Key Account Manager Epc

5 months ago

Kuala Lumpur, Malaysia John Crane Full time

The Key Account Manager EPC & Energy Transition is responsible for proposing and driving first fit project strategy and business method for short term and long-term business plan aligned with company strategy. Person in this role will manage commercial and technical strategy for identified Strategic projects to defend and grow our share on the core business as well as new Energy Transition projects. This position is planning to be located in Kuala Lampur, Malaysia and reports to the Project Sales Manager, APAC.

**Duties & Responsibilities**
- Work as a key member of the region and/or sub-region of the Global Projects Sales team in support Global First Fit strategy in achieving the region’s and/or sub-region’s commitments, orders, sales, cash, operating profit, and margin targets for the applicable segment.
- Work with the entire customer base from EPC/Specifier to large construction contractors to end users and OEM’s specializing in petrochemicals/ oil & gas, water/wastewater, Heavy Industry and Energy Transition
- Manage Project pursuit activity for the region directly with End users, EPC’s and Contractors
- Be responsible for effectively driving the proposal and contract processes to develop scope, cost, risk, and market / value pricing strategy for an assigned deal opportunity to provide technical and commercial solutions meeting both customer and John Crane’s requirements and business goals.
- In conjunction with the Regional Sales teams, identify regional strategic projects and propose specific project strategy.
- Call the identified regional EPC’s and assure an optimum level of relationship at the different level of customer organization, and influence key decision makers on projects to gain John Crane specification.
- Active utilization of Blue-sheet / Gold-sheet and LAMP to support the account management for the EPCs under direct responsibility.
- Enhance JC product portfolio by exploiting any opportunity to offer Bearing Isolator, Filters and Couplings, proactively promote asset management in early project stage with collaboration of End user team.
- Meet on a regular base the First Fit Sales teams to assure and improve regional communication and co-ordination
- Assure an active support to the End Users Sales organization so that aftermarket business can be captured and properly tracked
- Prepare and distribute relevant activity reports.
- Be responsible for developing personal commercial, and technical skill sets to enable further personal processes empowerment, simplification, and speed.
- Ensure business is conducted ethically

**Diversity & Inclusion**

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

**The Individual**
- Minimum five years of relevant sales, contract, or project management experience
- Degree educated in a technical discipline (Engineering - Chemical, Mechanical, Electrical)
- Strong oral and written communication skills, interpersonal and leadership skills.
- Demonstrated ability to analyze and resolve problems and lead projects.
- Ability to work independently and be a self-starter, document, plan, market, and execute projects.
- Proved experience in large Account management with complex sales implications.
- In-depth understanding of Oil & Gas / Petrochemical industries.
- Ability to achieve the agreed goals & objectives through a constant focus on a set of priorities
- Commercially very astute with a proper understanding of basic finance
- Curiosity and an entrepreneurial mindset that helps professionals to make the best out of the opportunities they’re presented with and see things differently
- Awareness about latest in the world of business and an appetite for knowledge
- Attention to detail and solid organizational skills, familiarity with a team’s functioning
- Good knowledge of Microsoft suite of products
- Fluent in English and possibly a second foreign language

**About Smiths**

**About John Crane

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