Building the people that build the world. With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development. We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. As part of Detection and Measurement, Radiodetection is a global leader in the design and development of equipment and software used by utility companies to install, protect, and maintain underground infrastructure networks. Through precision and magnetic locators and ground penetrating radar, we help prevent damage to infrastructure utilities and protect lives. <table class="MsoNormalTable" style="background-color:#4f81bd" border="0" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:14.85pt"> <td style="width:7.15in;padding:0.0in 5.4pt 0.0in 5.4pt"> How You Will Make An Impact - JOB SUMMARY </td> </tr> </tbody> </table> The Key Account Manager (KAM) is responsible for maximizing sales through the effective management and development of Key Accounts. This position will focus on the largest Contract Utility locator companies in the North America. The KAM has the strategic responsibility to develop and grow our sales to these strategic accounts and to drive share gain. This includes developing deep understanding of account objectives, developing relationships with multiple stakeholders within each organization, and developing action plans and metrics for ensuring achievement of all performance targets. Additionally, the KAM must focus on the acquisition of new accounts in industry & product focus area of discipline. These new accounts may be serviced through our channel partners or directly depending on the requirements of the account. The Key Account Manager is the primary interface between the Company and the organization’s key accounts. As such they must constantly assess and communicate market conditions and competitive activity to the Company. Such intelligence is the foundation of effective forecasting and requires sustained effort and attention to detail. <table class="MsoNormalTable" style="background-color:#4f81bd" border="0" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:14.85pt"> <td style="width:7.15in;padding:0.0in 5.4pt 0.0in 5.4pt"> PRINCIPLE DUTIES AND RESPONSIBILITIES </td> </tr> </tbody> </table> <ul style="margin-top:0.0in;margin-bottom:1.0 E-4pt"> <li style="margin:0.0in -1.5pt 1.0 E-4pt 0.0px;text-align:justify;font-size:11.0pt;font-family:Arial, sans-serif">Promote and sell products to Key Accounts and execute against sales action plan for defined accounts and/or product line, achieving defined bookings, revenue and margin targets.</li> <li style="margin:0.0in -1.5pt 1.0 E-4pt 0.0px;text-align:justify;font-size:11.0pt;font-family:Arial, sans-serif">Target, recruit, generate and execute a sales plan with a focus of moving new Key Account customers to Radiodetection solutions within industry focus </li> <li style="margin:0.0in -1.5pt 1.0 E-4pt 0.0px;text-align:justify;font-size:11.0pt;font-family:Arial, sans-serif">Manage key accounts & maintain strong relationships with key decision makers and influencers to maximize sales.</li> <li style="margin:0.0in -1.5pt 1.0 E-4pt 0.0px;text-align:justify;font-size:11.0pt;font-family:Arial, sans-serif">Promote and sell products across assigned territory/industry to execute against sales plan for defined territory and/or product line, achieving defined bookings, revenue and margin targets.</li> <li style="margin:0.0in -1.5pt 1.0 E-4pt 0.0px;text-align:justify;font-size:11.0pt;font-family:Arial, sans-serif">Create and develop new business relationships and opportunities with existing and potential customers. Work to gain product approvals at key accounts within the assigned territory as necessary.</li> <li style="margin:0.0in -1.5pt 1.0 E-4pt 0.0px;text-align:justify;font-size:11.0pt;font-family:Arial, sans-serif">Develop business in accounts currently buying competitor products and maximize the level of enquiries from within the defined region.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Undertake key account planning to maximize sales and keep focus on advancing strategy at each account.</li> <li style="margin:0.0in -1.5pt 1.0 E-4pt 0.0px;text-align:justify;font-size:11.0pt;font-family:Arial, sans-serif">Liaise between Customer and Technical resources for clarification on product specifications, application and performance.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Interface with internal sales staff to support customer technical solutions and qualification of proposals.</li> <li style="margin:0.0in -1.5pt 1.0 E-4pt 0.0px;text-align:justify;font-size:11.0pt;font-family:Arial, sans-serif">Monitor market trends and competitor activity in assigned territory and take appropriate action in determining priorities and strategies.</li> <li style="margin:0.0in -1.5pt 1.0 E-4pt 0.0px;text-align:justify;font-size:11.0pt;font-family:Arial, sans-serif">Provide regular and accurate forecasts of projected bookings and margins based on current order and quotation activity.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Regular reporting and forward planning together with input into the customer database and CRM.</li> </ul> <h1 style="margin:0.0in;font-size:11.0pt;font-family:Arial, sans-serif;font-style:italic;text-decoration:underline"> </h1> <h1 style="margin:0.0in;font-size:11.0pt;font-family:Arial, sans-serif;font-style:italic;text-decoration:underline">METRICS</h1> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Pipeline (value and volume) of targeted Key Accounts and movement of targets through the pipeline</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Revenue and Order Intake by Territory, Product Line or Growth Initiative</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Profitability by Territory or Product Line</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Order Hit Rates</li> </ul> <table class="MsoNormalTable" style="background-color:#4f81bd" border="0" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:14.85pt"> <td style="width:7.15in;padding:0.0in 5.4pt 0.0in 5.4pt"> KNOWLEDGE, SKILLS & ABILITIES </td> </tr> </tbody> </table> We each bring something to the table, and we are looking for someone who has: <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">The ability to demonstrate ‘value add’ to customers through the Radiodetection range of products, technologies and services.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Ability to identify, build rapport and negotiate with C-level executives in large (Key Account) companies</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Keen understanding of how to create, execute and manage a targeted growth sales plan focused on new account acquisition </li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Understands product features, functions and benefits delivery.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Demonstrates knowledge of technical aspects of product application and operation.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Prepared to challenge performance, and critically assess.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Strong organizational and communication skills.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Strong time management skills-able to prioritize multiple activities at one time.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Ability to manage channel conflict and to forge strong, positive business relationships with customer personnel.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Demonstrates teamwork abilities and persistence when dealing with customers as well as company departments.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Demonstrates ability to negotiate and arrive at creative win/win solutions.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Ability to be a self-starter with little supervision.</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Ability to travel more than 50%</li> </ul> <table class="MsoNormalTable" style="background-color:#4f81bd" border="0" cellspacing="0" cellpadding="0"> <tbody> <tr style="height:14.85pt"> <td style="width:7.15in;padding:0.0in 5.4pt 0.0in 5.4pt"> EDUCATION AND EXPERIENCE </td> </tr> </tbody> </table> <ul style="margin-bottom:0.0in;margin-top:0.0px"> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Business degree or technical degree (or equivalent)</li> <li style="text-align:justify;margin:0.0in 0.0in 0.0in 0.0px;font-size:11.0pt;font-family:Arial, sans-serif">Extensive relevant experience in an external sales environment.</li> </ul> How we live our culture Our culture is at the center of what we do and, more importantly, who we are. Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other. Whether you are an individual contributor or you lead a large team, each of us leads at SPX. What benefits do we offer? We know that the well-being of our employees is integral. Our benefits include: <ul> <li>Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave</li> <li>Competitive health insurance plans and 401(k) match, with benefits starting day one</li> <li>Competitive and performance-based compensation packages and bonus plans</li> <li>Educational assistance, leadership development programs, and recognition programs </li> </ul> Our commitment to embrace diversity to build a culture of inclusion at SPX We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day. We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential. SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.

Key Account Manager (Colorado (CO), US) @ SPX Corporation

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