Key Account Manager

We offer

HOERBIGER Iberica is an important member of the HOERBIGER Service in Europe. We provide maintenance and repair services to users for industrial reciprocating compressors across multiple industries in O&G, technical gasses, natural gas and hydrogen accounts.

This will be driven by promoting its core technology, such as compressor valves, rings and packings, as well as pursuing higher-level environmental solutions with multiple technologies and commercial products. Our team expands its portfolio in line with customer demands and improves customer experience, in part by shifting from a pure sales focus to creating and delivering efficiency and environmental solutions.

Requirements

As Key Account Manager you are responsible for the commercial success, development and relationship management of end users account in alignment with the Organizational and Regional Strategy. Furthermore,

Meeting order entry targets and profitability Account Development (Account Plan), identification of customer needs, desired results for reliability, Sustainability, GHG emissions reduction, energy savings, decarbonizationcustomers short/mid/long term strategydevelopment of Reliability and Sustainability initiatives, activities and follow up (in CRM) Active Sales Funnel management incl. Rolling Forecast by means of CRM Periodic customer visits for the purpose of understanding customer needs, Product and Service portfolio presentation, project follow up, relationship building, business opportunities but also threats, etc.. Appropriate selection of product and services class according the customer need, considering sustainability products positioning (three product classes) and pricing of the related BU. Preparation of project related quotations by means of available quotation and engineering tools and according to agreed technical standards, terms & conditions, alternatively together with the REE/upgrade sales resp. engineering group and customer service Lock-in current parts & repair business by long-term service agreements Increase market-share by seeking and developing opportunities for upgrades and performance contracts driven by the REE approach Follow up and monitoring of main customer KPIs such as Order Entry/Net Sales, Target Price Achievement, OTD/OCR fulfillment, Overdue and overall customer satisfaction. Act in compliance with competition and anti-bribery laws, comply with Code of Conduct

What you should bring with you

Education: Engineering qualification Experience: 2-3 years in technical engineering sales role or similar Presentation & Communication: Representing HOERBIGER in front of customers and build up trustful relationships. Knowledge about rotating equipment design and function, mechanical components, control, and peripheral systems Application and Product Know How: active listener and capable to make sales and technical presentations supporting customer requests Spirit of initiative and result orientation Strong spirit of adaptation and problem solving Ability to manage regular customer visits in the assigned area (Spain and Portugal) Systems and Tools: MS Office, Outlook, CRM (desirable) Fluent Spanish and good English on working knowledge level (in order to participate on global discussions, training, experiences exchange, etc.)

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