IDEX Global Account Manager in Middleboro, Massachusetts
Title: Global Account Manager
Business Unit: IH&S (Analytical Instruments)
16 Leona Drive
Middleboro, Massachusetts, 02346
IDEX Corporation is a leading manufacturer of diversified products in
industries ranging across health, science, fire, safety, and fluidics.
Operating in 24 countries, IDEX is an innovative and rapidly growing
company, focused on delivering excellence through diverse, winning teams.
With a strong reputation for providing career growth opportunities, IDEX is
a lean, non-bureaucratic and high performing environment.
Essential Job Functions:
Effectively understand and communicate the customer’s global andregional business strategy and technology road maps. May beassigned more than one customer account, depending on scope andcomplexity.
Collaborate with commercial team stakeholders to develop andexecute strategic account planning to maximize IH&S revenue andprofitability. Advance and promote IH&S technology throughoutall divisions of the account, and facilitate new productintroduction, via both Strategic and Tactical integration.
Develop and maintain a strong technical understanding of IH&Sproducts, technology, and capabilities to enable successfulcustomer problem solving and facilitate a collaborative sellingprocess. Cultivate effective relationships with customer at all levels,including executives, procurement, manufacturing operations, andR&D. Extend reach within customer account(s) to support bothexisting and potential business opportunities. Serve as an advocate forboth the customer and IH&S.
Demonstrate proactive leadership and team player behavior whiledemonstrating cultural sensitivity, both internal and external, toachieve results through positive influence and matrix organizationbased teamwork.
Orchestrate and implement action plans based on customer feedbackand continuous improvement activities to achieve and exceedcustomer satisfaction.
Support customer plant visits and audits as necessary. Coordinateaccount support through internal network of regional Key AccountManagers (KAM’s), customer service personnel, site quality teams andmanagement.
Provide regular business reporting, CRM information and progressupdates toward achieving account objectives to both site andcommercial team representatives.
Analyze and prepare forecasts and estimates, based upon design andexecution of effective and comprehensive sales planning.
Responsible for ensuring successful achievement of revenue targetsthrough professional sales development and skilled accountmanagement, via working within a matrix organization.
Essential Interpersonal Job Functions:
Success in this position requires frequent communication withcustomer, peers and management. These relationships must be builton: respect, integrity, cooperation, teamwork and professionalism.Failure to actively maintain and encourage these constructiverelationships will significantly impact success in this position,just as equally as weak technical skills.
Must be able to willingly shift job priorities, based upon customeror IH&S needs.
Skilled negotiator and problem solver able to achieve win-winoutcomes.
Self-starter who finds a way to get the job done high energylevel, persistent, and strong sense of urgency.
Excellent interpersonal and communication skills (written and oral)with all kinds of people at all levels inside and outside theorganization.
Ability to work through conflicts, gain trust of accountstakeholders, and persuasively influence outcomes.
Ability to analyze customer requirements and develop solutions tocomplex situations involving a variety of products and services, basedupon specific applications.
Requires minimum bachelor’s degree in a technical discipline (PhysicalScience or Engineering) and/or a business discipline (Administration orMarketing) with at least 8 years of experience in the respective market.
Experience in a component or sub-system product environment selling toOEM instrument manufacturers, or for complete OEM instrument products forsale to end-users of such equipment, highly desirable.
Strong manufacturing business acumen and comprehensive understanding oforder-to-cash processes.
Good financial understanding and analysis at the income statement levelof financial reporting required.
Excellent communication, public speaking and presentation skills.
Demonstrated ability to effectively communicate (written and verbal) withcustomers and work within a team environment and matrix organization
Proven track record of success with Key Account Management and leadershipin Sales / Business Development / Account Development.
Experience with Analytical Instrumentation and working knowledge ofChromatography (HPLC, LC-MS) and sample preparation/purification especiallypertaining to separation sciences.
Ability and willing to travel (domestic and international), as required
Physical Activities Required to Perform Essential Functions:
Able to lift 35 pounds.
Ability to communicate by speech and hearing continuously, by phone, inperson, and other electronic media.
Visual acuity needed for close detail work and computer use.
Must be willing to travel via plane/car/train as required. Able totravel internationally.
General office and field environment. If not located close to an IH&Splant, ability to establish reasonably private virtual home office withaccess to required communication service providers.
Must be able to travel approximately 30-50% of the time, includingoccasional trips with short notice. Must be comfortable traveling ingeographic locations where customs and cultures are unfamiliar.
Flexibility to work extended hours, as required, based upon time zonedifferences of global contacts.
IDEX is an equal opportunity employer Minorities/Females/Protected Veterans/Disabled