firstly thank you for your interest, and urge you to visit the job page of your country to apply for specific positions that interest you, rather than create a talent profile in
our system. This is suggested to ensure full compliance with the data privacy
requirements of your country.

Russia, Belarus, Kazakhstan, Uzbekistan, Turkmenistan, Tajikistan, Afghanistan, Kyrgyzstan

Talent profile

Grundfos now has a global recruiting system in place, supporting our ambition to provide a qualitative user experience to all our candidates.

To be updated on all career opportunities that might interest you as a candidate, we ask you to create a Talent Profile and set up a job alert so that you will be notified when a position that matches your criteria is posted. Creating a profile will also enable Grundfos recruiters to search and find your CV for when your education and experience match a role we are actively working to fill.

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Thank you for your interest in Grundfos.

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