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North American Key Account Director – Strategic Partnerships
Charlotte, NC
OPPORTUNITY SNAPSHOT
If you have strong key account management experience, and combine the ability to communicate with a variety of key contacts and build a progressive career, the role of North American Key Account Director – Strategic Partnerships with SPX FLOW could be your perfect fit. In this position, you will:
- Serve as an important resource as you take ownership of a portfolio of our most important accounts. This is a brand new role and you will have the opportunity to make your mark on your book of 10-12 accounts.
- Learn and advance your skills as you work to build effective relationships and grow your accounts. We will look to you to work effectively with a variety of internal and external contacts and prioritize issues effectively.
- Work with a great team in a fast-paced, collaborative environment. In fact, we have a high number of long-tenured employees -- people enjoy working here.
- Showcase your potential to take on additional responsibilities or pursue advancement at a growing global industry leader.
- Earn a competitive salary + a potential bonus and comprehensive benefits. Benefits begin on day one!
You will be based out of our Charlotte location, but you can also expect to travel approximately 40-50 percent of the time to other locations in the U.S. and internationally.
ROLE OVERVIEW
Key Account Management is critical to SPX FLOW success, building long-term, sustainable relationships with our most valuable customers. Through the adoption of a segmentation model, we have identified 20% of our Food & Beverage (F&B) customer base delivers 90% of our annualized operating margins, so it is vital we allocate the correct level of skills, resources and business acumen to maximize future growth and profitability.
This senior role is an essential member of the SPX FLOW leadership team and responsible for positively impacting end market results and the overall success of the business. This role provides strategic direction, leadership and accountability for Food & Beverage key account growth across North America.
The Key Account Director – Strategic Partnerships will create and lead with a culture of strong leadership, innovation and disciplined practices and processes. This leader will also develop and maintain a sustained and long-term continuous improvement and efficient approach to key account management, leveraging best practices and external support where appropriate.
Key accounts are separate business accounts from the other accounts SPX FLOW manages and are different from regular sales accounts. Key accounts deliver substantial profit for a sustained period through repeat business.
PRINCIPAL DUTIES AND RESPONSIBILITIES
Reporting to the VP - Business Development & Key Accounts, as the North America Key Account Director, you will be responsible for managing F&B Key Accounts that span the Americas regions, increasing wallet share, growing revenue and enhancing profitability.
Your key duties will be to:
- Serve as the lead point of contact for the Top 10 strategic partners identified as ‘Key’ and manage communications between key clients and internal teams
- Ensure internal company functions give the highest level of customer service to key accounts
- Influence, lead, and mobilize cross-functional teams (internally) to maximize customer experience
- Establish, develop and maintain existing customer relationships to ensure high customer satisfaction, monitor operational performance, improve debtor days, identify new opportunities, ensure continued partnership with customers
- Provide ongoing market intelligence & develop and communicate strategies/tools to Business Development teams
- Negotiate customer contracts and closely monitors competitive activity within accounts, providing accurate feedback to Commercial Managers
- Ensure consistency across Regions regarding Business Development procedures, and coordination inside accounts
- Activate local and national marketplace initiatives and promotions to build brand development and maximize brand performance
- Explore, identify, leverage and expand Cross-Selling opportunities with targeted customers for all SPX FLOW businesses, both at the Strategic Business Unit as well as at the Enterprise level
- Evaluate market trends, align portfolio, engineering & sales activities to maximize growth
- Identify, design, and develop a market-driven Key Accounts strategy, by analyzing accounts & markets for pricing, products, technology needs, etc.
