Account Manager Traction & Transit: Americas

At Morgan Advanced Materials, our rich history and dedication to innovation define who we are. Since our establishment in the UK in 1856, we have expanded globally, now operating across 70 sites in 18 countries. Our goal is to create a more sustainable world and enhance quality of life. We actively pursue this purpose through the development and production of advanced materials. 

Within our business unit, we specialise in innovating cutting-edge carbon, graphite, and carbide products that deliver outstanding performance. We use our expertise to tackle complex challenges across many diverse industries to provide effective solutions for our valued customers. 

Our products are shaping a better future; from enabling electric cars to charge faster and drive longer distances to maximising the operational efficiency of wind turbines. We are proud to help generate power for billions of people, deliver water to drought-stricken regions, improve the efficiency of industrial pumps, and protect lives both on the land and in the air. 

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.

Account Manager for Traction & Transit, Americas

As a Sales Account Manager for Traction & Transit, you'll be at the forefront of our mission to transform the legacy and future transportation landscape. Armed with a deep understanding of our electrical products and technology in Transportation, you'll be responsible for managing and expanding our client base while ensuring their needs are met with the utmost care and attention. If you're a natural-born leader with a passion for sales and a hunger for success, we want you on our team!

This role aims to manage the North American Traction and Transit accounts, along with carbon brush applications in Aerospace, as well as to identify and onboard new clients, by working together with our customers to service and innocate in the Transportation market segment.

Morgan’s overall Global Transportation Segment aims to achieve ambitious growth in the next years, by global leadership in materials science and best-in-class applications engineering.  

Responsibilities:

• Develop and execute strategic plans to identify and pursue new business opportunities within assigned accounts, nurturing relationships from lead generation to deal closure.
• Collaborate with cross-functional teams to understand client needs, tailor solutions, and deliver proposals that exceed expectations.
• Drive growth target (revenue and profit) for key accounts; aim to maximise share of customer spend versus competitors.
• Serve as the primary point of contact for key accounts, building trust, rapport, and long-lasting partnerships through regular communication and strategic account management.
• Analyze market trends, competitor activity, and customer feedback to identify growth opportunities.
• Engage in leading conversations, both internally and externally, with a goal to identify and execute on continuous improvement strategies.
• Meet and exceed sales targets, quotas, and KPIs, demonstrating resilience, adaptability, and a relentless pursuit of excellence.
• Identify opportunities to grow existing customers through the application of new technologies/technical developments to generate sales growth.
• Keep up to date records with all sales related activity.
• Convert market understanding and sales leads into commercial opportunities.
• Provide exceptional customer service and support, resolving inquiries, addressing concerns, and ensuring a seamless experience for clients.
• Prepare and present sales forecasts, reports, and presentations to senior management, offering insights and recommendations for strategic decision-making.
• Deliver activities specified in sales plan, e.g. meetings, proposals, presentations.
• Record and report monthly on progress against objectives for each key assigned account.
• Build relationships with key account contacts in order to retain and grow business.
• Discuss design or technical features of products with technical colleagues.
• Identify and consult with others on potential improvements to be made to increase customer satisfaction.
• Maintain up-to-date customer contracts/agreements.
• Support the supply chain team with technical consultation, such as materials sourcing and products configuration.
• Liaise with the Operations and Manufacturing team to establish effective Sales, Inventory and Operations model, to ensure on time delivery, effective forecast and demand planning and customer service.
• Drive margin optimization by monitoring and negotiating price increases.

The above is not intended to be an exhaustive list of all duties and responsibilities required.  Other duties may be assigned

Requirements:

• Engineering degree is preferred, but Bachelor's degree in Business Administration, Marketing, or a related field is a plus;
• Proven track record of success in sales/account management, with a minimum of 5 years of experience in carbon, electrical, or transportation-related sales.
• Strong business acumen and a deep understanding of sales processes, customer relationship management, and negotiation techniques.
• Excellent communication and interpersonal skills, with the ability to build rapport, influence stakeholders, and navigate complex business relationships.
• Strategic thinker with a results-oriented mindset, capable of identifying opportunities, solving problems, and driving initiatives to fruition.
• Proficiency in CRM software.
• Ability to thrive in a fast-paced, dynamic environment, managing multiple priorities and adapting to changing circumstances with grace and agility.
• Up to 50% travel may be required based on client needs and business opportunities.

Key result areas

• Maintaining and growing existing key accounts through strategic goals aligned with the Transportation Segment.
• Deeply understanding the customers’ needs – delivering solutions to problems before they even know they exist.
• Delivering high levels of customer satisfaction.
  

Education & Acquired Knowledge: What does the role holder need to know?

• Knowledge of sales techniques: knowing about different ways of selling, sales models, account management approaches, account planning methods, pricing structures etc.
• Knowledge of Morgan products: features, benefits, and how customers use them to support their own businesses

Experience: What does the role holder need to be familiar with?

• Working with customers: experience of discovering customer needs and developing customer relationships, evaluating and improving customer satisfaction
• Forming a sales approach: make presentations, discuss options, negotiate successfully to reach an acceptable outcome for Morgan.
• Organizing and Planning; prioritize customers and work, develop specific goals and plans for each customer.

Technology & Systems: What tools does the role holder use?

• Client Relationship Management platforms

Salary: $90K - $110K

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