Strategic Account Lead – Chemical

Título: Responsable de Cuentas Estratégicas – Sector Químico
Ubicación: España
Área: Tarragona y alrededores
Tipo de ubicación: Remoto Sitio
web:
Grupo:

Resumen del rol

Como Responsable de Cuentas Estratégicas en Watson-Marlow Fluid Technology Solutions, liderarás el crecimiento y desarrollo de cuentas clave en la región EMEA dentro del sector químico. Reportarás al Gerente de Cuentas Estratégicas y tu misión será construir relaciones sólidas y duraderas con los clientes, generar valor y contribuir al crecimiento sostenible.

Este rol combina la gestión estratégica de cuentas, las ventas técnicas y el desarrollo de negocio. Gestionarás una cartera de clientes asignados, colaborarás estrechamente con sus equipos y apoyarás a los ingenieros de ventas locales en EMEA para identificar oportunidades y maximizar el valor.

Cumplirás los objetivos de ingresos y rentabilidad mediante una planificación eficaz de cuentas, desarrollo de oportunidades, previsión y negociación de contratos. Como asesor de confianza y representante de Watson-Marlow en eventos del sector, fortalecerás alianzas y contribuirás al éxito de nuestras soluciones innovadoras en tecnología de fluidos.

Responsabilidades principales

• Gestión de cuentas
• Gestionar y desarrollar las cuentas y proveedores asignados en la región EMEA.
• Elaborar y ejecutar planes de desarrollo alineados con la estrategia global de la empresa.
• Establecer y mantener relaciones sólidas con las áreas comercial, técnica, de ingeniería y compras.
• Identificar oportunidades para aumentar la participación en la cartera, estandarizar soluciones y asegurar posiciones como proveedor preferente.
• Ventas consultivas y proactivas
• Detectar, desarrollar y cerrar nuevas oportunidades de negocio en las cuentas asignadas.
• Impulsar la interacción con usuarios finales, integradores y proveedores para generar demanda continua.
• Mantener un canal de ventas sólido y visible mediante CRM.
• Apoyar negociaciones contractuales y contribuir a acuerdos comerciales conforme a la normativa interna.
• Liderazgo técnico y de aplicaciones
• Brindar soporte técnico en soluciones de procesamiento, dosificación y manejo de fluidos.
• Asesorar a clientes e ingenieros de ventas en posicionamiento de soluciones y propuestas de valor.
• Ofrecer formación sobre productos, aplicaciones y mercado a clientes y equipos internos cuando se requiera.
• Coordinación de ventas internacionales
• Apoyar y capacitar a ingenieros de ventas locales en EMEA para desarrollar oportunidades en cuentas asignadas.
• Colaborar con equipos globales para maximizar relaciones y potencial.
• Actuar como punto único de coordinación para actividades transfronterizas.
• Garantizar un enfoque coherente en mensajes y prioridades en toda la región EMEA.
• Colaboración interna y gobernanza
• Trabajar estrechamente con marketing, desarrollo de producto, formación y ventas.
• Asegurar la precisión en el uso de CRM, previsiones y reportes.
• Cumplir con los estándares de gobernanza, compliance y EHS del Grupo Spirax.
• Market Intelligence
• Monitorizar tendencias del mercado, actividad de la competencia y estrategias de clientes.
• Proporcionar feedback estructurado para apoyar la planificación comercial y desarrollo de cartera.

Requisitos para el éxito

• Experiencia sólida en procesos industriales, sistemas de dosificación y manejo de fluidos.
• Trayectoria en gestión comercial y ventas, incluyendo cuentas complejas, globales o multirregionales.
• Experiencia en revisión y negociación de contratos, con conocimiento de principios y riesgos contractuales.
• Capacidad para trabajar en entornos multiculturales y transnacionales.
• Visión estratégica a largo plazo, autonomía y perspicacia comercial.
• Disponibilidad para viajar hasta un 30 % en EMEA.
• Fluidez en inglés y español (italiano o francés, valorable).

Title: Strategic Account Lead – Chemical
Location: Spain
Patch: Tarragona and Surrounding areas
Location Type: Remote
Website:
Group:

Role Summary

 As a Strategic Account Lead at Watson-Marlow Fluid
Technology Solutions, you will drive the growth and development of key accounts
across EMEA within a defined sector. Reporting to the Strategic Account
Manager, the role focuses on building long-term customer relationships,
delivering value, and supporting sustainable growth.
This is a proactive, customer-facing role combining
strategic account ownership, technical sales, and business development. You
will manage a portfolio of identified accounts, work closely with key customer
stakeholders, and support local Sales Engineers across EMEA to develop
opportunities and maximise value.
You will deliver revenue and profit targets through
effective account planning, opportunity development, forecasting, and contract
negotiation. Acting as a trusted advisor and representing Watson-Marlow at
industry events, you will strengthen partnerships and contribute to the success
of our innovative fluid technology solutions.