- Develop, deploy, maintain and proactively lead and manage all commercial programs and initiatives with assigned accounts (e.g. pricing, terms & conditions, non-disclosure agreements, customer incentive/rebate program, etc.), aligning internal resources as needed to drive customer value and enhanced experience
- Calculate key customer needs (Voice of Customer), associated investment plans and expansion opportunities
- Develop new business to increase volume, revenue growth and wallet share
- Negotiate contracts/framework agreements to maximize profits with key accounts, customer stakeholders and executive sponsors
- Ensure the timely and successful delivery of our solutions according to customer needs and objectives
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
- Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts) and prepare reports on account status
- Collaborate with sales team to identify and grow opportunities within existing and new territories
- Drive full resolution on all customer-related topics with Direct or third-party Distributors channels
- Develop account strategies and a Key Account Plan in accordance with SPX FLOWs overall strategy for each customer so the company can map out its customers history and forecast for growth
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
KNOWLEDGE, SKILLS & ABILITIES
- Strong business and organizational acumen and executive disposition
- Strong negotiation skills; demonstrate an entrepreneurial spirit
- Effective relationship building skills
- Proven ability to juggle multiple key accounts at a time, while maintaining attention to detail
- Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
- Ability to establish a deep understanding of the customer's sector, industry and business to gain insights and deep understanding of possible trends, threats, the competitive environment and industry dynamics
- Intermediate experience with CRM software; MS Dynamics, Cloud 4 Customer (C4C), Salesforce etc., and MS Office (particularly MS Excel)
- Innovate thinker delivering client-focused solutions to meet customer needs
- Fluent spoken and written English language
- Excellent listening, negotiation and presentation skills
- Exceptional relationship management skills
EDUCATION AND EXPERIENCE
- 5+ years relevant demonstrated key account management experience
- Bachelor’s degree in engineering or related discipline required, Master's degree preferred
- Proven work experience as an Account Manager, Key Account Manager, Sales Manager or relevant role
- Customer & market-focused, future-oriented leader with relevant experience, developing & leading growth strategies within a Food & Beverage and industrial equipment organization
- Experienced working in an international environment with a matrix organization
- Knowledge of Food & Beverage market is preferred
PHYSICAL DEMANDS
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to sit. The employee is occasionally required to stand, walk, reach with hands and arms, and climb or balance. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.
WORKING CONDITIONS
The functions of this role are performed in a normal office environment where the noise level is moderately quiet.
The working conditions described here are representative of those an employee may encounter while performing the principle duties and responsibilities of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
DISCLAIMER
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
SPX FLOW VALUES
SPX FLOW employees are expected to behave in accordance with our company values:
- Think all customer, all the time.
- Embrace teamwork with no borders.
- Be obsessed with being the best.
- Own your actions.
- Ask the hard question.
- Do the right thing, always!
- Appreciate the moment.
QUALITY
Quality encompasses all aspects of SPX’s business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to product, process and the quality system. All employees have an obligation to identify and record any such nonconformity, and through designed channels, initiate and recommend solutions.
SPX FLOW is an equal opportunity employer and makes employment decisions without regard to race, color, religion, national origin, gender, age, disability, protected veteran status, or any other reason prohibited by law.
OPPORTUNITY SNAPSHOT
If you have strong key account management experience, and combine the ability to communicate with a variety of key contacts and build a progressive career, the role of North American Key Account Director – Strategic Partnerships with SPX FLOW could be your perfect fit. In this position, you will:
- Serve as an important resource as you take ownership of a portfolio of our most important accounts. This is a brand new role and you will have the opportunity to make your mark on your book of 10-12 accounts.
- Learn and advance your skills as you work to build effective relationships and grow your accounts. We will look to you to work effectively with a variety of internal and external contacts and prioritize issues effectively.
- Work with a great team in a fast-paced, collaborative environment. In fact, we have a high number of long-tenured employees -- people enjoy working here.
- Showcase your potential to take on additional responsibilities or pursue advancement at a growing global industry leader.
- Earn a competitive salary + a potential bonus and comprehensive benefits. Benefits begin on day one!
You will be based out of our Charlotte location, but you can also expect to travel approximately 40-50 percent of the time to other locations in the U.S. and internationally.
ROLE OVERVIEW
Key Account Management is critical to SPX FLOW success, building long-term, sustainable relationships with our most valuable customers. Through the adoption of a segmentation model, we have identified 20% of our Food & Beverage (F&B) customer base delivers 90% of our annualized operating margins, so it is vital we allocate the correct level of skills, resources and business acumen to maximize future growth and profitability.
This senior role is an essential member of the SPX FLOW leadership team and responsible for positively impacting end market results and the overall success of the business. This role provides strategic direction, leadership and accountability for Food & Beverage key account growth across North America.
The Key Account Director – Strategic Partnerships will create and lead with a culture of strong leadership, innovation and disciplined practices and processes. This leader will also develop and maintain a sustained and long-term continuous improvement and efficient approach to key account management, leveraging best practices and external support where appropriate.
Key accounts are separate business accounts from the other accounts SPX FLOW manages and are different from regular sales accounts. Key accounts deliver substantial profit for a sustained period through repeat business.
PRINCIPAL DUTIES AND RESPONSIBILITIES
Reporting to the VP - Business Development & Key Accounts, as the North America Key Account Director, you will be responsible for managing F&B Key Accounts that span the Americas regions, increasing wallet share, growing revenue and enhancing profitability.
