Job Title: Strategic Account Lead - Process Industries
Location: Europe
Location Type:Fully Remote / 50% Travel
Website:
Group:
Watson-Marlow Fluid Technology Solutions is part of Spirax Group, a FTSE100 and FTSE4Good multi-national industrial engineering Group with expertise in the control and management of steam, electric thermal solutions, peristaltic pumping and associated fluid technologies.
When you join us, you will be integrated into a cooperative and encouraging team, participate in challenging yet critical work, and experience ongoing growth opportunities to help you achieve your full potential. Visit our website to learn more.
Job Summary:
As a Strategic Account Lead at Watson-Marlow Fluid Technology Solutions, you will play a critical role in identifying, growing and managing Strategic Accounts within the EMEA region. Reporting to the Strategic Account Manager, your mission will be to foster long-term relationships, deliver exceptional customer value, and drive sustainable growth across our key accounts.
Your responsibilities include ensuring to meet set revenue and profit objectives with key accounts by developing and executing strategic account plans, establishing relationships with various decision-makers within customer organisations, and networking to uncover new business opportunities. By leveraging market insights and aligning our value propositions with client needs, you will help build a strong pipeline of profitable orders and optimize gross contribution.
In this role, you will also be responsible for accurate reporting, sales forecasting, and contract negotiation, ensuring alignment with Watson-Marlow's operational and financial goals. Representing the company at industry events, you will act as a trusted advisor, enhancing customer relationships and contributing to the success of Watson-Marlow's innovative and sustainable fluid technology solutions.
Key Responsibilities:
* Account Identification and Management: Identify, Maintain and grow assigned key accounts, providing ongoing client support and ensuring customer satisfaction while ensuring you meet or exceed agreed revenue and profit targets for your accounts
* Relationship Building: Develop and sustain strong, long-term relationships with key decision makers and stakeholders within customer organizations.
* Strategic Planning: Co-create and implement strategic account plans to drive business growth and achieve sales targets.
* Customer Needs Analysis: Understand and anticipate customer needs, providing tailored
solutions that align with their objectives.
- Promote/Relegate: clearly track all your accounts to ensure that potential new strategic
partnerships are promoted to management within the strategic account team, and accounts not aligning with the strategic account criteria are relegated
- Sales Growth: Identify new business opportunities and work to expand the company's presence within existing accounts.
- Collaboration: Work closely with internal teams, including sales, engineering, and customer support, to ensure seamless delivery of products and services.
- Market Insights: Stay informed about industry trends, competitor activities, and market conditions to maintain a competitive edge.
- Performance Monitoring: Track and report on key performance indicators (KPIs) to measure the success of account management strategies.
- Problem Solving: Address and resolve any issues or challenges that arise, ensuring a positive customer experience.
- Networking: Attend and present at industry events, conferences, and exhibitions to network and identify potential business opportunities.
- Health & Safety: Ensure the business provides a consistently safe working environment for all colleagues, drive health and safety improvements, and monitor EHS performance.
- Governance: Comply with all aspect of the Spirax Group policies and procedure.
Skills/Experience:
* Significant customer acquisition and retention commercial management and Sales experience including Key Account or Large Customer management experience of large complex, global or multi-regional accounts.
* Strong knowledge of the Process Industries.
* Contract reviews/negotiation experience and awareness of contractual principles and risks.
* Cultural and regional awareness with the ability to work across countries and cultures.
* Fluent English, other languages an asset.
At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:
* A competitive salary
* Flexible working arrangements
* A generous holiday allowance
* Three days' paid volunteering leave
* Life assurance
* Additional support and benefits through our Everyone is Included Group Inclusion Plan
Everyone is Included at Spirax Group
We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone's contribution is valued - across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique.
We want everyone to be able to make their difference here, so we will always consider requests for flexible working.
We know that everyone needs some extra help from time to time too, so we have introduced a range of additional benefits through our Group Inclusion Commitments. These include
* Gender-neutral parental leave
* 15 days of extra paid caregiver leave
* Paid time off and support for anyone experiencing pregnancy loss or domestic abuse
* Menopause-friendly workplace principles and more
Learn more at
We are also a Disability Confident Committed Employer. If you would like to apply using this scheme, please select this option in our application form.
We are an equal opportunity employer committed to fostering an inclusive and diverse workplace. We encourage candidates from all backgrounds to apply.
If you require accommodations during the application process, please let us know.
Company Overview
At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications.
Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones
Our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.