Key Account Manager EMEAI

Ingersoll Rand is committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Job Title 

Key Account Manager EMEAI

Location  

EMEAI

About Us

Gardner Denver is a leading provider of mission-critical flow control and compression equipment and associated aftermarket parts, consumables, and services, which it sells across multiple attractive end-markets within the industrial, energy and medical industries. Its broad and complete range of compressor, vacuum and blower products and services, along with its application expertise and over 160 years of engineering heritage, allows Gardner Denver to provide differentiated product and service offerings for its customers' specific uses.

Job Summary

The role involves identifying priority verticals through market and portfolio analysis and developing a strategic roadmap for growth. The primary focus is to create and execute strategies for penetrating and expanding within Life+ verticals and strategic accounts, ensuring profitable growth and increased market share. Responsibilities include managing key account relationships, building and leading the Life+ Market Development Leaders team, and supporting team expertise in specific verticals and applications. Additionally, the role requires close collaboration with the marketing team to develop targeted marketing strategies and supporting materials.

Responsibilities

Markets analysis                                                                                                                             

Master market analysis of existing performing verticals as well as new ones, to define a dedicated growth strategy and effective growth plan on each of these markets.

Define new verticals to be penetrated based on their trends, resilience through crisis and synergies existing known verticals.                                                                                                                             

Review and maintain constant analysis of competitors' portfolio and positioning to account in the product strategy but also adjust the selling strategy of our products from our Sales team.                                                                                                                                                                        

Key and Strategic Accounts Management           

Manage Key Accounts by ensuring their factory related needs are fulfilled (new products introduction, KPI's review, recurring progress meetings etc.)

Provide financial, market, application and competition reviews of Key Accounts to define the strategy forward.                                                                                                                   

Drive the development of new Key & Strategic Accounts from existing and/or new verticals by proactively (and in conjunction with the Sales team) engaging them and creating the related Business Cases to fulfil their needs.                                                                                                         

Product portfolio Management                                                                                                               

Support and guide product strategies for existing products within our key markets, providing the required level of competitor analysis, market analysis and application information to identify short-, medium- and long-term business opportunities.

Ensure the product development strategy meets the needs of our customers, whilst maximising profitability.

Support Business Cases creation and presentation as well as product definitions for all new product proposals following detailed markets and competitors’ analysis.

Define and implement pricing strategy for the products portfolio together with the Pricing and the Sales teams for Key Accounts and verticals                                                                                  

Sales support                                                                                                                    

Work with, support and develop knowledge of the Sales teams to ensure we drive sales growth and improved profitability.                                                                                                                      

Identify area of weaknesses (knowledge, support, training etc.) and define an adequate strategy to remedy the situation.                                                                               

Marketing                                                                                                                          

Be a driving force in the marketing activities to ensure appropriate marketing materials are available to support the strategic growth plans in defined Key verticals and Key Accounts

Management                                                                                                                   

Propose team structure to support growth plans in dedicated verticals and with Key Accounts.

Manage and develop team of Life+ Market Development Leaders while increasing revenue.

Develops and maintains a competent work force through recruitment, training coaching and establishing goals and objectives.                                                                                                                                                                                                                                                        

Training                                                                                                                              

Develops and maintains training programs of specific verticals, applications and competitors’ comparisons.          

Basic Qualifications

• Sound educational background in Mechanical Engineering or Technical marketing. A degree or equivalent education would be beneficial.
• Experience in Product Management, Marketing, Engineering or relevant sales experience within the Vacuum, Blower or Compressor industries.
• Comfortable working in a fast paced, autonomous, diverse and evolving work environment.                                                                                                                        

Travel & Work Arrangements/Requirements

Flexible hybrid working, 50% travel across EMEIA

Key Competencies

• Excellent leadership skills with demonstrated ability to effectively operate in a diverse team of people and facilitate effective cross-cultural business inter-action.
• High level of commercial awareness.                                                                                                     
• Strong interpersonal skills to include the ability to negotiate and influence and work well as part of a team.                                                                                                                               
• Strong Drive for results and ability to work under pressure to meet deadlines & achieve targets.
• Highly self-motivated and flexible.                                                                                                          
• Exceptional customer service orientation.
• Ability to solve problems, “can do” attitude and "hands on" approach.
• Excellent verbal, written and presentation skills. English required; Italian is a plus.
• Flexibility and adaptability to changing work requirements and multiple projects.
• Accustomed to working within an international business – Languages would be advantageous.

What we Offer

• 10% of salary in shares after 1 year of employment
• Employee Assistance Program
• Free access to LinkedIn Learning
• Career growth and development

Ingersoll Rand Inc. (NYSE:IR), driven by an entrepreneurial spirit and ownership mindset, is dedicated to helping make life better for our employees, customers and communities. Customers lean on us for our technology-driven excellence in mission-critical flow creation and industrial solutions across 40+ respected brands where our products and services excel in the most complex and harsh conditions. Our employees develop customers for life through their daily commitment to expertise, productivity and efficiency. For more information, visit www.IRCO.com.