Key Account Manager

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.

Education:

Mechanical Engineering degree is preferred; Business or Marketing formal study also desirable Good written and spoken English is essential

Experience:

Minimum five (5) years’ experience in a Sales role; Experienced in Sales for turbomachinery applications (Steam Turbines, Gas Turbines, Centrifugal Compressors, Pumps) Experience in fluid film bearings a plus

Profile: 

Dedicated to serving customer needs Technically competent; Results driven Self-motivated Growth oriented; Commercial and competitive awareness

Reports To: Sr. Sales Manager – China

Location: Shanghai, China

Travel Required: Approximately 50%-60%

General Description:

The position of Key Account Manager is an integral part of the Sales & Marketing effort as well as the Engineering effort at Waukesha Bearings (WB). The prime responsibility of the position is account management of key customers and the development of new business opportunities. General responsibilities will include dealing with all commercial inquiries and orders from local and multinational turbomachinery OEM’s; increasing profitability and market share through interaction that results in WB being designed into customer machine applications.

Specific duties will include:

1. Identify and satisfy customers’ requirements, especially major accounts. Regularly visit customers, monitor and report on level of customer satisfaction

2. Actively call-on and develop close working relationships with customers and end-users where appropriate. Present, explain and promote WB products

3. Identify multiple buying influences within the account. Develop close relationships with contacts at all levels of the account’s organization (Management, Engineering, Purchasing, Sales & Marketing, Field Service). Customer Intimacy is the primary value discipline at WB

4. Identify new potential applications and customers, develop a good knowledge of customers’ product lines and find high margin opportunities for WB products that lend themselves to our technical strength. Get WB products written into equipment specifications

5. Obtain competitive information related to the account in general or for specific projects. Determine procurement sequence from specification through to order placement

6. Support quotation work to customers basing prices on current policy and competitive situation. Follow up open proposals, negotiate and close orders. Report status on a regular and timely basis

7. Customer advocate within WB while leading a global team on all aspects of your key accounts

8. Prepare and keep up-to-date sales forecasts by account, and assist in development of bottom-up and top-down forecasts for overall business

9. Involve other WB departments as necessary to participate in key projects and customer satisfaction improvements

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.