HOERBIGER SERVICE CANADA (HCL) is seeking a Key Account Manager for our growing organization. HCL provides maintenance and repair services to users of industrial reciprocating compressors across multiple industries, including natural gas and process gas (refinery, petrochemical and industrial gas) accounts.
The Key Account Manager is responsible to drive the front end of the customer experience to maximize return for the customers and deliver greater visibility, efficiency and high value/profit for the company. Develop relationships to transition HOERBIGER from a supplier into a partner by transferring transaction product sales in to business results. The Key Account Manager will be instrumental in driving growth in the process gas market. This position serves our valued accounts in Sarnia and is based in Sarnia.
Successful candidates must have technical experience working with rotating or reciprocating machinery in the oil/gas market, as well as a proven record of success selling in the oil/gas market in the region. Must be able to communicate (verbal/written) fluently in English and French.
The HOERBIGER brand is synonymous with components and services providing high customer value in compressors, industrial engines and turbines, automotive drivetrains, and multifaceted mechanical engineering applications.
Individual Tasks & Responsibilities
Expand and strengthen the customer base and relationships; identify and develop the business
Analyze and identify potential development opportunities for HOERBIGER, being the Voice of the Customer
Support both HOERBIGER operations and customers' with clear communication and relationship management
Identify maintenance schedule based upon budget provided by the customer for maintenance – develop with the customer what budget should be planned for maintenance
Support and execute marketing-campaigns and initiative development, roll-out and active follow-up
Actively target “Win Back” customers focusing on key competitor business
Identify and convert customers to performance and long-term contracts for parts and services capturing or protecting market share
Prepare customer visits and follow-up with visit reports in CRM, create action plans to achieve business results
Develop and manage a strong CRM opportunity funnel and balanced order profile for assigned accounts
Support regularly the sales forecast, Sales & Operational Planning (S&OP) process
Meet sales target in terms of growth and profitability
Structured lost-order analysis
Record the competitive situation and the market price level at the customer
Minimum 5 years practical experience in relevant industrial sales
Proven previous success in a similar sales role
Detailed understanding of the Oil & Gas market, upstream and downstream
Technical experience with rotating and/or reciprocating machinery
Understanding how a successful equipment service business works
Excellent understanding customer needs and key stakeholders
Knowledge about vendors of rotating equipment and its components
Knowledge about competition, especially ISPs and OEMs
Basic financial understanding and experience
Basic knowledge of sales related software and systems (MS Office, CRM, etc.)
Must have customer centric mentality where a promise is a promise
Excellent communication skills, ability to locate and meet with decision makers
Education: Higher Technical School, Bachelor's Degree or solid industry technical experience
Independent, self-starter, organized
HCL provides maintenance and repair services to users of industrial reciprocating compressors across multiple industries, including natural gas and process gas (refinery, petrochemical and industrial gas). The HOERBIGER brand is synonymous with components and services providing high customer value in compressors, industrial engines and turbines, automotive drivetrains, and multifaceted mechanical engineering applications.
Start your Adventure! HOERBIGER offers a dynamic, continually changing work environment with opportunity for advancement.
Job Reference: CA00015