Account Manager Thermal (mwd)

• Build manage and prioritize a structured pipeline of opportunities across assigned accounts.
• Drive both new business acquisitionand existing account development based on market maturity and account potential.
• Conduct field-based prospecting customer visits opportunity qualification and early scoping discussions.
• Share insights on customer needs competitor activities and market dynamics to inform commercial strategy.
• Ensure internal alignment with Technical Support Customer Service Product Management and Sales Leadership.

• Develop deep trust-based relationships with customers at multiple levels (operations engineering procurement management).
• Serve as the primary commercial point of contact ensuring responsiveness and strong communication.
• Understand customer pain points performance expectations and value drivers to position our solutions credibly.
• Conduct regular site visits to ensure satisfaction identify risks and uncover upsell/cross-sell potential.
• Support customer retention by managing expectations solving commercial issues and maintaining continuity.

• Lead the commercial preparation of offers proposals and pricing supported by Technical Support for technical scoping.
• Coordinate product trials demos and evaluations alongside Technical Specialists when needed.
• Prepare value-based commercial arguments and negotiate contracts terms and pricing within defined frameworks.
• Track RFQ progress win rates share of wallet developments and execution timelines.

• Support introduction of new solutions by identifying customer needs and gathering actionable feedback.
• Conduct first-line introductions of new products services or optimizations supported by Product Management and Technical Support.
• Ensure new solution pilots value demonstrations and early adoption workflows run smoothly.

• Maintain accurate CRM data on opportunities site visits forecasts and customer activity.
• Ensure visibility of commercial performance pipeline health pricing adherence and account progress.
• Prepare inputs for forecasting budgeting sales planning and account reviews.

• Collaborate with Technical Support for complex scoping trials troubleshooting and specifications.
• Align closely with Customer Service on orders delivery issues invoicing and fulfillment topics.
• Coordinate with Sales Acceleration Team on small-account handovers follow-ups and inbound request filtering.
• Work with Marketing to support region-specific campaigns and provide customer insights.
• Provide structured field feedback to Product Management without owning portfolio or lifecycle decisions.

• 37 years of experience in field sales technical sales commercial account management or a similar B2B industrial selling environment.
• Demonstrated experience handling medium to large accounts with a mix of acquisition and retention responsibilities.
• Experience in industries such as refractories thermal processes foundry industrial materials chemicals or related technical fields preferred.
• Bachelors degree in Business Engineering Materials Science or a related technical/commercial field.
• Equivalent vocational/technical background with strong commercial track record also considered.
• Strong sales capability: prospecting opportunity qualification negotiation and closing.
• Solid technical understanding of products applications and customer processes enough to translate needs and spot opportunities.
• Ability to work jointly with Technical Support on complex cases trials and solution design.
• Skilled in using CRM systems digital sales tools and structured pipelines.
• Able to interpret basic data KPIs and customer analytics to inform action plans.
• Relationship builder with strong active listening skills.
• High level of ownership resilience and structured follow-through.
• Problemsolving mindset with calm escalation practices.
• Strong communicator clear credible and persuasive.
• Self-driven disciplined and able to manage multiple accounts concurrently.

As a global organisation operating across multiple countries compensation for this role may vary depending on location local market benchmarks and experience.
In line with our commitment to pay transparency a salary range relevant to your location will be shared with you during the early stages of the recruitment process before any interview is scheduled.