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Account Manager- Services

Date: Jan 7, 2019

Location: The Woodlands, TX, United States, 77381

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Ensuring Chart’s Success…

Account Managers (AM) represent the interface between the company and our clients (new and existing) in the assigned territory or by request.  They engage directly with Chart’s customers and partners, listen intently to their needs and help identify and define solutions.  The AMs understand the technical services and solutions provided by Chart and should be able to articulate them into a compelling value proposition with the support of our Services SME’s.  They lead and provide direction for the proposal development team, Project managers and technical teams while developing long term relationships with our clients that enable them to drive win-win sales.  AMs are expected to travel at a minimum 60%, develop client relationships, identify opportunities, generate leads, manage the internal sales team effort to prioritize on specific opportunities, present Chart’s solutions to the clients and grow revenue and margin for Chart’s service business.  

What Your Day-to-Day Activities Will Be…

Safety is our No. 1 priority. 100% compliance with our Code of Conduct, Corporate Policies and local Laws and regulations.

Develop and maintain a good working relationship with your clients.   Maximize client face time through good time management.  Documenting activities via a weekly report.

Develop a deep understanding of our client’s needs (budgets/business drivers).  Translating these needs to a Value Proposition with support of our estimators, project managers and Services SME’s.

Territory Planning - Craft an account development strategy for the assigned accounts.

Monitor and Achieve Booking Targets (per their Annual Plan) – Providing a yearly and quarterly forecast with full transparency of all activity.   Documented in a monthly activity report.

Report market activity – providing guidance on strategy and pricing to CLI management.

Participate in industry events to actively market Chart’s portfolio of technology driven solutions

Develop a teamwork approach with the New Equipment and Representative for the account (as needed)

Provide direction to Chart’s internal sales teams to propose the best services solution for the client’s needs

Participate in commercial negotiations with client procurement and legal teams

Position chart to win orders by influencing our customer’s project plan and technology analysis

Collaborate across Chart’s companies to actively market and position Chart towards opportunity success.

Identify/communicate potential opportunities using the Chart CRM tool, Salesforce and/or M-files.  Keep the tracking and activity level current on a weekly basis. 

Upon receipt of formal RFQ or inquiry;

-              Coordinate with the appropriate internal resources on all proposal and pricing activities

-              Submit a formal Bid/No-bid to the appropriate persons per the Chart Reservation of Authority

-              Upon approval, host a bid kick-off meeting and outline the bid efforts required to the team

During bid efforts, the AM is be responsible for:

-              Scope definition – understanding/relaying the client’s needs.

-              Proposal cover letter

-              Proposal delivery

-              Communicating project status

-              Technical and commercial positioning

Based on market dynamics and Chart’s competitive position, recommend pricing levels to Chart Lifecycle Management that is consistent with the annual Systems Operating Income (OI) targets

Participate and provide respective project updates during monthly sales meetings

Your Professional Experience Should Be…

5+ Years In Services sales, preferably in the Oil and Gas, Industrial Gas, Petrochemical industry.

  • Understands Repairs/Services solutions
  • Understands project solution and technology-based sales
  • Self-motivation to cultivate new business and close opportunities that are key to Chart

Strong communication skills, both written and verbal

Welding a plus

Cryogenic/Air Separation business a plus

Your Education Should Be…

Bachelors Degree in Engineering or other technical field

Your Physical Work Environment Will Require…

Office environment

Travel up to 75%

Able to lift up to 25 lbs

Valid Driver's License

Chart is an equal opportunity employer

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