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National Key Account Manager

Location: New York, NY
Job # 11334038
Date Posted: 09-05-2018
Title: National Account Manager or Key Account Manager
Department: Sales
Reports To: VP, Chief Sales Officer
Location: Flexible
FLSA Code: Exempt

Summary: The purpose of this position is to develop strong and sustainable working relationships with assigned
clients while providing USA centric leadership for the management of client programs and develop plans and
implement growth strategies for assigned client portfolio. Provide updates and overall account health status to
Executive teams. The primary focus for this position is to develop Outsourced Lab opportunities focused on the
upstream/refinery petroleum market.


Key Responsibilities

 Fully understand client organization, their business model, goals and strategies (including leadership
personnel, key initiatives, news and financials) to drive business development activities. Ensure alignment
of resources with client needs and expectations to realize client satisfaction.
 Fully accountable to deliver “Project Pipeline Reports” reports to Executive Leadership and Operations.
 Ensure market alignments Metrics are achieved and soft issues are managed effectively.
 Develop and manage the sale of “New Services” to existing accounts as well. The KPI will be achievement
of incremental sales as defined in the sales plan and relevant fiscal year budget.
 Fully accountable to accurately forecast account revenue overall and by Product Line and by region.
 In coordination with Business line, Operations and Executive Management to develop and implement
“Win-Back” strategies for accounts where market share was lost. A process to bring existing client
from “dissatisfied” to “satisfied” and recapture lost sales.
 Manage the bookings for assigned accounts including accurate forecasting and budgeting.
 Interface with clients to continuously calibrate their expectations with company's performance and resolve or
escalate issues that do not meet client expectations.
 Identify and coordinate the development of additional services offerings to fully maximize 
engagement with the client.
 Manage price negotiation, discounts, contracts, RFP’s between client and related parties.
 Collect, monitor and disseminate data on sourcing and/or market trends along with client needs to
feedback to the operations team.
 Monitor, identify and communicate to relevant parties any risk or opportunities based on continuous
review of the health of the account.
 Ensure creation and execution of account reviews quarterly
 Manage client meetings and presentations along with participating in training seminars and/or
tradeshows.
 Maintaining account activates in CRM system (Accounts, Opportunities, Contacts, etc.)

Competencies

Project Management: Develop, manage and coordinate project plans; prioritize and plan work activities;
communicate change/progress.
Problem Solving: Identify and resolve problems in a timely manner; develop detailed project plans and
implementation guides, work closely with stakeholders to address issues that may arise.
Interpersonal Skills: Maintain confidentiality; work closely with several teams and stakeholders to
identify needs amongst varied populations.
Oral and Written Communication: Ability to read, write and speak clearly and informatively; listen and
get clarification; respond well to questions; participate in meetings; demonstrate group presentation skills.
Strategic Thinking: Develop strategies to achieve organizational goals; understand organization's strengths and
weaknesses; identify external threats and opportunities; adapt strategy to changing conditions.

REQUIRED EDUCATION AND/OR EXPERIENCE

 Demonstrated knowledge of Microsoft office suite and Adobe. Advanced capabilities with Excel
and CRM systems required; familiarity with SFDC preferred.
 Strong working knowledge of Downstream, Process industry standards, particularly related to
maintenance turnaround scheduling and contracting practices.
 Familiarity with applicable API, ASME and other related codes and standards
 Bachelor’s degree in business administration or related degree from an accredited institution
preferred
 Minimum five years of progressive strategic sales experience in a business-to-business, oil and
gas industry sales environment; or equivalent combination of education and experience.
 Demonstrated ability to develop and lead sales forecasting activities, budget development, and
performance goals. Strong emphasis in client acquisition and development, valuations, and
competitor analysis.
 Must have an understanding and general competency in areas of technical regulations,
standards, and compliance and requirements that relate to the oil and gas industry.
 Ability to use industry and client research to develop sales proposals, pricing, discounts, budget
forecasts, sales strategies and growth potential.
 Clear understanding of client procurement processes for Outsourced Lab services.
 Proven ability to balance multiple competing priorities, meet deadlines, be responsive and thrive
in a team environment.
 Ability to travel up to 50% of the time.

Key Attributes

 Proven ability to close large, complex deals.
 Must be a consummate, professional salesperson, with a tenacious, winning attitude.
 Great listener; you understand the very best sales people know how to ask questions and listen.
 Quick study and ability to learn the terminology and nuances of a new industry.
 Ability to evangelize new product concept sale and use business case / ROI tools to help prospects
cost-justify their purchase.
 Ability to self-manage and coordinate multiple steps in the sales process – lead generation, product
demonstration, presentations, business case, and proposals.
 Strong relationship builder, consultative selling skills.
 Professional presentation skills and ability to engage C-level buyers in business conversation.
 Ability to handle tough sales situations, ambiguity, and a steep learning curve.
 Desire to work in a large company environment and motivated to drive growth.
 Most importantly, you must be a confident, aggressive closer that can overcome objections and resolve the many
challenges of the complex sale
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