Key Account Manager

Morgan Advanced Materials is a business rich in history and innovation. Founded in the UK in 1856, we have grown into a global organisation with 70 sites in 18 countries. Our model to serve our customers where they need us has led to a diversified product range using our unparalleled expertise in ceramic and carbon materials, which we exploit to solve difficult problems for our customers across a diverse range of markets.

We are a purpose driven organisation. Our purpose is to use advanced materials to make the world more sustainable and to improve the quality of life. We deliver on that purpose through the products that we make, and the way that we make them.

The Technical Ceramics business of Morgan Advanced Materials engineers high performance functional and structural ceramic materials, components and sub-assemblies to address customer-specific technical challenges.

Key Figures: Revenue £1,114.7m (2023), ~8,500 employees, manufacturing in 20+ countries, and a global customer portfolio. A UK PLC with head office located in Windsor, Berkshire UK. Listed on London Stock Exchange; Member of the FTSE 250 Index.

Responsibilities

Major Responsibilities

The Key Account Manager is a strategic member of the Engineered Ceramics commercial team, providing sales, marketing and business development expertise to drive growth in the assigned book of business. Working closely with all team members, this individual is responsible for executing on the sales and marketing strategy to drive high performance in the areas of Strategic Account Management, Business Development, Share-of-Wallet Growth, Customer Service, Price Realization and Voice of the Customer (VOC). This position may have direct reports, including application engineer(s) and account manager(s) (customer service).

Essential Functions

Account Management

• Manage assigned book of business that will include multi-site, cross regional technology families for the global Morgan business
• Understand Key Accounts products and end market requirements and drivers to build strong relationships and credibility, and ability to anticipate changes in end market dynamics
• Identify and document key customer trends identifying today and tomorrow’s requirements
• Benchmark competitor product offerings and market positioning. Propose product strategies to win at assigned accounts
• Identify customer’s level of service requirements. Provide formal recommendations in the area of lead time, quote turn around, pricing and supply chain solutions.
• Propose account strategy for key customers: identify opportunities, propose the solutions and clarify appropriate business models
• Identify attractive NBDP and SoW projects to meet growth objectives, including next generation programs at Key Accounts and positioning Morgan to win in those programs
• Share knowledge and educate the organization on customer intelligence, trends, applications, customer needs and opportunities
• Develop strategic account plans focusing on SoW Growth, Order Conversion, Customer Service, Price Realization and Voice of the Customer (VOC) including technical
• Manage strategic partners and 3 rd party agents in assigned book of business
• Utilize Morgan CRM to manage all sales and marketing data including customer visit reports, quotes, NBDP, SoW, competitor information and any other relevant information.
• Any additional duties required at the discretion of line manager
  
  

Sales Management

• Grow all pertinent sales in line with goals and objectives, working closely with the Product Managers, site operations and technology leads
• Manage sales communication tools to ensure frequent sharing or sales data, quote activity and VoC intelligence
• Recommend the products and/or solution offering(s) for assigned book of business and prospects
• Deliver rolling customer sales forecasts for assigned book of business based on comprehensive studies of the industry, market trends, past performance and current customer demand
• Continually review industry trends and competitor pricing to determine the competitiveness of products; recommend price changes as conditions warrant in keeping with profit goals of division
• Establish and maintain contacts with customers and prospects
• Submit regular reports to reflecting sales expenditures, new accounts, market trends and other related activities
• Participate in industry trade shows
  
  

Key performance metrics and objectives

• SoW growth
• NBDP growth
• Quote conversion rate of >70%
• 1 VOC per quarter
• Higher year on year price realization
  
  

People Management

• Works with the HR Business Partner to establish an effective organizational structure and staff responsibilities. Provides for staff training and development.
• Establishes and implements procedures and systems for all responsible Commercial activities.
• Evaluate operational performance of the group in order to facilitate performance management, merit promotions, transfers, dismissals, commendations, etc.
• Assure that departmental personnel develop a culture of continuous improvement mindset
  
  

Qualifications

Minimum Qualifications and Education Requirements

• 5+ years of sales and account management experience
• Degree from a four-year University or 5+ years related experience and/or training; or equivalent combination of education and experience.
• Experience managing people.
• Ability to work in complex organizational structures.
• Strong commercial experience including customer relations/pricing/marketing.
• Strategic business acumen and planning ability.
• Excellent communication skills that focus on clarity and simplicity, both written and oral.
• Experience and understanding of an international culture
• Individual must be a:
• Citizen of the United States, or
• Permanent resident alien of the United States, or
• Protected individual as defined by 8 U.S.C. 1324b(a)(3) as defined by 22CFR120.15
  

Additional Requirements

• Results driven
• Familiar with Microsoft Office, ERP Solutions, CRM/CE Solutions
• Good Financial Understanding, impacts to revenue, gross margin, profitability, and working capital/cash
• Clearly present ideas and reports in written and verbal format
• Work professionally with external contacts of the Company
• Excellent time management, planning and negotiation skills
• Adhere to all Company policies
• Create structure and process appropriate financial tools to support the business
  
  

Morgan Advanced Materials is an EEO/AA/M/W/D/V Employer Ind-1