Strategic Account Manager - Gas

Copeland - Houston, TX

Full-time - Mid Level

Remote - Houston, TX

101-250 employees

Merchant Wholesalers, Durable Goods

About the position

The Strategic Account Manager at Copeland is a pivotal role within the Americas sales team, focusing on developing and executing account strategies to enhance customer relationships and drive sales of Vilter industrial gas compressor products. This position requires a deep understanding of assigned accounts, fostering a trusted advisor relationship, and implementing strategic programs to meet sales objectives. The role involves significant customer engagement, technical advising, and collaboration with various internal teams to ensure a positive customer experience and successful sales outcomes.

Responsibilities

• Become embedded in assigned accounts to understand their culture and business operations.
• Develop overall strategic programs for assigned customers at all organizational levels.
• Implement Account Engagement and Sales Plans to exceed sales and gross margin objectives.
• Advance Vilter's value proposition through frequent visits and industry engagement.
• Become an expert on key end markets and understand market trends affecting customer strategy.
• Act as a point of escalation for customer issues and drive positive experiences during resolution.
• Collaborate with Sales, Customer Experience, Marketing, and Product Management on market challenges.
• Obtain and qualify new project opportunities for leadership review.
• Maintain up-to-date forecasts and project details through Salesforce CRM.
• Develop and submit sales proposals, negotiate terms, and close deals.

Requirements

• Bachelor's degree in Engineering or a similar field.
• Minimum of five years of sales or account management experience in industrial gas compression.
• Understanding of financial calculations and commercial concepts for negotiations.
• Knowledgeable in contract negotiations.
• Ability to communicate technically and commercially with all organizational levels and customers.
• Willingness to travel up to 75 nights per year.
• Tenacious and disciplined approach to opportunity management.
• Results-focused and self-motivated with the ability to work independently.

Nice-to-haves

• Eight years of technical sales or account management experience.
• Master of Business Administration (MBA).
• Experience working inside Compressor OEM or Compression Equipment Packager.
• Experience in biogas compression, including landfill recovery and WWTP applications.

Benefits

• Medical insurance plans
• Dental and vision coverage
• 401(k) plan
• Flexible time off plans including paid parental leave, vacation, and holiday leave