Your key duties will be to:
- Serve as the lead point of contact for the Top 10 strategic partners identified as ‘Key’ and manage communications between key clients and internal teams
- Ensure internal company functions give the highest level of customer service to key accounts
- Influence, lead, and mobilize cross-functional teams (internally) to maximize customer experience
- Establish, develop and maintain existing customer relationships to ensure high customer satisfaction, monitor operational performance, improve debtor days, identify new opportunities, ensure continued partnership with customers
- Provide ongoing market intelligence & develop and communicate strategies/tools to Business Development teams
- Negotiate customer contracts and closely monitors competitive activity within accounts, providing accurate feedback to Commercial Managers
- Ensure consistency across Regions regarding Business Development procedures, and coordination inside accounts
- Activate local and national marketplace initiatives and promotions to build brand development and maximize brand performance
- Explore, identify, leverage and expand Cross-Selling opportunities with targeted customers for all SPX FLOW businesses, both at the Strategic Business Unit as well as at the Enterprise level
- Evaluate market trends, align portfolio, engineering & sales activities to maximize growth
- Identify, design, and develop a market-driven Key Accounts strategy, by analyzing accounts & markets for pricing, products, technology needs, etc.
- Develop, deploy, maintain and proactively lead and manage all commercial programs and initiatives with assigned accounts (e.g. pricing, terms & conditions, non-disclosure agreements, customer incentive/rebate program, etc.), aligning internal resources as needed to drive customer value and enhanced experience
- Calculate key customer needs (Voice of Customer), associated investment plans and expansion opportunities
- Develop new business to increase volume, revenue growth and wallet share
- Negotiate contracts/framework agreements to maximize profits with key accounts, customer stakeholders and executive sponsors
- Ensure the timely and successful delivery of our solutions according to customer needs and objectives
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
- Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts) and prepare reports on account status
- Collaborate with sales team to identify and grow opportunities within existing and new territories
- Drive full resolution on all customer-related topics with Direct or third-party Distributors channels
- Develop account strategies and a Key Account Plan in accordance with SPX FLOWs overall strategy for each customer so the company can map out its customers history and forecast for growth
Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
KNOWLEDGE, SKILLS & ABILITIES
- Strong business and organizational acumen and executive disposition
- Strong negotiation skills; demonstrate an entrepreneurial spirit
- Effective relationship building skills
- Proven ability to juggle multiple key accounts at a time, while maintaining attention to detail
- Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
- Ability to establish a deep understanding of the customer's sector, industry and business to gain insights and deep understanding of possible trends, threats, the competitive environment and industry dynamics
- Intermediate experience with CRM software; MS Dynamics, Cloud 4 Customer (C4C), Salesforce etc., and MS Office (particularly MS Excel)
- Innovate thinker delivering client-focused solutions to meet customer needs
- Fluent spoken and written English language
- Excellent listening, negotiation and presentation skills
- Exceptional relationship management skills
EDUCATION AND EXPERIENCE
- 5+ years relevant demonstrated key account management experience
- Bachelor’s degree in engineering or related discipline required, Master's degree preferred
- Proven work experience as an Account Manager, Key Account Manager, Sales Manager or relevant role
- Customer & market-focused, future-oriented leader with relevant experience, developing & leading growth strategies within a Food & Beverage and industrial equipment organization
- Experienced working in an international environment with a matrix organization
- Knowledge of Food & Beverage market is preferred
PHYSICAL DEMANDS
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to sit. The employee is occasionally required to stand, walk, reach with hands and arms, and climb or balance. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, and ability to adjust focus.
WORKING CONDITIONS
The functions of this role are performed in a normal office environment where the noise level is moderately quiet.
The working conditions described here are representative of those an employee may encounter while performing the principle duties and responsibilities of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
DISCLAIMER
The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
SPX FLOW VALUES
SPX FLOW employees are expected to behave in accordance with our company values:
- Think all customer, all the time.
- Embrace teamwork with no borders.
- Be obsessed with being the best.
- Own your actions.
- Ask the hard question.
- Do the right thing, always!
- Appreciate the moment.
QUALITY
Quality encompasses all aspects of SPX’s business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to product, process and the quality system. All employees have an obligation to identify and record any such nonconformity, and through designed channels, initiate and recommend solutions.
SPX FLOW is an equal opportunity employer and makes employment decisions without regard to race, color, religion, national origin, gender, age, disability, protected veteran status, or any other reason prohibited by law.
