Título: Responsable de cuenta estratégica - Química
Ubicación: España
Área: Tarragona y alrededores
Tipo de ubicación: Remoto Sitio
web: https://www.wmfts.com/en/
Grupo: https://www.spiraxgroup.com/

Resumen del rol

Como Responsable de Cuentas Estratégicas en Watson-Marlow Fluid Technology Solutions, impulsarás el crecimiento y el desarrollo de cuentas clave en EMEA dentro de un sector definido. Reportando al Gerente de Cuentas Estratégicas, el puesto se centra en construir relaciones a largo plazo con los clientes, generar valor y apoyar el crecimiento sostenible.
Este es un puesto proactivo de cara al cliente que combina la gestión estratégica de cuentas, las ventas técnicas y el desarrollo de negocio. Gestionarás una cartera de cuentas identificadas, colaborarás estrechamente con los principales clientes y apoyarás a los ingenieros de ventas locales en EMEA para desarrollar oportunidades y maximizar el valor.
Alcanzará los objetivos de ingresos y beneficios mediante una planificación eficaz de cuentas, el desarrollo de oportunidades, la previsión y la negociación de contratos. Como asesor de confianza y representante de Watson-Marlow en eventos del sector, fortalecerá las alianzas y contribuirá al éxito de nuestras innovadoras soluciones de tecnología de fluidos.

Lo que estarás haciendo

• Titularidad de la cuenta
  Poseer y desarrollar cuentas y proveedores identificados en EMEA.
  Desarrollar y ejecutar planes de desarrollo de cuentas alineados con la estrategia general de la empresa.
  Establecer y mantener relaciones de alto nivel con las partes interesadas comerciales, técnicas, de ingeniería y de adquisiciones.
  Identificar oportunidades para ampliar la participación en la billetera, estandarizar soluciones y asegurar posiciones de proveedores preferidos.
  
  
• Ventas consultivas proactivas
  Identificar, desarrollar y cerrar activamente nuevas oportunidades comerciales dentro de las cuentas asignadas.
  Impulsar la interacción con los usuarios finales, integradores y proveedores para crear una demanda continua.
  Desarrollar y mantener un sólido canal de ventas, garantizando la visibilidad de las oportunidades clave a través de CRM.
  Apoyar las discusiones contractuales y contribuir a las negociaciones comerciales de acuerdo con el gobierno de la empresa.
  
  
• Liderazgo técnico y de aplicaciones
  Brindar soporte de ventas a nivel de aplicación en soluciones de procesamiento, dosificación y manejo de fluidos.
  Apoyar a los clientes e ingenieros de ventas con el posicionamiento de soluciones, conceptos de sistemas y propuestas de valor.
  Brindar capacitación sobre productos, aplicaciones y competencia a clientes y partes interesadas internas cuando sea necesario.
  
  
• Facilitación de ventas transfronterizas
  Apoyar y capacitar a los ingenieros de ventas locales en EMEA para desarrollar oportunidades dentro de las cuentas nombradas.
  Colaborar con equipos de ventas globales en cuentas identificadas para maximizar las relaciones y el potencial.
  Actuar como punto único de coordinación para las actividades transfronterizas dentro de los clientes asignados.
  Garantizar un enfoque de cuentas, mensajes y priorización coherentes en toda la región EMEA.
  
  
• Colaboración interna y gobernanza
  Trabajar en estrecha colaboración con las partes interesadas internas, como marketing, desarrollo de productos, capacitación y ventas.
  Asegúrese de que el uso, las previsiones y los informes del CRM sean precisos.
  Operar en total línea con los estándares de gobernanza, cumplimiento y EHS del Grupo Spirax.
  
  
• Inteligencia de mercado
  Monitorear las tendencias del mercado, la actividad de la competencia y las estrategias de los clientes dentro del sector especificado.
  Proporcionar retroalimentación estructurada para respaldar la planificación de ventas y el desarrollo de la cartera.
  

Esto es lo que necesitarás para tener éxito en este puesto.

