Key Account Manager

Crane ChemPharma & Energy

United States

On-site

USD 120,000 - 180,000

Full time

14 days+

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Job summary

Crane ChemPharma & Energy seeks a dynamic Key Account Manager to lead engagement with End-User Pharmaceutical companies across the U.S. and Canada.

You will develop and own account strategy, drive project pursuit, and influence specifications using the Crane KAMP and GPM processes, partnering with Sales, Engineering, and Quality teams. You will build relationships with senior decision-makers, manage end-user accounts, and deliver value-driven solutions in a fast-paced, matrix environment, while

Qualifications

Bachelor's degree in Engineering, Biology or related technical field.
Minimum 10 years of technical field sales or related experience.
At least 5 years in the pharmaceutical industry.
Proven track record in establishing relationships within pharma end-user market.

Responsibilities

Develop and execute account strategies for End-User accounts in the U.S. and Canada.
Lead project pursuit and influence specifications through cross-functional collaboration.
Build long-term, profitable relationships with senior decision-makers.
Utilize the KAMP and GPM processes to maximize project opportunities.
Provide regular progress updates to the Director of Sales - Americas.

Skills

Account Management

Pharma industry

Strategic planning

Stakeholder management

Education

Bachelor's degree in Engineering, Biology or related field

Tools

CRM systems

Job description

We are seeking a dynamic and strategic Key Account Manager to lead engagement with End-User Pharmaceutical companies - the decision makers within the value chain. Whilst purchasing activities and influencing are often made by, EPCs and OEMs, the End-User ultimately makes the final decision via the specification, making this position essential for driving growth and strengthening Saunders’ market leadership.

As Key Account Manager for the End-User Segment, you will be a contributor responsible for managing customer interaction and business pursuit at target accounts across the U.S. and Canada. Your focus will be on driving project pursuit strategies, leveraging the Crane Key Account Management Process (KAMP) and Global Project Management (GPM) process, and utilizing all available sales excellence tools. These efforts may lead to establishing close relationships with decision-makers and influencers in Engineering, Procurement & Construction (EPC) companies, at both the corporate and site levels.

Reporting directly to the Director of Sales - Americas, you will develop and own the overall account strategy, including AML positioning, project pursuit, and product promotional planning. You will work closely with Saunders Sales Management, Sales Engineers, Customer Service, Business Line Management, and other stakeholders within the Crane ChemPharma & Energy organization to coordinate end-user influence.

This is a critical role during a period of significant investment and evolving customer needs, requiring a proactive, results-oriented professional who thrives in a fast-paced, matrix environment. You will influence commercial strategy, collaborate across functions, and serve as a key driver of innovation, customer satisfaction, and profitable growth.

Key Responsibilities:

Strategic Account Management

Develop and execute account strategies for End-Users, ensuring alignment with the overall strategy
Understand how to help the customer meet its business objectives and determines tailored solutions
Creates long-term, profitable relationships by understanding how we can add value to the customer’s business
Utilize the Key Account stage-gate process to identify, prioritize, and manage large End-User accounts
Maintain a deep understanding of customer needs, key performance indicators, decision-making processes, and influence points
Drive annual top-line and bottom-line growth for Crane CPE products across assigned the key accounts
Monitor sales performance against targets and implement corrective actions where necessary
Develop annual plans based on project backlog, funnel analysis, and market trends

Specification Influence

Leverages input from cross-functional teams like other key account managers, the sales organisation and subject matter experts to influence technical specifications and secure Crane products in project designs
Coordinate efforts to create value at the specification level, leveraging OEM influence to maximise project opportunities

Customer Engagement & Relationship Building

Establish strong relationships with key decision-makers and influencers at End-User accounts
Organise regular engagement activities such as lunch & learn sessions, technical reviews, and other workshops
Act as the primary point of contact for End-User customers, ensuring exceptional service and responsiveness

Technical Expertise & Training

Deliver product and application-based training on Saunders HC4 and other Crane CPE product lines
Collaborate with Business Line Managers and Application Engineers to provide technical support and resolve complex issues
Monitor competitor activities, including technical changes and new product initiatives
Support Business Line Managers in competitive benchmarking and identifying opportunities for new product development
Provide insights to inform pricing strategies and enhance Crane’s value proposition

Cross-Functional Collaboration

Partner with Sales Engineers, Marketing, and Product Manager to execute initiatives and strategic projects
Support channel partner decisions and assist in managing EPC accounts in the U.S.
Participate in technical specification reviews and contract negotiations for major projects
Deliver weekly account progress reports and project updates to the Director of Sales
Provide monthly updates on performance versus plan, competitive movements, and key projects
Contribute to demand forecasting, annual operating plans, and strategic growth initiatives

Required Qualifications and Experience:

Educational and Industry Experience

A bachelor’s degree in Engineering, Biology or a related technical field is required
Minimum 10 years of experience in technical field sales, sales management or business development, with at least 5 years in the pharmaceutical industry
Proven track record of success in establishing and nourishing relationships within the pharma end-user market

Strategic Thinking

Demonstrated ability to develop and execute strategic account plans that drive growth and profitability
Skilled in influencing decision-makers and managing relationships
Experience in leading cross-functional initiatives and fostering collaboration to achieve business objectives

Market Analysis

Strong understanding of End-User decision making process and influence within the value chain
Ability to analyse market trends, competitor positioning and customer needs
Ability to identify opportunities for new product development and contribute to competitive benchmarking

Customer and Sales Interface

Proven ability to build and maintain relationships at senior teams with global responsibilities
Experience interfacing with sales, engineering, quality to support customer projects
Skilled in delivering technical presentations, training sessions and value-based selling strategies

Communication and Customer Focus

Excellent verbal and written communication skills, including technical and commercial language
Strong presentation and negotiation skills with a relentless focus on customer satisfaction
Ability to handle complex situations calmly and professionally, providing clear recommendations

Adaptability and Innovation

Highly motivated and innovative, with the ability to adapt to changing circumstances and deliver solutions
Comfortable working across diverse environments and cultures in a matrix organisation

Language Skills