Key Account Manager - EPC Capital Sales in Houston, Texas at Pall

Date Posted: 6/14/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    6/14/2019

Job Description

Job ID: IND000944

About Us

Find what drives you on a team with a 70+ year history of being recognized for discovery, determination, and innovation.   As a global leader in high-tech filtration, separation, and purification, Pall Corporation thrives on helping our customers protect people. Whether your interests lie in Life Sciences, Aerospace, Microelectronics or Food & Beverage, you’ll find a rewarding role here.  Our career opportunities are as diverse as our products and they are all focused on creating better lives and a better planet.  At Pall, we believe that innovation is our legacy, our privilege, and our destiny. If that resonates with you, join us!

To learn more about Pall, please visit https://www.pall.com/en/about-pall.html.


Description

As part of the EPC sales team, the Key Account Manager will manage and execute capital equipment sales activity related to the EPC & Licensor accounts in the Americas region such as Technip, CB&I, KBR, etc.
  • To maintain and develop relationships with EPC accounts within an agreed geographical area
  • To develop business opportunities and to secure new orders within those key accounts/customers
  • To identify key projects within EPCs and to secure the relevant enquiries from these projects
  • To promote Pall technology with local EPCs and packagers - Preparing and agreeing Sales Action Plans for EPCs.
  • Managing to agreed financial sales targets - Monitoring and reporting of sales against the agreed sales targets and Sales Action Plans
  • Technical and commercial evaluation and acceptance/rejection of enquiries received either directly from the customer or via the office
  • Management of specific projects and enquiries from conception, through the quotation stage and on to order closure
  • Technical evaluation of enquiries, with a view to making recommendations on system selection and sizing
  • Commercial evaluation of enquiries, in line with guidelines laid down by Pall’s management
  • Preparation and submission of technical and commercial proposals
  • Undertake post submission clarification and negotiations
  • Working with applicable Engineering Groups as well as other Engineers/Managers with a view to developing and securing new business
  • Work with fellow members of Pall’s FTAP End Users team in Houston
  • Reporting activities to the EPC Director of Sales
  • Providing general customer feedback and competitive intelligence to assist tactical and strategic marketing initiatives
  • Generating long terms relationships with a view to generating preferred supplier status.
  • Frequent client visits and follow up – at least 80% of the time – networking at all levels, recommending/specifying Pall as part of Customer Licences and processes (for existing and new units) etc.
  • Preparation of Commercial proposals
  • Management of specific projects and inquiries
Skills and Knowledge:
  • Background knowledge and experience of the EPC and Contractor market and technical and commercial experience with the relevant technologies
  • Experience of process design, engineering and product design.
  • Commercial awareness experience.
  • Knowledge in chemical or mechanical engineering.
  • Knowledge and experience relating to EPC account management, selling skills and project management.
  • Knowledge of the major process within Fuels & Chemicals business sector, including oil and gas production and processing, oil refining, chemical manufacturing, polymer production, etc.
  • Computer skills – Lotus notes, Microsoft Office, Business Warehouse and filter sizing and design software, as required.
  • Technical product knowledge relating to the filtration and separation equipment, in particular how Pall’s products can be used within various industries, to the advantage of our clients.
  • Technical management relating to product sizing, applications, mechanical design and engineering specifications and practices Commercial knowledge and experience relating to contract negotiation and management
  • Market knowledge – our customers and competitors

Job Requirements



Qualifications

  • Bachelor's degree or equivalent experience
  • 5+ years of experience in the Oil & Gas market or Filtration Industries incorporating at least 3 years in a sales role selling components/equipment/solutions.
  • Experience relating to: project management, liaison with outside agencies such as suppliers, customers and main contractors.
  • Experience of working in a multinational matrix organization
  • Full driving license.
  • Ability to work independently and use own initiative.
  • Must be prepared to travel as required by the role across USA.
  • Field based or Houston office: capable of working remotely away from the office, without negatively affecting work performance.
  • Fluency in English, Spanish a plus
Diversity & Inclusion
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.




Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.

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