Customer Relationship Manager

Chart Industries, Inc. is a leader in designing and building advanced cryogenic equipment. They are seeking a motivated and experienced Screw Compressor Customer Relationship Manager to ensure excellent customer service and support business development initiatives across various markets.

Responsibilities:

• Represent the Howden Screw Compressor product in North America, listening to customer and market needs. Use this knowledge to become a key-player in directing strategy for the product
• Support the key account management of customers in petrochemical, oil and gas, refrigeration, industrial and distribution markets. Individual will liaise between HCO and HUSA functions, as well as the customer, to deliver the best possible customer experience
• Support NB and AFM business development initiatives in the US by working alongside Applications and Product Management roles
• Represent the company and product at seminars, events and exhibitions, identifying opportunities to offer better technical services. Liaise with the UK team for allocation of resource and preparation of technical content (e.g. marketing collateral, presentations, white papers) to support the market more effectively
• Identify and pursue new business opportunities in the market to exceed annual operating plan bookings targets and expand market presence
• Support HUSA in negotiation and deal-closing with clients. Demonstrate technical credibility to up-sell products and services, clearly explaining technical value-adders and OEM differentiators
• Build and maintain strong relationships with clients, partners, and stakeholders within the industry
• Listen to customers and provide technically credible support to add value to their operations, increasing engagement and retention
• Work closely with NB and AFM teams in the US and UK (Sales, Operations and Customer Support) to drive development of the US business
• Support compressor selections and applications work to ensure our customers receive the best value solution. Support technical clarification meetings by providing clear and concise recommendations
• Manage normal business and emerging situations to deliver excellent customer service
• Support local teams and HCO resources with development of contacts in unattached and dormant customer accounts
• Develop leads for targeted business development campaign activity and introduce healthy tension to ensure action is taken
• Enhance sales effectiveness by increasing product knowledge through educational offerings, marketing materials, communications, and technology
• Gather information about Howden and competitor installed base to prospect for opportunities. Recommend strategy for developing these opportunities
• Collaboration with Howden USA proposal team, providing guidance and coaching to help them achieve sales goals
• Assist internal colleagues with customer technical support, owning the problem and ensuring prompt resolution

Requirements:

• Candidate preferably holds degree qualification in Mechanical Engineering. Applications accepted from time-served mechanical engineers with at least 10 years' experience
• Minimum 5 years' experience professional employment
• Mechanical engineering knowledge and/or experience of screw compressors as utilised in air and gas handling applications
• Business development, product management and sales experience within the Engineering sector
• Use of value sell tools / approach to leverage success with different customer / market profiles
• Effective use of direct and indirect sales resources
• Ability to create and maintain strong relationships with customers, reps and internal customers
• Strong interpersonal skills, negotiation and customer issue resolution skills
• Integrity and high moral and ethical standards
• Strong selling and customer/market development skills
• Effective analytical skills
• Strong presentation skills
• Work independently to manage time, schedules and customer interface. Able to manage constantly changing priorities and requirements in Aftermarket environment
• Proficiency on IT platforms, including Microsoft Office Products and Salesforce CRM
• Experience in OEM Aftermarket sales with a knowledge of relevant markets and customers
• Understanding of the diversity and cultural differences which can impact international manufacturing businesses
• Experience of the Howden portfolio of products
• Experience selling highly engineered equipment, products and services