Strategic Account Manager Corporate Accounts

Date: Jul 29, 2022

Location: Houston, TX, US

Company: Dover Corporation

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 components, each 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.

Summary:

The Strategic Account Manager/Corporate Accounts is a key role in driving growth in the Cook Compression business a key part of the Dover Precision Components diverse product portfolio.  In collaboration with Operations, new Product Development, Marketing and Sales, the Strategic Account Manager/Corporate Accounts will drive growth of Cook Compression through the definition and execution of corporate specific business plans. Able to interface with customers at multiple levels, the responsibilities of this position include gaining traction with corporate decision makers beyond what is possible through field sales.

 

Responsibilities:

  • Develop and execute on corporate specific business plans for the Cook Compression portfolio pertaining to aftermarket business unit.
  • Develop relationships with customers’ executives to drive sales revenue and profitability for aftermarket reciprocating compressor products and services.
  • Engage in frequent collaboration with sales, technical and operations teams to facilitate the successful execution of business plans.
  • Maintain market focus with regular customer contact and interaction with sales teams as needed. This includes responsibility for the communication of new insights and strategies as required.
  • Conduct voice of customer (VOC) research to determine applicability of aftermarket business unit products and services according to evolving customer needs.
  • Craft unique value propositions that resonate with each of the target corporations and are aligned with internal stakeholders for their full support.
  • Manage touch point maps for ensuring the ongoing support of sponsors and tactics for overcoming the resistance of anti-sponsors within corporate accounts
  • Present regular health checks to the organization on whether Cook is delighting the customer, identifying key areas for development.
  • Monitor the competitive landscape and develop action plans accordingly.  
  • Participate in training staff, customers, and channel partners as appropriate.
  • Relies on extensive experience and judgment to plan and accomplish goals
  • This position does not have direct reports.

 

Minimal Qualifications:

  • Bachelor’s Degree in Business, Engineering or related field, with demonstrated engineering/technical/product management experience or related equivalent experience.
  • Experience working with oil, gas & industrial customers particularly with reciprocating compression assets.  Proven ability to develop and maintain productive, professional relationships.
  • High proficiency in Microsoft Outlook, PowerPoint, Excel and Word.

 

Required Knowledge, Skills and Abilities:

  • Experience and understanding of reciprocating compressors, compressor valves and turbomachinery technology
  • Must be a mature, confident, technically astute self-starter
  • Closing skills are vital
  • Highly organized and efficient in approaching tasks
  • Ability to collaborate effectively across functional teams
  • Ability to work within a geographically diverse team
  • Must have excellent written and oral communication skills

 

Physical Requirements:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; talk or hear; stand and walk. The employee must occasionally lift and/or move up to 50 pounds (20kg).  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus


Working Conditions:

Must be willing to travel to customer sites (0-40% Domestic, occasional international)

 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts and vibration. The noise level in the work environment is usually loud.


 

*Note: This Job Description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by the Supervisor. All requirements are subject to change and updates.


Nearest Major Market: Houston

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