Customer Relationship Manager
Location: Work From Home, XX - Home Office, United States, n/a
Company: Chart Industries
Ensuring Chart's Success...
At Chart, we design and build some of the world's most advanced cryogenic equipment-that's how our " Cooler By Design® " tagline was born. But it's not just our technology that's cool. It's our people. We solve complex problems as a team, making us truly Cooler Together . And with the addition of Howden to the Chart family, we're Stronger Together , too. Our customers don't simply bring us equipment specs-they bring us challenges. That's where you come in. From concept and design to installation and commissioning, you'll help create solutions that support a wide range of industries and applications.
Launching rockets into space
Delivering Nexus of Clean solutions for clean water, clean power, clean food, and clean industrials
Powering the carbonation in your favorite fast-food beverage
Making nitro coffee and even nitro ice cream possible
Want to see our impact in action? Explore Chart City : https://chartcity.chartindustries.com/ . We're looking for bright, driven talent excited to build a career in an evolving, high-growth industry. Along with competitive compensation and meaningful work, Chart offers development programs designed to grow future leaders. That could be you. If you're passionate about design engineering and think a career at Chart sounds pretty cool, let's talk.
We are looking for a motivated and experienced Screw Compressor Customer Relationship Manager to join our team. This role will be responsible for liasiing between HCO factory functions, sales, applications, product management and proposals to ensure key customers in the USA are provided excellent customer service. Howden is committed to significant growth of the US market and this role will be critical. The ideal candidate will have well established relationships with customers and strategic partners and will facilitate value-adding interactions. The Customer Relationship Manager will build a strong foundation for our growing business, through leveraging resources from Howden Compressors (UK) and Howden USA. The candidate will be technically credible and will assist with training customers and local personnel.
What Will You Do?
Represent the Howden Screw Compressor product in North America, listening to customer and market needs. Use this knowledge to become a key-player in directing strategy for the product.
Support the key account management of customers in petrochemical, oil and gas, refrigeration, industrial and distribution markets. Individual will liaise between HCO and HUSA functions, as well as the customer, to deliver the best possible customer experience.
Support NB and AFM business development initiatives in the US by working alongside Applications and Product Management roles.
Represent the company and product at seminars, events and exhibitions, identifying opportunities to offer better technical services. Liaise with the UK team for allocation of resource and preparation of technical content (e.g. marketing collateral, presentations, white papers) to support the market more effectively.
Identify and pursue new business opportunities in the market to exceed annual operating plan bookings targets and expand market presence.
Support HUSA in negotiation and deal-closing with clients. Demonstrate technical credibility to up-sell products and services, clearly explaining technical value-adders and OEM differentiators.
Build and maintain strong relationships with clients, partners, and stakeholders within the industry.
Listen to customers and provide technically credible support to add value to their operations, increasing engagement and retention.
Accountabilities
Work closely with NB and AFM teams in the US and UK (Sales, Operations and Customer Support) to drive development of the US business.
Support compressor selections and applications work to ensure our customers receive the best value solution. Support technical clarification meetings by providing clear and concise recommendations.
Manage normal business and emerging situations to deliver excellent customer service.
Support local teams and HCO resources with development of contacts in unattached and dormant customer accounts.
Develop leads for targeted business development campaign activity and introduce healthy tension to ensure action is taken.
Enhance sales effectiveness by increasing product knowledge through educational offerings, marketing materials, communications, and technology.
Gather information about Howden and competitor installed base to prospect for opportunities. Recommend strategy for developing these opportunities.
Collaboration with Howden USA proposal team, providing guidance and coaching to help them achieve sales goals.
Assist internal colleagues with customer technical support, owning the problem and ensuring prompt resolution.
Your Experience Should Be...
Education and Background
Candidate preferably holds degree qualification in Mechanical Engineering. Applications accepted from time-served mechanical engineers with at least 10 years' experience.
Minimum 5 years' experience professional employment.
Essential skills, knowledge and behaviours
Mechanical engineering knowledge and/or experience of screw compressors as utilised in air and gas handling applications.
Business development, product management and sales experience within the Engineering sector.
Use of value sell tools / approach to leverage success with different customer / market profiles.
Effective use of direct and indirect sales resources.
Ability to create and maintain strong relationships with customers, reps and internal customers.
Strong interpersonal skills, negotiation and customer issue resolution skills.
Integrity and high moral and ethical standards.
Strong selling and customer/market development skills.
Effective analytical skills.
Strong presentation skills.
Work independently to manage time, schedules and customer interface. Able to manage constantly changing priorities and requirements in Aftermarket environment.
Proficiency on IT platforms, including Microsoft Office Products and Salesforce CRM.
Desirable skills, knowledge and behaviours
Medical, dental and vision insurance
Employer contributions to an HSA account
Health Care and Dependent Care Flexible Spending Accounts (FSA)
Company-paid short-term and long-term disability coverage
Basic life insurance with the option to purchase supplemental individual, spouse and dependent child coverage
Up to two weeks of paid parental leave
401k retirement savings plan including a company match
Experience in OEM Aftermarket sales with a knowledge of relevant markets and customers.
Understanding of the diversity and cultural differences which can impact international manufacturing businesses.
Experience of the Howden portfolio of products
Experience selling highly engineered equipment, products and services.
Our Benefits Package...
Chart Industries is an equal employment opportunity (EEO) employer and will not discriminate against any employee or applicants because of his or her race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age, national origin, disability, veteran status, military status, marital status, genetic information or any other reason prohibited by law. Additionally, it is and shall continue to be our policy to provide promotion and advancement opportunities in a non-discriminatory fashion.
Chart complies with applicable local, state, and federal statutes governing "equal employment opportunity" and nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including hiring, placement, promotion, termination, layoff, recall, transfers, leave of absence, compensation and training.
