HOERBIGER SERVICE INC (HSI) is seeking a Key Account Manager for our world class organization. HSI provides maintenance and repair services to users of industrial reciprocating compressors across multiple industries, including natural gas and process gas (refinery, petrochemical and industrial gas) accounts.
The Key Account Manager is responsible for the commercial success, development and relationship management of his/her end-user accounts, always in alignment with the Organizational and Regional strategy. This position works seamless with the REE [Reliability, Efficiency and Environmental Compliance] Group, Engineering and Customer Service to provide a best in class Customer Experience.
The Key Account Manager is instrumental in maintaining a strong profitable position with natural gas customers while driving growth in the process gas market. This position is located in the Santa Clarita area and is responsible for a region including: southern California, southern Nevada and Arizona.
Candidates must have technical experience working with rotating or reciprocating machinery in the oil/gas market, as well as a proven record of success selling in the oil/gas market in the region.
The HOERBIGER brand is synonymous with components and services providing high customer value in compressors, industrial engines and turbines, automotive drivetrains, and multifaceted mechanical engineering applications.
Essential Responsibilities
- Meet order entry/sales targets and other customer-related KPIs
- Account Development
- Identify customer needs, desired results, Key Stakeholders, Shore of Wallet
- Customer short/mid/long term strategy
- Develop initiatives, and activities and follow up (in CRM)
- Periodic customer visits
- Appropriate selection of proceed and services class t meet customer needs
- Preparation of project related quotations in collaboration with Sales, engineering and customer service
- Quote presentation, follow up, manage price negotiations
- Secure current business by long-term agreements
- Increase market share
Requirements
General Requirements
- Demonstrated success in a similar sales role; minimum five years practical experience in the region
- Able to build relationships with customers based on trust and knowledge of products and services
- Excellent communication skills including active listening, ability to make sales and technical presentations, respond to customer questions and effectively negotiate for win-win solutions
- Willing to travel extensively within the region (>50%)
- Minimum intermediate level computer skills including MS Office and Salesforce (or other CRM systems)
Technical/Functional Knowledge Requirements
- Detailed understanding of the Oil and Gas Market (up- and down-stream)
- Technical experience with rotating and/or reciprocating machinery
- Familiarity with vendors of rotating equipment and components
- Knowledge about competition, especially ISPs and OEMs
We offer
HOERBIGER offers a dynamic, continually changing work environment with opportunity for advancement. Our robust benefits package includes: Medical/Dental/Vision insurance, company provided Short- & Long-Term Disability coverage and Life Insurance, FSA & HSA, paid Vacation, paid Holidays, paid Sick Days, paid Parental Leave, Tuition Reimbursement, 401(k) Retirement Plan with matching contributions.
Company Profile
HSI, part of the global HOERBIGER Compression Technology Group, provides maintenance and repair services to users of industrial reciprocating compressors across multiple industries, including natural gas and process gas (refinery, petrochemical and industrial gas) accounts.
HOERBIGER is an Equal Opportunity Employer Drug Free Workplace E-verify
Job Reference: US00257