Strategic Account Manager - OGC

The Strategic Account Manager (SAM) will be a strategic business leader taking ownership for the planning and execution of our strategy to engage, develop and expand relationships between the business and our most meaningful strategic customers that result in joint value creation.

The SAM maintains and elevates relationships with nominated strategically important global accounts having a deep understanding of assigned accounts, their business, trends, and opportunities. The SAM will work closely with the TES sales team to deliver sales targets and central initiatives that generate sales growth across the portfolio.

Required Qualifications

• Degree in engineering/marketing/business management or equivalent work experience in a related field
• Results orientated (focused on growing assigned accounts)
• Excellent verbal and written communication skills
• Innovation and problem-solving skills that include the ability to develop and propose solutions for clients
• Strong strategic thinking and analytical skills
• Socially adept, high degree of emotional intelligence and good at building and strengthening relationships
• Strong work ethic and ambition
• Strong self-motivation for independent working and adaptability
• Proficiency in English

Previous Experience Required

• Background in a Sales Management or Key Account Management role
• Proven experience of working in/for the pharmaceutical sector with a strong understanding of the market mechanics
• Proven experience in managing contracts, T&Cs and legal aspects with direct sales
• Customer relation management and/or business development

Primary Responsibilities

• Develop, execute, and communicate the strategic account strategy which delivers long term year on year growth ahead of annual targets.
• To develop, expand, and initiate customer relations at nominated strategic accounts.
• Frequently visit/engage with account corporate offices and operating sites to obtain a deep understanding and identify where Steam Specialties can add value with focus on sustainability/decarbonization.
• Lead negotiations such as MSAs or central pricing and oversee any supply/pricing agreements.
• Establish multi-level account relationships with key personnel.
• Manage periodic central customer communications and quarterly business reviews (QBR).
• Direct leadership for central customer/business initiatives e.g., customer training, multi-site audits or sustainability/decarbonization/reliability programs.
• Develop and maintain an Account Plan for accounts across the assigned portfolio. Proactively and continuously assessing, clarifying, and validating customer needs to keep the Account Plan up to date.
• Identification of customer insights and trends and clearly presenting back into the business.
• Collaborate with SBD to help with the identification, launch and introduction of new PSSO to assigned accounts.
• Exhibit high levels of Health, Safety and Quality behaviors whilst always demonstrating what we value.
• Sustain high levels of customer service and focus with professionalism to foster a ‘set the standard’s mentality.
• Adaptability for working within a global matrix organization
• Create and implement national account strategy growth plans-assigned accounts
• Collaborate with local SE and Channels to align strategy and model successful behaviors
• Work with primary channel to drive growth and activity at selected customers
• Assist OGC sales, service and SAM team in successful account penetration, and growth opportunities.

About Us

Steam Thermal Solutions is one of four businesses within Spirax Group, with global coverage across 67 operating units. These OpCos are organized into four Divisions: EMEA, APAC, Americas, and Gestra. We acquired Gestra five years ago and since then have operated it as its own business, and as such, we operate two brands, Spirax Sarco and Gestra.

We are dedicated to generating balanced value for all our partners through the development of technologies that enhance efficiency, safety, and balance. Our technologies are vital in supporting critical industrial processes and equipment in diverse industries such as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors, and Healthcare. With a presence in 165 countries, we deliver solutions that underpin the production of a wide range of everyday items, from baked beans to mobile phones!

Our company values diversity and is an equal opportunity employer. We do not discriminate based on race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. If you require accommodation during the application process or while performing essential job functions, please contact us.