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Key Account Manager (Oil & Gas)
Ref No.: 18-08385
Location: Baton Rouge, Louisiana
Position Type:Direct Placement
Start Date: 10/10/2018
We are seeking a Key Account Manager for permanent placement for a growing organization in Baton Rouge, LA.  You will be working for a company that 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 relationship to transition the company from a supplier into a partner by transferring transaction product sales into business results.  The Key Account Manager will be instrumental in maintaining a strong profitable position with natural gas customers while driving growth in the process gas market. This position covers a region including: southeast Louisiana, Mississippi, Alabama, and the Panhandle of Florida.
You 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.
Essential Responsibilities
  • Meet sales targets in terms of growth and profitability
  • Prepare for customer visits and follow-up with visit reports in CRM and action plans to achieve business results
  • Expand and strengthen the customer base and relationship; identify and develop management contacts
  • Analyze and identify potential development opportunities for the company, serving as the Voice of the Customer
  • Develop and manage a strong CRM opportunity funnel and balanced order profile for assigned accounts. 
  • Support regularly the sales forecast, Sale & Operational Planning process
  • Identify maintenance schedule and consult with the customer to develop a budget for planned maintenance. 
  • Support and execute marketing campaigns and initiative development, roll-out and active follow-up
  • Identify and convert customers to performance and long-term contracts for parts and services, capturing or protecting market share.
  • Actively target “Win Back” customers, focusing on key profitable competitor business
  • Support both the company’s operations and the customers with clear communication and relationship management
  • Provide structured lost-order analysis (recording reasons for rejection)
  • Document the competitive situation and the market price level at the customer
General Requirements
  • Bachelor’s degree in Engineering or higher technical school or industry experience
  • Demonstrated success in a similar sales role; minimum five years practical experience
  • Passion for the customer and desire to succeed through team-work
  • Must have a customer-centric mentality where ‘a promise is a promise’
  • Excellent communication and negotiation skills
  • Basic understanding of financial reports
  • Extensive travel is required (more than 50%)
Technical/Functional Knowledge Requirements
  • Detailed understanding of the Oil and Gas Market (up- and down-stream)
  • Technical experience with rotating and/or reciprocating machinery
  • Familiarity with the operation of a successful equipment service business
  • Excellent understanding of customer needs and key stakeholders
  • Working knowledge of sales related systems (CRM, etc.)
  • Familiarity with vendors of rotating equipment and components
  • Knowledge about competition, especially ISPs and OEMs