EPC Key Account Manager

As an EPC Key Account Manager at John Crane, your main responsibilities include developing relationships with assigned EPCs in the MEA region, spearheading the Global First Fit strategy, and ensuring a cohesive approach to tackling regional projects. You'll create account plans, work on commercial and technical strategies in cooperation with the sales and engineering teams, and lead the proposal and contract processes to deliver comprehensive solutions that align with both customer and John Crane business objectives.

To qualify for the EPC Key Account Manager position at John Crane, candidates should possess a degree in engineering—preferably in process, chemical, mechanical, or industrial engineering—or equivalent work experience. Additionally, applicants are expected to have at least five years of commercial experience in the MEA region, including three years focused on business development, with a strong understanding of the oil and gas and petrochemical industries.

For success as an EPC Key Account Manager at John Crane, beneficial experience includes significant exposure to large account management with complex sales dynamics, particularly in the oil and gas and energy transition sectors. Familiarity with rotating equipment applications, as well as a proven track record of value creation in commercial roles, will also enhance your candidacy.

The EPC Key Account Manager role is critical in driving strategic initiatives for John Crane's growth. You will oversee relationships with key EPCs to align project strategies with the company's focus on efficiency and sustainability. By developing strong partnerships and navigating proposal processes, you help ensure that John Crane meets its business goals while enhancing customer satisfaction and driving long-term success.

Important technical skills for an EPC Key Account Manager at John Crane include a working knowledge of rotating equipment, specifically in pumping, compression, and filtration applications. Additionally, understanding the technical aspects related to the oil, gas, and petrochemical industries will empower you to provide effective solutions and support for customer inquiries and project specifications.

To build strong relationships with EPCs, I would prioritize personalized engagement through regular meetings and open communication. I would also collaborate with EPC teams directly to understand their challenges and needs, enabling tailored solutions. By aligning John Crane's product offerings with their project requirements, I can demonstrate our commitment to their success.

My approach to the proposal and contract processes involves thorough preparation and collaboration with relevant teams, including engineering and sales. I ensure to gather all necessary project details and market data to create competitive and tailored proposals. Maintaining clear communication with EPCs throughout the process allows us to address any concerns and enhance satisfaction with our solutions.

In my previous role, I managed multiple large accounts within the petrochemical sector, which required a deep understanding of complex sales cycles. I regularly conducted stakeholder assessments and adjusted strategies based on the client's evolving needs, while leveraging cross-functional resources to meet project goals effectively.

Handling competing priorities involves effective time management and communication. I would start by assessing the urgency and significance of each task, allowing me to allocate resources wisely. Regular check-ins with my team and stakeholders would ensure alignment and transparency, helping to manage expectations and timelines effectively.

Market research is pivotal in shaping my strategy as an EPC Key Account Manager. By staying informed about industry trends, competitor activities, and customer needs, I can make data-driven decisions that enhance our strategic approach. This insight aids in developing effective project strategies and helps us stay ahead in the competitive landscape.

In a previous role, I led a project that involved coordinating efforts between various teams to deliver a complex solution for a major petrochemical client. By fostering collaboration and ensuring clear communication, we not only met the client's requirements but also exceeded their expectations on delivery time and overall satisfaction, resulting in a long-term partnership.

I would leverage CRM software to maintain detailed records of interactions with EPCs, track project milestones, and manage workflow efficiently. This system allows me to access valuable information quickly, facilitate project coordination with the OEM sales team, and ensure that my account management efforts are aligned with overall sales strategy.

To develop my commercial and technical skills, I actively seek out training opportunities, attend industry conferences, and connect with mentors in the field. I also dedicate time to staying updated on advancements in technology related to our products, enabling me to provide cutting-edge solutions to EPCs and enhance our competitive edge.

Success as an EPC Key Account Manager is defined by building strategic relationships that lead to sustainable, long-term partnerships. This includes meeting or exceeding sales targets, successfully executing projects, and receiving positive feedback from clients about the solutions provided. Ultimately, contributing to John Crane's business goals while enhancing customer satisfaction is the key measure of success.

I am drawn to John Crane because of its commitment to innovation and sustainability in the energy sector. The opportunity to work with a global leader and contribute to projects that have a lasting impact excites me. I believe my skills and experience align well with John Crane's mission, and I am eager to be part of a team that drives meaningful progress in the industry.