Key Account Manager

Job Title:            Key Account Manager

FLSA Status:     Exempt

Group:                Regular – Full Time

Department:      Sales

Location:           Houston, TX

About Cooper Machinery Services:

Cooper Machinery Services provides natural gas compression equipment and services to customers globally in the Oil & Gas, Power, Transportation, and Marine sectors. With a proud heritage dating back to 1833, Cooper Machinery Services is the OEM for legendary product lines including Cooper-Bessemer™, Ajax™, Superior™, Gemini, TSI, CSI, Enterprise, and Joy. Headquartered in Houston, TX, but with commercial and services hubs around the world, Cooper Machinery Services provides world-class services to more than 22,000 units in its installed base.

Our strength is our people. Each employee plays an integral role in our success and growth. With a commitment to our vision that strong relationships drive strong results and better business, our people make Cooper Machinery Services legendary. 

Job Overview:

The Key Account Manager position is a customer interfacing member of the Cooper sales team, responsible for managing the relationship with major strategic accounts on behalf of the company. 

Essential Duties and Responsibilities:

• Own the overall relationship with Energy Transfer and Williams, two of Cooper’s largest accounts
• Build and maintain senior-level relationships with customers up to and including C-suite
• Perform account planning to map key decision makers, supporters and detractors in the covered accounts and strategies to gain influence, overcome roadblocks, and identify areas for market share growth
• Develop technology plans for the accounts to map out areas for future Cooper technology penetration
• Communicate new Cooper innovations and technological solutions to address customer operational issues
• Negotiate and implement major multi-year strategic contracts
• Manage any major warranty issues or failure analyses at a corporate level
• Develop financial forecasts
• Maintain accurate installed base information in Cooper’s CRM for the covered accounts.
• Leverage CRM and marketing automation tools to optimize customer engagement, sales operations, lead generation, and proposal management​. 
• Monitor and analyse market trends to anticipate changes in customer behaviour and adjust strategies accordingly.
• Travel will be 25-50%.  Important to be in the home office when not traveling.

Required Qualifications:

• Experience in Account Management: Proven experience in managing major accounts from a sales or project management background. Ability to map out accounts and develop strategic account plans
• Customer centric attitude coupled with a deep curiosity to understand customer needs behaviours and market dynamics.
• Ability to navigate an organization at all levels: Ability to communicate effectively across a customer organization from mechanics to CEO.
• Strong communication sills: Excellent public speaking and presentation skills
• Product understanding: Working with complicated industrials products. Expertise in industrial rotating equipment (reciprocating engines & compressors/gas turbines preferred).
• Customer centric attitude coupled with a deep curiosity to understand customer needs behaviours and market dynamics.

Desired Characteristics:

• A strong professional network that includes industry leaders, potential partners, and influencers, facilitating collaborations and strategic alliances, preferably within the covered accounts
• Specific product knowledge of pipeline reciprocating engines and compressors
• High emotional intelligence (EQ), including self-awareness, empathy, and the ability to manage interpersonal relationships.
• Self-starter with ability to work independently
• Experience in collaborating across functions to ensure alignment between regional sales, engineering, pricing and other departments

Core Competencies:

• Roll-up-sleeves approach. Self-starter.
• Agility: self-aware and adaptable to others' needs. Is resilient, managing change and ambiguity effectively.
• Quickly learns from and applies learning to new experiences.
• Aspiration and drive (are personally motivated to excel, working beyond the scope of their job responsibilities).
• Persistent in seeking growth opportunities and new challenges. Has the desire to take on higher levels of responsibility.
• Ability: Delivers results personally and through others. Well respected and builds followership. Role models Cooper's values and culture.
• Bias towards action and sense of urgency. At cause.
• Effective and concise communicator.

Summary: Join our dynamic and innovative team at Cooper Machinery Services where we value our employees by offering competitive benefits and a supportive work environment.

Benefits/Health and Wellness:

• All benefits effective on first day of employment
• Comprehensive health, dental, and vision insurance
• Employee Assistance Program (EAP) for mental health support
• Tuition Reimbursement up to lifetime maximum of $50,000
• 401(k) match up to 5%. Employees are 100% vested in the 401(K) on Day 1.
• Company Paid Basic Life, Basic Accidental Death & Dismemberment, Short Term and Long-Term disability.
• Maternity and Parental leave benefits
• Arc Fertility Benefits
• Wellness Programs
• Onsite Fitness Gym at the Houston, TX headquarters

Cooper Machinery Services is an equal opportunity employer and gives all qualified applicants consideration of employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, genetic information, national origin, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws.