Key Account Manager

Under the direction of the Sr. Director of Sales, the Key Account Manager – ASME Engineered Products is responsible for developing and growing relationships with the Company’s most strategic, high-value, and technically complex customers. The role is accountable for achieving annual sales, margin, market-share, forecast accuracy, customer-service, and strategic-growth objectives for assigned accounts and programs.

The Key Account Manager will lead the commercial strategy for assigned accounts, including account planning, opportunity development, pricing and contract alignment, executive relationship management, project/program execution, and coordination of internal resources. This position serves as the primary commercial owner and voice of the customer for ASME Engineered Products, including water, hydronic, industrial, energy, and data-center cooling applications.

Additionally, the Key Account Manager will provide direction, motivation, coaching, and support to applicable sales representatives and channel partners to achieve sales volume, market-share, distribution, and profit goals for Worthington Enterprises products within established cost and operating parameters.

Key Roles & Responsibilities (not limited to)

• Own and manage assigned strategic accounts and highly complex ASME Engineered Products opportunities to achieve annual sales, margin, share, service, and growth objectives.
• Develop, execute, and regularly update strategic account plans that identify customer priorities, key stakeholders, growth opportunities, competitive risks, revenue targets, margin expectations, and required internal actions.
• Build and maintain senior-level relationships across customer organizations, including engineering, procurement, operations, quality, project management, executive leadership, and end-user stakeholders.
• Lead the commercial process for major engineered-product opportunities, including early specification influence, application support, proposal strategy, quotation follow-up, negotiation, contract review, order conversion, and post-order customer communication.
• Identify and present solutions to customer problems by effectively matching Worthington Enterprises’ engineering, manufacturing, quality, supply-chain, and service capabilities to customer needs.
• Develop accurate account forecasts and opportunity pipelines, including expected timing, probability of award, revenue, margin, capacity requirements, and key commercial or technical risks.
• Protect and grow account profitability by leading pricing strategy, commercial negotiations, customer terms, escalation discussions, and value-based selling initiatives in alignment with Company policies.
• Serve as the primary commercial owner for customer contracts, supply agreements, pricing agreements, rebate programs, service expectations, and other key account commitments; communicate requirements and changes to appropriate internal stakeholders.
• Lead regular customer business reviews, including performance to plan, service and quality metrics, forecast, open opportunities, new-product introductions, operational priorities, and corrective-action follow-up.
• Effectively leverage cross-functional Worthington Enterprises resources by leading a coordinated internal account team consisting of Sales, Engineering, Operations, Supply Chain, Quality, Finance, Product Management, Customer Service, and New Product Development.
• Provide a unified Worthington Enterprises presence to the customer and facilitate executive-level engagement when needed to strengthen relationships, resolve issues, or advance strategic opportunities.
• Collaborate with Engineering and Product Management to translate voice-of-customer feedback into product improvements, new-product-development opportunities, standardization initiatives, and market requirements.
• Maintain a working knowledge of ASME pressure-vessel applications, relevant customer specifications, industry standards, materials, manufacturing capabilities, lead-time requirements, and market dynamics to effectively represent Company capabilities.
• Coordinate with regional sales managers, representatives, and channel partners to ensure account strategy, communications, pricing, and opportunity ownership are aligned.
• Work with the analytics team and internal stakeholders to monitor account performance, market trends, forecast accuracy, profitability, customer share, and business risks; convert data into actionable account strategies.
• Track, monitor, and communicate customer, industry, and market trends; competitive threats; pricing movements; capacity constraints; supply-chain risks; and emerging business opportunities.
• Proactively communicate customer requirements, contractual commitments, forecast changes, and account risks on a defined cadence to appropriate departments and internal stakeholders.
• Support resolution of significant customer quality, delivery, service, and commercial issues by coordinating appropriate internal resources and maintaining clear customer communication through closure.
• Maintain accurate and timely customer, opportunity, forecast, and account-plan information within Company systems.

Education/Training Required – Critical Skills, Knowledge and Abilities

• Bachelor’s degree in Business, Engineering, Marketing, or a related field; equivalent relevant experience will be considered.
• Minimum of 10 years of progressive business-to-business sales, strategic account management, engineering, manufacturing, or commercial leadership experience.
• Demonstrated success managing large, complex, and technically demanding customer relationships with responsibility for revenue growth and profitability.
• Experience in ASME pressure vessels, engineered products, HVAC/hydronic systems, industrial equipment, water systems, energy, data-center cooling, or a comparable technical market preferred.
• Strong technical aptitude and ability to understand customer specifications, engineered-product applications, manufacturing processes, and commercial implications.
• Proven ability to develop executive relationships and influence decision-makers across engineering, procurement, operations, quality, and senior leadership functions.
• Strong strategic-account planning, forecasting, negotiation, presentation, analytical, written, and verbal communication skills.
• Strong working knowledge of fact-based, value-based, and solution-oriented selling approaches.
• Ability to translate customer needs, market intelligence, and raw data into clear business recommendations and actionable growth plans.
• Demonstrated ability to lead cross-functional teams and manage multiple complex opportunities, projects, and priorities simultaneously.
• Strong ownership mentality, sense of urgency, accountability, and follow-through.
• Flexibility and adaptability are required. Significant travel is required, estimated at 35–50% depending on assigned accounts and customer needs.
• Must be based in, or willing to relocate to, Ohio, with the ability to travel nationally.