The Weir Group PLC

  • 2018-19089

    Posted Date 3 weeks ago(7/23/2018 8:35 PM)
    Key Account Manager
    Job Location
    Shift Schedule
    NS / Exempt
    Manages Others
  • Company Profiles

    Weir has been in business since 1871 and our sustainability and success has been built on attracting, retaining, and developing exceptional people.


    As a global company, employing around 15,000 people in over 70 countries, we reflect the diversity of our customers in the diversity of our people and ensure everyone is given the opportunity to flourish regardless of their gender, race, beliefs or background.


    Weir is an inclusive and innovative organisation where you can be your authentic self. We continually develop our talent and diversity of thought to keep our business relevant, innovative and successful for the future.


    Enabling our people to unleash their full potential is central to ‘We are Weir’, our vision, mission, and strategic priorities. We aim to be the most admired engineering business in our markets and we'll achieve that ambition by being the employer of choice in our markets.


    We offer a wide range of career opportunities across a variety of technical and business roles in engineering, manufacturing and service locations worldwide.


    Business Need / Purpose of Role

    The Key Account Manager (KAM) is responsible for building, enhancing, and growing the Weir Minerals business for all applicable products and services with assigned Key Accounts.  


    On behalf of WMNA, the KAM is responsible to ensure best in class customer service performance for the assigned KEY CUSTOMER. This includes, but is not limited to: delivery performance, pricing, inventory support, plus ownership/support and coordination of any and ALL WMNA products and services available and provided to the customer.


    The goal of the KAM is to maximize product and service related sales growth/margins in accordance with company policies and procedures. This position reports to the US Minerals VP Sales.

    Objectives & Measurement - Key Responsibilities

    The KAM is responsible for ALL facets of the WMNA relationship with the assigned KEY CUSTOMER on behalf of US Minerals. 


    Travel to assigned KEY CUSTOMERS; develop and manage supply contracts, blanket purchase orders and forward purchase agreements, both formal and informal of products, service and after-market parts. Maintain close contact with KEY CUSTOMERS, maximizing their satisfaction with WMNA products.


    Develop and maintain effective relationships with key personnel of major customers. Stay current on personnel changes, changes in position, location and or company as appropriate.  Communicate these changes within the US Minerals Team.


    This responsibility includes but is not limited to interfacing with all functional areas of various WMNA entities and the coordination and scheduling of site visits, activities, and resources necessary to facilitate the growth of WMNA products and services. These resources and activities include but are not limited to the following: Application Engineers, Customer Service, Engineering, Product Managers/Specialists, Process Optimization Engineers, Service and Field Service personnel; Plant Surveys, Audits, Presentations, Training, Equipment Trials etc.


    Provide management with monthly updates including significant order details and input regarding price change recommendations.


    Provide field input regarding spare parts fiscal planning; local inventory support levels and regular, Demand Planning input regarding the spare parts forecast.


    Keep management informed on current market trends, competitive developments, and recommended product development.


    Work closely with US Minerals TEAM personnel with respect to developing and maintaining mutual cooperation toward achievement of both individual and group objectives.


    Attend trade shows and industry related meetings as required and requested by the V. P. of Sales, US Minerals.


    Comply with all WMNA policies, procedures, and programs.


    Keep supervisor aware of pertinent issues, information, etc. warranting supervisor’s knowledge, action and/or resolution.


    Complete special projects as assigned.


    Follow and comply with all safety and work rules and regulations. Maintain departmental housekeeping standards. 


    Promote and maintain a flexible, cooperative, team oriented, and customer focused attitude within and between departments.


    Nothing in this position description restricts management's right to assign or reassign duties and responsibilities to this job at any time.


    Job Knowledge / Education and Qualifications


    To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.



    Bachelor’s degree in business management or equivalent combination of education and experience. Five years sales/customer service experience, preferably in technical and direct sales with centrifugal pump background.



    Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.



    Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.



    Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.



    Requires a valid driver’s license.



    Excellent organization, communication, motivation, human relations, records keeping, problem solving and follow-through skills required. Must be able to speak effectively to small and large groups of technical people. Must have the ability to interact comfortably with a diversity of people inside and outside the company. Must maintain a neat appearance and pleasant demeanor as a representative of the company. Must have the physical stamina to accommodate extensive travel, varying schedules, a variety of climates, and physically taxing situations in the field.   Must be able to promote and maintain positive relationships as well as project and maintain professionalism with all levels of employees and management as required. Must be able to rent a car as needed. Good work ethic - proactive. Confidence in own abilities and capable of acting decisively. Ability to work under pressure and in stressful situations and maintain attention to detail.



    Requires the ability to operate a variety of standard business machines, such as computer and job related software (Microsoft Office & Lotus Notes), IBM System AS/400, calculator, telephone, fax photocopier, etc.



    The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


    While performing the duties of this job, the employee is regularly required to sit and talk or hear, use hands to finger, handle and touch objects. The employee is frequently required to stand and walk.      


    The employee is occasionally required to lift up to ten pounds. Specific vision abilities required by this job include close, distance, and peripheral vision, and depth perception.



    The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


    General office environment. Limited exposure to noise, fumes, and temperature changes when working in the manufacturing area and outside warehouses. Moderate noise.


    Core Competencies

    Problem Solving -Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.


    Technical Skills - Assesses own strengths and weaknesses; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.


    Customer Service - Manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.


    Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.


    Teamwork - Balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.


    Teamwork - Balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.


    Quality Management - Looks for ways to improve and promote quality; demonstrates accuracy and thoroughness.


    Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals; knows the competition; is aware of how strategies and tactics work in the marketplace.


    Ethics - Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.


    Organizational Support - Follows policies and procedures; completes administrative tasks correctly and on time; supports organization's goals and values; benefits organization through outside activities; supports affirmative action and respects diversity.


    Safety and Security - Observes safety and security procedures; determines appropriate action beyond guidelines; reports potentially unsafe conditions; uses equipment and materials properly.


    Adaptability - Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events.


    Dependability - Follows instructions, responds to management direction; takes responsibility for own actions; keeps commitments; commits to long hours of work when necessary to reach goals; completes tasks on time or notifies appropriate person with an alternate plan.


    Initiative - Volunteers readily; undertakes self-development activities; seeks increased responsibilities; takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.


    Motivation - Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals.


    Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.


    Professionalism - Approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments.


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