We are seeking a dynamic and strategic Key Account Manager to lead engagement with End-User Pharmaceutical companies - the decision makers within the value chain. Whilst purchasing activities and influencing are often made by, EPCs and OEMs, the End-User ultimately makes the final decision via the specification, making this position essential for driving growth and strengthening Saunders’ market leadership.
As Key Account Manager for the End-User Segment, you will be responsible for managing customer interaction and business pursuit at target accounts across Europe. Your focus will be on driving project pursuit strategies, leveraging the Crane Key Account Management Process (KAMP) and Global Project Management (GPM) process, and utilizing all available sales excellence tools. These efforts may lead to establishing close relationships with decision-makers and influencers in Engineering, Procurement & Construction (EPC) companies, at both the corporate and site levels.
Reporting directly to the Director of Sales - Europe, you will develop and own the overall account strategy, including AML positioning, project pursuit, and product promotional planning. You will work closely with Saunders Sales Management, Sales Engineers, Customer Service, Business Line Management, and other stakeholders within the Crane ChemPharma & Energy organization to coordinate end-user influence.
This is a critical role during a period of significant investment and evolving customer needs, requiring a proactive, results-oriented professional who thrives in a fast-paced, matrix environment. You will influence commercial strategy, collaborate across functions, and serve as a key driver of innovation, customer satisfaction, and profitable growth.
Key Responsibilities:
Strategic Account Management
* Develop and execute account strategies for End-Users, ensuring alignment with the overall strategy
* Understand how to help the customer meet its business objectives and determines tailored solutions
* Creates long-term, profitable relationships by understanding how we can add value to the customer’s business
* Utilize the Key Account stage-gate process to identify, prioritize, and manage large End-User accounts
* Maintain a deep understanding of customer needs, key performance indicators, decision-making processes, and influence points
Sales Growth & Revenue Targets
* Drive annual top-line and bottom-line growth for Crane CPE products across assigned the key accounts
* Monitor sales performance against targets and implement corrective actions where necessary
* Develop annual plans based on project backlog, funnel analysis, and market trends
Specification Influence
* Leverages input from cross-functional teams like other key account managers, the sales organization and subject matter experts to influence technical specifications and secure Crane products in project designs
* Coordinate efforts to create value at the specification level, leveraging OEM influence to maximize project opportunities
Customer Engagement & Relationship Building
* Establish strong relationships with key decision-makers and influencers at End-User accounts
* Organize regular engagement activities such as lunch & learn sessions, technical reviews, and other workshops
* Act as the primary point of contact for End-User customers, ensuring exceptional service and responsiveness
Technical Expertise & Training
* Deliver product and application-based training on Saunders HC4 and other Crane CPE product lines
* Collaborate with Business Line Managers and Application Engineers to provide technical support and resolve complex issues
Market Intelligence & Competitive Analysis
* Monitor competitor activities, including technical changes and new product initiatives
* Support Business Line Managers in competitive benchmarking and identifying opportunities for new product development
* Provide insights to inform pricing strategies and enhance Crane’s value proposition
Cross-Functional Collaboration
* Partner with Sales Engineers, Marketing, and Product Manager to execute initiatives and strategic projects
* Support channel partner decisions and assist in managing EPC accounts in Europe
* Participate in technical specification reviews and contract negotiations for major projects
Continuous Improvement
* Deliver weekly account progress reports and project updates to the Director of Sales
* Provide monthly updates on performance versus plan, competitive movements, and key projects
* Contribute to demand forecasting, annual operating plans, and strategic growth initiatives
Required Qualifications and Experience:
Educational and Industry Experience
* A bachelor’s degree in Engineering, Biology or a related technical field is required
* Minimum 10 years of experience in technical field sales, sales management or business development, with at least 5 years in the pharmaceutical industry
* Proven track record of success in establishing and nourishing relationships within the pharma end-user market
Strategic Thinking
* Demonstrated ability to develop and execute strategic account plans that drive growth and profitability
* Skilled in influencing decision-makers and managing relationships
* Experience in leading cross-functional initiatives and fostering collaboration to achieve business objectives
Market Analysis
* Strong understanding of End-User decision making process and influence within the value chain
* Ability to analyze market trends, competitor positioning, and customer needs
* Ability to identify opportunities for new product development and contribute to competitive benchmarking
Customer and Sales Interface
* Proven ability to build and maintain relationships at senior teams with global responsibilities
* Experience interfacing with sales, engineering, quality to support customer projects
* Skilled in delivering technical presentations, training sessions, and value-based selling strategies
Communication and Customer Focus
* Excellent verbal and written communication skills, including technical and commercial language
* Strong presentation and negotiation skills with a relentless focus on customer satisfaction
* Ability to handle complex situations calmly and professionally, providing clear recommendations
Adaptability and Innovation
* Highly motivated and innovative, with the ability to adapt to changing circumstances and deliver solutions
* Comfortable working across diverse environments and cultures in a matrix organization
Language Skills
* Fluency in English, French and German is required; proficiency in other languages is a plus
Geographic Flexibility
* Willingness to travel within Europe to support growth initiatives