Key Account Manager - Americas

Overview & ResponsibilitiesPURPOSE OF THE JOBA strategic sales role focused on leading proactive efforts with identified strategic clients to grow volume, scope and profitability of business between assigned key clients and Elliott Group. Assigned Strategic Clients may include both end user customers, as well as, EPC’s and process licensors. Most strategic clients are global and this key role will guide and align efforts across all client locations and across all regions and business units (Global Services and New Apparatus) to support optimized strategy, tactics and create one face to the customer. This position does not take the place of the traditional Elliott sales team but rather is a role that will work in collaboration with the sales team.Identify and structure opportunities to obtain the best return on Elliott resources with given clients, generating plans, gaining acceptance and support of plans with internal and external customers, and then coordinating execution and measurement of results to quantify value of key account relationship.Key elements and functions of this role will include but will not be limited to building senior corporate level relationships, strategic long-term planning (10 Years), facilitating resolution of corporate issues (across BU’s), acting as executive sponsor for key client initiatives and development / management of LTSA’s and new market entry opportunities.BACKGROUND and EXPERIENCE:Education and Work Experience:Bachelor's Degree or equivalent experience in Engineering. MBA would be beneficial.Fifteen (15) years of experience in the turbomachinery industry / power generation industry in sales, management or engineering.Knowledge and Skills:Overall knowledge of Elliott Organization and Capabilities.Knowledge of Elliott Processes, Policies, Procedures and Functional areas.Management skills including, business case development, action plan definition/assignment/follow-up, attention to detail, and value and solution-based sales.Strong verbal, written, and listening communication skills.Strong selling and negotiation skills that are shared with the support and selling team.Leadership skills to motivate the sales and execution teams.Planning skills to help sales team prioritize and optimize their efforts in order to maximize Elliott Company sales and quality of execution.Ability to develop relationships with key customers at all levels within the organization.Highly self-directed and able to adapt quickly to new challenges and situations.SPECIFIC JOB RESPONSIBILITIES/COMPETENCIES:Focus is on strategic sales and development of key accounts into long-term partners for Elliott Group vs day to day transactional sales.Building senior corporate level relationships with assigned key accounts Development of Long Term Service Agreements and management of the same for assigned key accounts.Lead business development and new market development activities for assigned key accounts.As Executive Sponsor, lead key initiatives with assigned accounts as required and/or provide support to business unit sales and operations teams.Facilitates resolution of corporate issues (Across BU’s).Review of sale territories and accounts related to optimized coverage of account for assigned key customer(s).Analyze the customer’s market, monitor market trends, and communicate this information within the Elliott Company. Develops, provides input and leads initiatives for strategic long-term planning (10 Years).Act as the single point of contact for assigned key customer(s) for matters requiring escalation beyond the local sales team.Coordinate with all departments concerned, regarding delivery of both support and execution, including the departments of the customer.Collaborate with Global Sales Leadership in development of global sales forecasts for given customer(s).Collaborates with Regional Sales leadership to develop bookings and sales forecast and Salesman Quota Assignment for key customer(s).Manages each and every aspect of assigned account(s), including the relationship management and legal tasks.Structure and manage metrics of the account including but not limited to opportunity pipeline, bookings, hit rate, margins, lost order history and reasons, new product penetration opportunities, non-Elliott opportunity and skill-set management with support from BU sales teams.Develop key customer relationships higher and broader within client organization up to and including executive levels.Develop value propositions and structured content applicable to value sell to the client organization and industry.Lead and coordinate all customer strategies, tactics, engagements, report-outs for assigned account(s) Identify opportunities for Elliott’s expanded profitable business growth within the customer account.Transition current tactical relationships to more strategic value-based relationships.Ensure all customer data is validated including but not limited to Elliott and non-Elliott installed and operational equipment, turnaround schedules, reliability issues, historical purchases and lessons learned.Structure and generate regular reports to provide clear communication both internally and to the customer of status of progress on alliance and quarterly roll-up of KPI’s of alliance.For dedicated accounts, coordinate all proposal and pricing activities across regions to ensure consistency, high quality and adherence to frame agreement.Validate execution plans are properly formulated for successful delivery of agreed to scope.Develop creative resolutions to best attain win-win scenarios enabling a long-term profitable and professional relationship with customers.This position will also require the individual to identity new business opportunities for Elliott to pursue with its core products and/or outsourced products, providing avenues for Elliott to expand into new markets or applications with the key customer(s).This could include joint development programs, market growth opportunities, etc.Analyzes local and general business and economic trends as well as sales activity in competitive trends and reports same to Management.Personally assists in development of new markets and sales techniques in conjunction with other Elliott groups.Collaborates with all other functions necessary to meet objectives on specific projects, including Regional Engineering, Region / Operations Managers, other District & Region offices, Sales Management, Marketing and Application Engineering.Plans, prepares and conducts / coordinates periodic training programs for personnel under his jurisdiction. This includes Elliott agents and customers on both an individual and group basis.Develop & maintain key relationships with senior / executive levels for assigned key customer(s).Prepare and present the Long-Term Service Agreements and Master Service Agreements to Elliott Executive Team for approval. Handle all administrative reporting requirements.Manage a dedicated group of important customer accounts in order to achieve designated sales targets through the implementation of appropriate and unique strategies for these key accounts.Equal Employment OpportunityEbara Elliott Energy is an equal employment opportunity/affirmative action employer and does not discriminate on the basis of race, color, religion, sex, national origin, age, marital status, genetic information, disability, veteran status, or any other characteristic protected by the federal, state or local laws of the United States. Applicants and employees are protected under U.S. federal law from discrimination.Pay Transparency Nondiscrimination ProvisionEbara Elliott Energy follows Executive Order 11246, including the Pay Transparency Nondiscrimination Provision.No agency submissions please.

NOTE: Resumes submitted to any Ebara Elliott Energy employee without a current, signed and valid contract in place with the Ebara Elliott Energy recruiting team will become the property of Elliott Group and no search fees will be paid.

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