Key Account Manager

Key Account Manager – Industrial Compression Solutions

Position Summary

The Key Account Manager is responsible for developing, managing, and expanding relationships with strategic accounts throughout North America. This individual will drive the promotion and sale of engineered industrial compressor solutions by working closely with customers, EPC firms, engineering organizations, and internal support teams.

This role requires a consultative sales approach focused on identifying customer requirements, developing strategic account plans, influencing project specifications, and managing opportunities from project inception through order execution.

The successful candidate will serve as the primary commercial interface between customers, engineering firms, and internal functional teams while maintaining a strong focus on revenue growth, customer satisfaction, and long-term account development.

Key Responsibilities

Strategic Account Management

• Develop and execute strategic sales plans for key customer accounts and projects.
• Build and maintain relationships with end users, engineering firms, consultants, and EPC organizations.
• Identify, qualify, and track major industrial projects.
• Manage long-term opportunities through complex sales cycles.

Sales & Business Development

• Promote industrial compressor systems and related solutions.
• Deliver technical and commercial presentations to customers and prospective clients.
• Prepare and maintain accurate sales forecasts and opportunity pipelines within CRM systems.
• Collaborate with internal sales support teams to develop proposals and quotations.
• Negotiate commercial terms, contracts, and project agreements.

Technical & Project Support

• Work with customers and engineering organizations to assess equipment requirements and application needs.
• Develop alternative solutions when standard products do not fully satisfy customer requirements.
• Participate in specification development and project planning activities.
• Assist customers throughout equipment installation, commissioning, and aftermarket support activities.

Cross-Functional Collaboration

• Coordinate with engineering, product management, finance, legal, contracts administration, and service teams.
• Identify technical and commercial risks associated with projects.
• Support ongoing product improvement initiatives through market and customer feedback.
• Share competitive intelligence and market trends with leadership and product development teams.

Preferred Qualifications

Experience

• Industrial equipment sales experience preferred.
• Compressor industry experience strongly preferred.
• Experience working with EPC firms, engineering organizations, or project-driven sales environments.
• Experience managing strategic or national accounts.
• Demonstrated success selling complex technical solutions.

Education

• Bachelor's degree preferred.
• Equivalent combination of education, technical training, and relevant industry experience will be considered.

Desired Skills

• Strong communication and presentation skills
• Strategic account management
• Relationship development and networking
• Technical aptitude
• Commercial negotiation
• Problem-solving and analytical thinking
• Project management skills
• CRM proficiency (Salesforce preferred)
• Microsoft Office 365 proficiency
• Ability to manage multiple opportunities and priorities simultaneously

Key Performance Indicators (KPIs)

Success in this role will be measured through:

• Sales bookings
• Revenue growth
• Customer acquisition
• Customer retention
• Opportunity pipeline development
• Forecast accuracy
• Strategic account penetration
• Project wins and specification activity
• Overall sales effectiveness and efficiency

Travel

• Significant travel is expected throughout North America.
• Ability to visit customer facilities, EPC firms, engineering offices, manufacturing locations, and industry events as required.

Ideal Candidate Profile

This opportunity is best suited for a sales professional who thrives in a technical, project-driven environment and enjoys building long-term relationships with customers, engineers, and EPC organizations. Candidates with experience in industrial compressors, rotating equipment, process equipment, or engineered systems will be especially attractive.

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