Key Account Manager - Pharma
Crane Company, Cincinnati, OH, United States
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 determine tailored solutions
Build long‑term, profitable relationships by adding 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 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
Leverage input from cross‑functional teams—including 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 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 Managers to execute initiatives and strategic projects
Support channel partner decisions and assist in managing EPC accounts in the U.S.
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
This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
Crane Company is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status.
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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 determine tailored solutions
Build long‑term, profitable relationships by adding 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 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
Leverage input from cross‑functional teams—including 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 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 Managers to execute initiatives and strategic projects
Support channel partner decisions and assist in managing EPC accounts in the U.S.
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
This description has been designed to indicate the general nature and level of work being performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
Crane Company is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, sexual orientation, general identity, national origin, disability or veteran status.
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