Markem-Imaje, a Dover Corporation company, is looking for a Key Account Manager to drive growth for the Inpro/Seal brand. In this role, you will be responsible for increasing penetration within existing OEM accounts and identifying new markets. You will interface directly with customer stakeholders at technical, commercial, and management levels to deliver engineered sealing solutions.
What You'll Do
- Develop broad and deep relationships with OEM customers' management, procurement, and engineering staff.
- Move customer relationships forward to increase engagement and achieve 'Trusted Advisor' status.
- Understand and align with major customers' market drivers and strategy.
- Provide regular customer and market feedback to management for business planning.
- Position the company first to capture new design opportunities.
- Oversee development of conceptual solutions by the engineering team and lead proposal presentations.
- Maintain understanding of the competitive landscape and implement appropriate pricing strategies.
- Acquire and submit forecast information based on customer business indicators.
- Facilitate communications to ensure the company is the top choice for bearing needs.
- Utilize Lean techniques for analyzing and improving process/workflow.
- Develop new opportunities by researching the territory and revisiting dormant accounts.
- Screen and identify opportunities through prospecting, developing them through pre-sales, negotiation, and support.
- Balance your own workload and supporting departments to prioritize customer opportunities.
- Travel up to 25% on a national basis.
What We're Looking For
- A Bachelor's degree is required.
- A minimum of three (3) years' experience in outside sales of highly engineered products.
- Demonstrated ability to establish and maintain long-term OEM customer relationships.
- Demonstrates confidence, technical aptitude, and business ownership as a self-starter.
- Strong analytical and problem-solving skills.
- Excellent written and oral communication skills, with ability to manage a consultative sales process.
- Experience in an environment of continuous improvement using tools like process analysis, Kaizen, and Lean techniques.
- Demonstrated ability to inspire and develop collaboration amongst cross-functional teams.
- Ability to travel on a national basis, up to 25%.
Nice to Have
- A BS in Mechanical Engineering is preferred.
- Experience with sales in turbomachinery applications, rotating equipment (pumps, compressors, turbines, etc.) or reciprocating compressor components is strongly preferred.
Work Mode
This is a local-country position requiring regular interfacing with customers and internal teams within your designated territory.
Markem-Imaje is an equal opportunity employer.
