Key Accounts Manager - Valves

Position Summary:

The Key Accounts Manager - Valves is an outside sales role responsible for managing valve sales through Lexair distributors and some direct customers, focusing on legacy products, including navy valves. This role requires extensive travel to meet with distributors, customers, and potential clients, driving sales and fostering strong relationships. The candidate will work closely with engineering to design custom valves, ensuring products meet customer needs. Strong research, communication, and organizational skills are essential, as is the ability to identify and capitalize on cross-sales opportunities within the Allen Family entities.

Key Responsibilities:

• Sales Management: Oversee valve sales through Lexair distributors and select direct customers, with a focus on legacy products and navy valves.
• Distributor Collaboration: Regularly travel to meet with distributor sales teams to identify and pursue custom valve sales opportunities.
• Custom Valve Design: Work with Lexair engineering to design and develop custom valves that meet customer specifications, ensuring products do not already exist in the commercial market.
• Quoting: Provide accurate and competitive quotes for valve products, meeting customer pricing expectations while also maintaining required gross margins for Lexair.
• Cross-Sales Opportunities: Identify cross-sales opportunities and pass relevant information to the appropriate departments or staff within the Allen Family entities.
• Market Research: Conduct research to ensure Lexair engineers do not duplicate existing products, saving time and resources.
• Sales Facilitation: Actively drive and facilitate the sales of commercial and defense valves, managing customer relationships from initial contact through delivery.
• Customer Support: Serve as the primary point of contact for distributors and direct clients, providing exceptional service and maintaining strong relationships.
• Other: Other duties may be required as assigned by the Company.

Qualifications:

• Skills:
  • Excellent verbal, written, and electronic communication skills.
  • Strong research and analytical skills, with a focus on accuracy and efficiency.
  • Strong organizational and time management skills.
  • Ability to identify and act on cross-selling opportunities.
  • Flexibility and willingness to travel frequently.
• Industry Knowledge:
  • Knowledge of industrial automation and robotics, particularly related to pneumatic and hydraulic systems.
  • Pneumatic and/or Hydraulic Specialist Certification through the International Fluid Power Society (IFPS) preferred.
• Experience:
  • Proven experience in outside sales, key account management, or related roles within the valve, pneumatic, or hydraulic systems industries.
  • Familiarity with defense-related products or industries, specifically in naval applications, is highly beneficial.
  • Experience working with both customers and internal teams, such as engineering and production.
• Education:
  • Bachelor’s degree in Engineering, Business, or a related field is preferred, or equivalent work experience.

Working Conditions/Physical Requirements:

• Travel: This is an outside sales role, requiring extensive travel (up to 75%) to distributor locations, customer sites, and industry events.
• Remote Work: The role allows for remote work when not traveling but requires regular communication with internal teams.
• Physical Requirements:
  • Must be able to lift and move up to 25 pounds as needed.
  • Frequent use of standard office equipment (computers, phones, etc.) when working remotely or from the office.
  • May need to visit production areas, warehouses, or customer locations, requiring the use of personal protective equipment (PPE).
• Work Hours: Flexibility with work hours is essential, as the role may require occasional overtime, weekend travel, or evening meetings with clients.