EPC Account Manager
North America, USA, Texas, Houston
John Crane (www.johncrane.com) is a global leader in rotating equipment solutions, supplying engineered technologies and services to process industries. The company designs and manufactures a variety of products including mechanical seals and systems, couplings, filtration systems and predictive digital monitoring technologies. John Crane customer service is accessed through a global network of more than 200 sales and service facilities in over 50 countries. Fiscal year 2017 revenue was greater than 1.1 Billion USD (885m). John Crane is part of Smiths Group (www.smiths.com), a global leader in applying advanced technologies for markets in threat and contraband detection, energy, medical devices, communications, and engineered components.
Assure the JC long term business objectives by winning the largest number of International Projects focusing on those market sectors determined as strategic to the business to guarantee the necessary future revenue flows in the Aftermarket business.
We therefore need to properly cover the regional Engineering Procurement and Construction Companies (EPC) activities and co-ordinate the actions together with the First Fit Sales organization by leveraging on current customer relationship and enhancing our Global Business capabilities.
Support the Global Geomarket strategy ensuring that we win all those regional projects considered to be strategic to JC
In conjunction with the Regional Sales teams, identify regional strategic projects and propose specific project strategy
Call the identified regional EPC's (mainly covering the North East of USA) and assure an optimum level of relationship at the different level of customer organization
Support the Manager for Project Sales in the preparation of necessary Investments Proposals.
Identify and influence key decision makers on projects to gain John Crane specification
Support the up-selling activity to EPCs in co-operation with Geomarket Teams
Active utilization of CRM (C4C) to support the account management for the EPC's under direct responsibility
Effective utilization of CRM as a projects tool
Manage the agreed prices and products selection strategies with close co-ordination with CPG or Houston Teams
Enhance JC product portfolio by exploiting any opportunity to offer Filtration Systems and Couplings
Meet on a regular base the Regional Sales teams covering OEMS to assure and improve regional communication and co-ordination
Assure an active support to the Regional Sales teams covering End User Market so that aftermarket business can be captured and properly tracked
Prepare and distribute relevant activity reports
Ensure business is conducted ethically
Minimum five years of relevant sales, contract or project management experience
Degree educated in a technical discipline (Chemical Eng or Mechanical Eng)
Proved experience in large Account management with complex sales implications
In-depth understanding of all Market Sectors including both O&G and Non O&G
Ability to achieve the agreed goals & objectives through a constant focus on a set of priorities
Excellent communication & presentation skills, both verbal and written
Commercially very astute with a proper understanding of basic finance
Full availability for extensive traveling
Good knowledge of Microsoft suite of products including MS Project
Fluent in English
It is the policy of John Crane to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, color, religion, gender, sex, sexual orientation, genetic information, marital status, status with regard to public assistance veteran status or any other characteristic protected by federal, state, or local LAW. In addition, John Crane will provide reasonable accommodations for qualified individuals with disabilities.
John Crane Inc