Strategic Account Manager

Summary:  Manage and grow Order Intake and Gross Margin in the market or geographic segments for which they are responsible.  The BPHE Account manager will work to grow Kelvion revenue through proactive focus on direct sales efforts with targeted customers as well as through the focused expansion of partnerships with independent Manufacturer’s Representatives and Distribution Partners as needed customer growth within an assigned sales territory.  The Regional Sales Manager will be responsible for the profitable growth Plate Heat Exchangers business with a focus on Brazed Plate (BPHE) Product.  Target markets within the assigned geography include but are not limited to: HVAC, Refrigeration, Data Center, and general industrial markets. 

• Overall Objective of Role:  “Grow and expand the revenue footprint of Kelvion using our complete product and services portfolio within a defined geographic territory.”
• Primary Customer Focus:  Targeted customers in aligned industry segments within a defined geography that are not currently assigned to Strategic or National Accounts Managers.  A combination of current and potential customers with significant Total Combined Revenue (TCR) >$100K (current and potential revenue combined).  There will also be a blend of Direct Sales account growth opportunities and Manufacturer’s Reps not already aligned to a Sales Manager.  The objective is to proactively assess, plan and grow a defined sales territory within a specific industry segment(s).
• Growth Expectations:  Grow revenue proactively and independently within a defined sales territory across both Direct Sales opportunities and using Manufacturer’s Reps partners.  Focus on penetration (growth of new business in existing customers) and conversion (finding new opportunities for Kelvion using our complete portfolio of products and services in a defined geography.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following:

• Achieve Order Intake growth targets under his/her management by developing and executing territorial growth plans using both direct sales and manufacturer’s representatives as needed.  Target markets within the RSM’s territory include but are not limited to:  HVAC, Refrigeration, Data Center, and general industrial markets.
• Travel with representatives or without to visit OEM Customers, Distribution Partners, Engineers, End Users, Contractors, and educate about Kelvion Plate Heat Exchangers and drive sales for the referenced markets.
• Follow structured Kelvion Sales Process and utilize CRM tools to effectively manage the sales funnel and sales process
• Document and report on sales activities including trip reports, win/loss reports, and market feedback to feed Kelvion’s forecasting models and Market Intelligence reporting.
• Select, Manage, and measure the independent representative’s performance against project sales goals.  Communicate goals and objectives to each representative firm principal owner.
• Provide training to external customers and partners with Kelvion Web Tools for product selection, performance ratings, and e-commerce. 
• Troubleshoot, test, and provide user feedback for Kelvion Web Tools to improve product accuracy and improve customer experience.
• Represent the Company at trade association meetings and exhibitions.
• Monitor the competitive landscape and report significant activities to management.
• Assist the product Marketing department and Research & Development (R&D) with customer requirements on product design.
• Assist the financial and quality departments with activities at customers, when required.
• Coordinate orders with operations to ensure on time delivery, achieve revenue projections, and accuracy to forecast
• Develop and host training webinars including but not limited to:  market knowledge, product knowledge, sales management best practices, and self-development.

PERFORMANCE STANDARDS

• Ability to interface with various customer contacts with working knowledge of plate heat exchangers for assigned applications
• Achieve the personal sales, gross margin, and revenue targets for his/her direct accounts.
• Achieve the independent representative’s sales and revenue targets.
• Demonstrate continuous improvement in the independent representative’s performance yearly.
• Demonstrate the highest level of professionalism to the marketplace and competition when representing the Company.
• Be aware of all competitive activity and how it impacts the division’s goals and objectives.
• Manage pertinent paperwork and customer correspondence as necessary.

KEY PERFORMANCE INDICATORS

• Order Intake
• Gross Margin
• Expenses (Travel)
• Activity (Customer Visits, Customer Engagement, Customer-Related Activity)
• Sales Pipeline Management (Kelvion Sales Process; Plan, Qualify, Align, Propose, Close, Expand)
• Customer Network (Expanding Contacts and Defining Decision-Makers and Mobilizers)
• Quote Activity / Hit Rate / Quote to Order Success
• Retention / Penetration / Conversion
• Days Sales Outstanding (AP – Accounts Payable)
• Payment Terms
• Contract Performance / Revenue Management (vs. forecast or goal)

AUTONOMY / ACCOUNTABILITY

The Account Manager shall carry out the position’s duties and responsibilities in accordance with the Kelvion policies and procedures regarding personal behavior and pricing authority, etc.

IMPACT / SCOPE

• Significant input into sales forecast preparations.
• Significant input into forecasted sales expenses for budgetary planning.
• Significant input into identifying, selecting, and directing the most effective sales channels in his/her market.
• The Regional Sales Manager will determine the total amount of business available in his/her territory assignments.
• The Regional Sales Manager will be responsible for setting up and maintaining a market plan for assigned segments.

LIASONS

• Outside:  Anticipated weekly contact with major customers, potential major customers, Kelvion representatives, industry trade associations, trade exhibitions, etc.
• Inside:  Anticipated weekly contact with Kelvion Management personnel for US and HQ organization, Kelvion department heads, Kelvion shop personnel, etc.

QUALIFICATIONS 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Excellent oral/written communication. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

COMPUTER SKILLS

Intermediate knowledge of computer technology and programs (MS Office).

EDUCATION and/or EXPERIENCE

• Requires a bachelor’s degree in mechanical or chemical engineering or related field.  Four to six years of prior technical sales experience may be substituted in lieu of a bachelor’s degree.
• At least 2 years of industry experience. 
• Advanced knowledge of heat transfer technology.
• Advanced knowledge of territory development.
• Ability to take responsibility for the P&L of the territory or market segment.
• Intermediate level of understanding of competitors products.
• Advanced level of effective sales management.
• Advanced understanding of channel partner sales in representatives, distribution houses, and agents.

LANGUAGE SKILLS

• Advanced communicative skills required.
• Advanced education and presentation skills.

MATHEMATICAL SKILLS

Intermediate Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basics algebra and geometry.

CERTIFICATES, LICENSES, REGISTRATIONS

Must be able to acquire major credit card for travel.

TRAVEL

Must be able to travel up to 50% of time

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Normal physical requirements associated with travel, customer visits and attending trade exhibitions.  While performing the duties of this Job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel and talk or hear. The employee is frequently required to reach with hands and arms and climb or balance. The employee is occasionally required to stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

WORK ENVIRONMENT 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Employee will be working in a manufacturing area and customer’s environments, which has moving mechanical equipment and vibration, Employee must be able to work in wet or humid condition, work in high, precarious place, hazards associated with fumes or airborne particles, toxic or caustic chemicals, and employee will work in extreme heat, hazards associated with risk of electrical shock.

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