Account Manager II

JOB SUMMARY

The Account Manager II is responsible for advancing and maintaining customer relationships, driving sales growth, and executing strategic aftermarket initiatives. This role involves effectively engaging with various levels of customer management, collecting comprehensive customer and market insights, and identifying aftermarket opportunities. The Account Manager II plays a pivotal role in positioning Crown as a problem-solving partner and trusted advisor, contributing significantly to sales strategy and top-line growth within the collaborative team-based selling model, primarily focused on the Aftermarket segment.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Listen, understand and convey customer requirements.

• Maintain accurate customer records in company databases.

• Applies skills, to moderately complex tasks.

• Responsible for nurturing customer relationships, forecasting and planning and knowing the purchasing process/status.

• Build and maintain customer relationships focusing on:

1. Advocating for customers.
2. Face to face interactions with customers and the identified markets we serve.
3. Developing multiple relationships & communication pathways within a customer organization including Engineering, Plant Management, Production and Maintenance department, General Management and Procurement.
4. Maintaining up-to-date understanding of industry trends and technical developments.
5. Identifying opportunities & advise on available technology or service solutions.
6. Clearly articulate Crown’s value proposition, offerings, and market advantages.
7. Efficient & timely responses on general inquiries, opportunities, and formal RFQ’s.
8. Obtaining and coordinating data and information flow to the customer.
9. Understand customers equipment installed, lifespan of components and equipment, field service requirements and customer contacts

• Drive Aftermarket top line growth through Aftermarket Projects, Parts, and Field Service sales by:

1. Research customer needs and perform buying behaviors analysis in order to take a proactive selling approach.
2. Identify, develop, & manage the opportunity pipeline within the customer portfolio.
3. Drive opportunities and close the deal in an efficient and professional manner.
4. Deliver against sales, revenue and GM goals for all three Aftermarket revenue streams:

• Deliver against medium sales targets. Grow commercial activity within the wallet.
• Handle regional and more complex customers, typically a Tier II or a Tier III customer.
• Create long lasting relationships with customers’ employees

1. Cross functional & global collaboration.
2. Coordinate proposal development and technology offering with internal sales operations and technical teams.
3. Working with appropriate internal and external stakeholders to finalize contracts.
4. Support market development & go-to-market (GTM), delivery with new innovation launches.
5. Prepare customer visit reports and distribute to appropriate internal stakeholders.

• Assist with and create forecasting planning

• Observe all Crown & OSHA safety policies and/or customer’s safety policies, whichever is stricter.

• Perform other related duties as required and assigned.

QUALIFICATIONS AND SKILLS

• Bachelor’s degree in Engineering or Business Preferred.

• Minimum of 5 years related experience in customer service, sales support, project or account management.

• Demonstrable experience in collaborating with cross-functional team, creating values for end customers, and driving excellence within areas of responsibility.

• Establish and maintain effective working relationships with co-workers and customers.

• Must be flexible and able to drive change management.

• Self manages; takes initiative and able to collaborate across geographies and functions in a matrixed environment.

• Strong communication, interpersonal, and organizational skills.

• High integrity and ethics.

• Understand and resolve technical questions and requests.

• Required knowledge and understanding of technical drawings and mechanical and process interactions.

• Able to read, analyze, and interpret contracts.

• Strong Microsoft office skills.

• Required knowledge of SAP Business One or other similar ERP system required.

• Preferred Knowledge of SharePoint.

• Required knowledge SalesForce or similar CRM system.

• Must be able to communicate in English fluently. Ability to communicate in a second language – European or Asian languages preferred but not required.

• Ability to travel on need basis – Expected: domestically or internationally and up to 30% of the calendar year.