Dover Precision Components delivers performance-critical solutions for rotating and reciprocating machinery across the oil & gas, power generation, marine, industrial, chemical and general processing markets. Comprising the Waukesha Bearings, Bearings Plus, Inpro/Seal and Cook Compression brands, our portfolio includes hydrodynamic bearings, active magnetic bearings, system and bearing protection, and reciprocating compressor valves, sealing technologies, pistons, rods and more. Each solution is custom-engineered to provide optimum efficiency, reliability and productivity, and backed by comprehensive aftermarket services. Dover Precision Components serves its global customer base through facilities in North America, Europe, Asia and the Middle East, as well as technical sales representatives around the world. Dover Precision Components is part of Dover Corporation’s Fluids segment.
The Key Account Manager is responsible for increasing penetration in existing accounts as well as identification of new markets and customers. The candidate must be able to interface with customers at multiple levels (technical, commercial, and management) and deliver the value propositions of an engineered solution. The candidate must be a results driven sales professional, with a record of achievement demonstrating initiative and ownership of his/her business.
Duties and Responsibilities:
Develop broad and deep relationships with customers’ management, procurement and engineering staffs to advance the company’s value proposition and share of wallet.
Move customer relationships forward to increase engagement across the organization. Move to position as value provider rather than commodity supplier and where appropriate, drive to achieve “Trusted Advisor” status.
Understand and align to the market drivers and strategy of major customers, while also providing feedback to the management team that will help inform the company’s strategies for growth.
Provide regular and insightful customer and market feedback to the management team for business and market planning
Ensure the company is first positioned to capture new design opportunities
Oversee the development of conceptual solutions by the engineering team and lead the presentation of proposals to customer personnel.
Maintain an understanding of competitive landscape and position and implement the appropriate pricing strategies.
Regularly acquire and submit forecasting information based on customer business indicators and planning.
Facilitate all communications to ensure the company provides customer intimacy at a level that ensures continuing selection as the #1 choice for bearing needs.
Utilize lean techniques for analyzing and improving process/workflow to continually improve service delivery.
Develop new opportunities by researching within the assigned territory and revisiting dormant accounts to identify potential customers
Through efficient prospecting and discovery, screen and identify opportunities that fit the company’s strategy and objectives – developing those prospects through pre-sales, negotiation, and support phases.
Balance both own workload and supporting departments to prioritize customer opportunities for maximum growth
Qualifications (Education and Experience):
Bachelor's degree required, BSME preferred.
A minimum of three (5) years’ experience in sales of highly engineering products required.
Experience with sales in turbo-machinery applications, rotating equipment (pumps, compressors, turbines, etc.) or fluid film bearings is preferred.
Demonstrated ability to establish and maintain long term customer relationships which culminate in the goal of reaching “Trusted Advisor” status.
Must be a mature, confident, technically astute self-starter
Strong analytical and problem-solving skills.
Must have excellent written and oral communication skills coupled with the ability to manage a consultative sales process.
Experience in an environment of continuous improvement that includes the use of tools such as process analysis, Kaizen, and Lean techniques.
Demonstrated ability to inspire and develop collaboration amongst cross-functional teams
General Office environment. Travel requirements will vary from 30%-50%, with potential for international travel.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; talk or hear; stand and walk. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
- Note: This Job Description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by the Supervisor. All requirements are subject to change and updates.