Strategic Accounts Manager – Data Centers

The objective will be to build relationships and opportunities for Kelvion’s full portfolio of products using a “top down” engagement strategy.  Navigating, identifying and aligning with key decision-makers, heat exchanger category managers and mobilizers to position our products, value, solutions and services to rapidly grow and expand Kelvion’s revenue footprint in large enterprises.  The goal will be to align with and grow the full potential of opportunities within each strategic enterprise; including a blend of both onshore (North America) and offshore revenue.

This position will also have other direct responsibilities including projects, new channels of revenue, process development, etc., in the overall market.  The SAM is expected to oversee and execute the strategies developed and proactively and rigorously engage with customers, channels, and senior leadership.   

The SAM will also develop and manage pricing strategies for local and foreign-produced Kelvion products.  The SAM will assist with understanding and communicating a customer’s technical and commercial requirements to Senior Leadership.

In summary:

• Overall Objective of the Strategic Accounts Manager Role: “Grow and expand the revenue footprint of Kelvion using our complete product portfolio across a full customer enterprise; including a blend of onshore and offshore potential revenue”.
• Primary Customer Focus:  Enterprises with “>$2M in global Total Combined Revenue (TCR)potential” (current annual revenues + all identified and qualified potential annual revenue opportunity combined).  There will be the potential to combine both Global Strategic Accounts and North America-based National Accounts in an initial SAM account base (as we grow and develop the Strategic Accounts program).  Vision is a customer base made up of 5 - 10 customers with TCR of $20M+ (this will fluctuate as opportunity is realized).
• Growth Expectation:  Grow each complete customer enterprise using the full Kelvion product and service portfolio across all business units and locations.

REPORTS TO:  Executive Director of Sales – Commercial or Industrial

PRIMARY RESPONSIBILITIES

1. Develop sustainable and profitable sales growth in a defined set of accounts using both direct team members and indirect channel partners when needed.  Serving as the formal facilitator and “owner” of the Kelvion / Strategic Account relationship using the full Kelvion product portfolio.
2. Lead and drive the vertical development of these Strategic Account relationships through organic growth and portfolio expansion.
3. Ensure full utilization of the Kelvion Sales Process and global CRM / Quickbase tool.
4. Develop Order Intake (OOI) budgets and targets by product Business Unit within the assigned accounts.
5. Analyze the market to learn the key strengths and weaknesses of competitors in the industry.  Utilize CRM / Quickbase to document competitive intelligence and opportunities and threats.
6. Travel with and train team members and our Sales Channel partners to sell to defined customer accounts and penetrate multiple locations for a single enterprise.  Represent Kelvion at industry trade association events and exhibitions. 
7. Strategically drive the Kelvion Sales Process with the defined accounts through product training, customer support, and implementing Global Market Segment initiatives.
8. Provide monthly performance-based reporting metrics to sales leadership.  Develop revenue, gross margin and activity-based goals for each aligned Strategic Account.
9. Travel and develop relationships with current and potential accounts.
10. Represent Kelvion professionally in front of customers, vendors, etc. and form strategic alliances focused on revenue expansion.
11. Evaluate the competitive landscape and provide real-time updates via CRM or Quickbase.
12. Provide detailed and documented feedback on customer satisfaction with Kelvion operations and administrative / sales support.
13. Meet or exceed the established sales revenue and gross margin targets of each aligned Strategic Account and contribute to the global growth of Kelvion through the development of both onshore and offshore opportunities within each aligned customer.
14. Utilize CRM and other tools to develop and update account forecasts for future growth.

PERFORMANCE STANDARDS

1. Achieve Order Intake (OI), Gross Margin and Revenue Growth goals set by the NAFTA Sales Leadership team.
2. Develop and manage approved contracts and agreements designed to protect and grow business within aligned Strategic Accounts.
3. Demonstrate continuous improvement in profitable sales through the development of new opportunities and revenue streams within aligned Strategic Accounts.
4. Grow both onshore and offshore opportunities within each aligned customer.
5. Align and collaborate with global Kelvion partners to grow each individual customer enterprise.
6. Demonstrate the highest level of professionalism when representing Kelvion.
7. Identify, document and communicate of all representative and competitive activity and how it affects goals and objectives.
8. Balance administrative requirements with rigorous customer-related activity.
9. Travel estimated at 50%.

KEY PERFORMANCE INDICATORS

1. Order Intake Revenue
2. Gross Margin
3. Expenses (Travel)
4. Activity (Customer Visits, Customer Engagement, Customer-Related Activity)
5. Sales Pipeline Management (Kelvion Sales Process; Plan, Qualify, Align, Propose, Close, Expand)
6. Customer Network (Expanding Contacts and Defining Decision-Makers and Mobilizers)
7. Quote Activity / Hit Rate / Quote to Order Success
8. Retention / Penetration / Conversion
9. Days Sales Outstanding (AP)
10. Payment Terms
11. Contract Performance / Revenue Management (vs. forecast or goal)

AUTONOMY / ACCOUNTABILITY

The Strategic Accounts Manager (SAM) will carry out the position’s duties and responsibilities in accordance with global Kelvion policies and procedures regarding personal behavior, pricing authority, contract development and execution, Sales Channel engagement, internal global partnerships and collaboration, etc.

IMPACT / SCOPE

1. Significant responsibility to identify, qualify and manage the most effective sales opportunities in aligned Strategic Accounts (Industrial, Commercial, AS&S).
2. Significant responsibility to forecast sales revenue for of potential and existing applications.
3. Provide documented market research on various products.
4. Responsible for monthly, quarterly and yearly forecasting for channels

COLLABORATION

Outside:  Anticipated daily and weekly engagement with Aligned Strategic Accounts, potential new Strategic Accounts and current and potential Channel Sales partners.

Inside:  Anticipated daily and weekly communication with Kelvion North America Sales Leadership, North America Operations Leadership, Sales Operations, Kelvion Global Leadership and Global Business Unit leadership.

EDUCATION /SKILLS / ABILITIES / EXPERIENCE REQUIRED

1. BS in mechanical or chemical engineering or related field. Four to six years of prior sales experience may be substituted in lieu of a BS degree. 
2. At least 10 years of industry experience.
3. Advanced knowledge of heat transfer technology.
4. Advanced knowledge of the assigned market segments.
5. Ability to take responsibility for the gross margin of assigned geography or channel
6. Intermediate level of understanding of competitors products.
7. Advanced level of effective channel management.
8. Intermediate knowledge of computer technology and MS office software
9. Advanced communicative skills required.
10. Advanced education and presentation skills.

NATURE OF THE WORK

Mental Requirements:  Ability to function and perform successfully in a highly paced, demanding and competitive sales environment.

Physical Requirements:  Normal physical requirements associated with travel, customer visits and attending trade exhibitions.

Disclaimer: This position description has been designed to indicate the general nature and level of work performed by employees within this description. It is not designed to contain or be interpreted as a comprehensive list of all duties, responsibilities, and qualifications required of employees assigned to
the position.

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