What are the responsibilities and job description for the Key Account Manager position at Cooper Machinery Services?
Job Title: Key Account Manager
FLSA Status: Exempt
Group: Regular – Full Time
Department: Business Development
Location: Houston, TX preferred; remote candidates will also be considered
About Cooper Machinery Services
Cooper Machinery Services provides natural gas compression equipment and services to customers globally in the Oil & Gas, Power, Transportation, and Marine sectors. With a proud heritage dating back to 1833, Cooper Machinery Services is the OEM for legendary product lines including Cooper-Bessemer™, Ajax™, Superior™, Gemini, TSI, CSI, Enterprise, and Joy. Headquartered in Houston, TX, but with commercial and services hubs around the world, Cooper Machinery Services provides world-class services to more than 22,000 units in its installed base.
Our strength is our people. Each employee plays an integral role in our success and growth. With a commitment to our vision that strong relationships drive strong results and better business, our people make Cooper Machinery Services legendary.
Job Overview
The Key Account Manager (KAM) will own growth strategy and new-business generation for Cooper’s growth of new unit and aftermarket orders and build a strong pipeline of future deals. The KAM will participate in customer meetings and closely work with the commercial managers and account managers to negotiate deals. This role combines market strategy, channel development, and commercial execution to expand new-unit sales, aftermarket revenue, and product partnerships. The BDM will build a prioritized pipeline of high-value opportunities, identify adjacent product and company acquisition or distribution targets, and lead cross-functional pursuits. Proven hunter with experience forming strategic partnerships and sourcing new products for market expansion in the oil & gas equipment sector.
Essential Duties And Responsibilities
FLSA Status: Exempt
Group: Regular – Full Time
Department: Business Development
Location: Houston, TX preferred; remote candidates will also be considered
About Cooper Machinery Services
Cooper Machinery Services provides natural gas compression equipment and services to customers globally in the Oil & Gas, Power, Transportation, and Marine sectors. With a proud heritage dating back to 1833, Cooper Machinery Services is the OEM for legendary product lines including Cooper-Bessemer™, Ajax™, Superior™, Gemini, TSI, CSI, Enterprise, and Joy. Headquartered in Houston, TX, but with commercial and services hubs around the world, Cooper Machinery Services provides world-class services to more than 22,000 units in its installed base.
Our strength is our people. Each employee plays an integral role in our success and growth. With a commitment to our vision that strong relationships drive strong results and better business, our people make Cooper Machinery Services legendary.
Job Overview
The Key Account Manager (KAM) will own growth strategy and new-business generation for Cooper’s growth of new unit and aftermarket orders and build a strong pipeline of future deals. The KAM will participate in customer meetings and closely work with the commercial managers and account managers to negotiate deals. This role combines market strategy, channel development, and commercial execution to expand new-unit sales, aftermarket revenue, and product partnerships. The BDM will build a prioritized pipeline of high-value opportunities, identify adjacent product and company acquisition or distribution targets, and lead cross-functional pursuits. Proven hunter with experience forming strategic partnerships and sourcing new products for market expansion in the oil & gas equipment sector.
Essential Duties And Responsibilities
- Qualify, prioritize, and advance a pipeline of opportunities using structured capture plans and forecasting.
- Track and report progress toward sales, margin, and pipeline targets; update senior leadership on strategic opportunities and risks.
- Sell and promote reciprocating products in the territory collaborating with a team of Sales Managers, Engineers and Office Administration and working with a network of independent agents as required
- Actively participate in formulating marketing policy (e.g. pricing, terms and conditions, product development, promotions, incentive programs)
- Communicate and coordinate activities with Product, Aftermarket and Finance Departments as well as other members of sales department
- Design and implement go-to-market programs, pricing strategies, promotions, and incentive plans that increase share for reciprocating products.
- Monitor market trends, competitor moves, and customer needs; translate insights into product, service, and pricing recommendations.
- Participate in annual sales goal setting, as well as sales budget planning. Establish territorial action plans
- Track and report progress toward sales, margin, and pipeline targets; update senior leadership on strategic opportunities and risks.
- Keep abreast of competitor activities and report on findings
- Manage relationships with existing customers and constantly develop prospective clients
- Other duties as assigned
- Travel as required researching and accomplishing sales goals
- Bachelor’s degree from an accredited university or college preferred
- Minimum High School diploma or GED from an accredited school or institution with at least 7 years of experience in Sales
- Minimum 7 years of Oil & Gas Industry experience with a focus on sales origination
- Proven track record in sourcing new accounts, forming strategic partnerships, or leading product introductions. Excellent interpersonal, presentation, and written communication skills. Strong mechanical aptitude and troubleshooting skills
- Excellent verbal and written communications skills
- Proficient with Microsoft Office Products (Excel, Outlook, PowerPoint, etc.)
- SAP preferred
- Microsoft Dynamics preferred
- Commitment to safety, customer service quality and to work in team-oriented environment
- Willingness to travel ~75%.
- Strong commitment to safety.
- Effective communication skills.
- Customer-centric approach.
- Business acumen.
- Self-motivated initiative.
- Reliability and dependability.
- Strong teamwork ethos.
- Results-oriented mindset.
- Ability to work with a sense of urgency.