What you'll be doing

• Account Ownership
  Own and develop identified accounts and vendors across EMEA.
  Build and execute account development plans aligned with the
  overall company strategy.
  Establish and maintain senior-level relationships with
  commercial, technical, engineering, and procurement stakeholders.
  Identify opportunities to expand wallet share, standardize
  solutions, and secure preferred supplier positions.
  
  
• Pro-active consultative sales
  Actively identify, develop, and close new business
  opportunities within assigned accounts.
  Drive engagement with end-users, integrators, and vendors to
  create pull-through demand.
  Develop and maintain a robust sales pipeline, ensuring
  visibility of key opportunities through CRM.
  Support contract discussions and contribute to commercial
  negotiations in line with company governance.
  
  
• Technical and application leadership
  Provide application level sales support in processing,
  dosing, and fluid handling solutions.
  Support customers and Sales Engineers with solution
  positioning, system concepts, and value propositions.
  Deliver product, application, and competitive training to
  customers and internal stakeholders where required.
  
  
• Cross-border sales enablement
  Support and enable local Sales Engineers across EMEA in
  developing opportunities within the named accounts.
  Collaborate with global sales teams on identified accounts
  to maximize relationships and potential.
  Act as the single point of coordination for cross-border
  activities within assigned customers.
  Ensure consistent account approach, messaging, and
  prioritisation across EMEA region.
  
  
• Internal collaboration and governance
  Work closely with internal stakeholders such as marketing,
  product development, training and sales.
  Ensure accurate CRM usage, forecasting, and reporting.
  Operate fully in line with Spirax Group governance,
  compliance, and EHS standards.
  
  
• Market Intelligence
  Monitor market trends, competitor activity, and customer
  strategies within the specified sector.
  Provide structured feedback to support sales planning and
  portfolio development.
  

This is what you'll need to be successful in this role

• Strong experience in industrial processing, dosing systems,
  and industrial fluid handling.
• Significant customer acquisition and retention commercial
  management and sales experience including large customer management experience
  of complex, global or multi-regional accounts.
• Contract reviews/negotiation experience and awareness of
  contractual principles and risks.
• Cultural and regional awareness with the ability to work
  across countries and cultures.
• Commercial acumen with a strategic, long-term mindset
  combined with high level of autonomy.
• Willingness to travel up to 30% across EMEA as required
• As we are a UK Business fluency in both English and Spanish
  are required, Italian or French are an asset
  
  

At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:

•  A competitive salary
• Flexible working arrangements
• A generous holiday allowance
• Three days' paid volunteering leave
• Life assurance
• Additional support and benefits through our Everyone is Included Group Inclusion Plan

Everyone is Included at Spirax Group
We are passionate
about creating inclusive and equitable working cultures where everyone can be
themselves and achieve their full potential. For us, that means supportive
teams and strong relationships where everyone's contribution is valued - across
social and cultural backgrounds, ethnicities, ages, genders, gender identities,
abilities, neurodiversity, sexual orientation, religious beliefs, and
everything else that makes us human and unique.

We want everyone to
be able to make their difference here, so we will always consider requests for
flexible working.

We know that
everyone needs some extra help from time to time too, so we have introduced a
range of additional benefits through our Group Inclusion Commitments. These
include

• Gender-neutral parental leave
• 15 days of extra paid caregiver leave
• Paid time off and support for anyone experiencing pregnancy loss or domestic abuse
• Menopause-friendly workplace principles and more

Learn more at

We are also a
Disability Confident Committed Employer. If you would like to apply using this
scheme, please select this option in our application form.

We are an
equal opportunity employer committed to fostering an inclusive and diverse
workplace. We encourage candidates from all backgrounds to apply.

If you
require accommodations during the application process, please let us know.

Company
Overview
At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we
are driven by innovation and are dedicated to creating an inclusive workplace
where everyone is empowered to make a difference. As a world leader in
manufacturing peristaltic pumps and associated fluid path technologies for the
life sciences and process industries, we offer a wide range of products,
including tubing, specialised filling systems and products for single-use
applications.

Our shared Purpose is to
create sustainable value for all our stakeholders as we engineer a more
efficient, safer and sustainable world. Our technologies play an essential role
in critical industrial processes and industrial equipment across industries as
diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power
Generation, Semiconductors and Healthcare. With customers in 116 countries, we
provide the solutions that sit behind the production of many items used in
daily life, from baked beans to mobile phones

Our inclusive culture and Values, unites us, guides
our decisions and inspires us everywhere that we operate. We support our
colleagues to make their difference for each other as well as customers,
communities, suppliers, our planet and shareholders by creating a truly
equitable working environment where everyone feels included.