• Amplia experiencia en procesos industriales, sistemas de dosificación y manejo de fluidos industriales.
• Importante experiencia en gestión comercial y ventas de adquisición y retención de clientes, incluyendo amplia experiencia en gestión de cuentas complejas, globales o multirregionales.
• Experiencia en revisión y negociación de contratos y conocimiento de los principios y riesgos contractuales.
• Conciencia cultural y regional con capacidad de trabajar entre países y culturas.
• Perspicacia comercial con una mentalidad estratégica a largo plazo combinada con un alto nivel de autonomía.
• Disposición a viajar hasta un 30 % en EMEA según sea necesario
• Como somos una empresa del Reino Unido, se requiere fluidez en inglés y español, siendo el italiano o el francés una ventaja.

Title: Strategic Account Lead – Chemical
Location: Spain
Patch: Tarragona and Surrounding areas
Location Type: Remote
Website: https://www.wmfts.com/en/
Group: https://www.spiraxgroup.com/

Role Summary

 As a Strategic Account Lead at Watson-Marlow Fluid Technology Solutions, you will drive the growth and development of key accounts across EMEA within a defined sector. Reporting to the Strategic Account Manager, the role focuses on building long-term customer relationships, delivering value, and supporting sustainable growth.
This is a proactive, customer-facing role combining strategic account ownership, technical sales, and business development. You will manage a portfolio of identified accounts, work closely with key customer stakeholders, and support local Sales Engineers across EMEA to develop opportunities and maximise value.
You will deliver revenue and profit targets through effective account planning, opportunity development, forecasting, and contract negotiation. Acting as a trusted advisor and representing Watson-Marlow at industry events, you will strengthen partnerships and contribute to the success of our innovative fluid technology solutions.

What you’ll be doing

• Account Ownership
  Own and develop identified accounts and vendors across EMEA.
  Build and execute account development plans aligned with the overall company strategy.
  Establish and maintain senior-level relationships with commercial, technical, engineering, and procurement stakeholders.
  Identify opportunities to expand wallet share, standardize solutions, and secure preferred supplier positions.
  
  
• Pro-active consultative sales
  Actively identify, develop, and close new business opportunities within assigned accounts.
  Drive engagement with end-users, integrators, and vendors to create pull-through demand.
  Develop and maintain a robust sales pipeline, ensuring visibility of key opportunities through CRM.
  Support contract discussions and contribute to commercial negotiations in line with company governance.
  
  
• Technical and application leadership
  Provide application level sales support in processing, dosing, and fluid handling solutions.
  Support customers and Sales Engineers with solution positioning, system concepts, and value propositions.
  Deliver product, application, and competitive training to customers and internal stakeholders where required.
  
  
• Cross-border sales enablement
  Support and enable local Sales Engineers across EMEA in developing opportunities within the named accounts.
  Collaborate with global sales teams on identified accounts to maximize relationships and potential.
  Act as the single point of coordination for cross-border activities within assigned customers.
  Ensure consistent account approach, messaging, and prioritisation across EMEA region.
  
  
• Internal collaboration and governance
  Work closely with internal stakeholders such as marketing, product development, training and sales.
  Ensure accurate CRM usage, forecasting, and reporting.
  Operate fully in line with Spirax Group governance, compliance, and EHS standards.
  
  
• Market Intelligence
  Monitor market trends, competitor activity, and customer strategies within the specified sector.
  Provide structured feedback to support sales planning and portfolio development.
  

This is what you’ll need to be successful in this role

• Strong experience in industrial processing, dosing systems, and industrial fluid handling.
• Significant customer acquisition and retention commercial management and sales experience including large customer management experience of complex, global or multi-regional accounts.
• Contract reviews/negotiation experience and awareness of contractual principles and risks.
• Cultural and regional awareness with the ability to work across countries and cultures.
• Commercial acumen with a strategic, long-term mindset combined with high level of autonomy.
• Willingness to travel up to 30% across EMEA as required
• As we are a UK Business fluency in both English and Spanish are required, Italian or French are an asset
  
  

At Watson-Marlow, we believe in taking care of our colleagues. We offer a generous benefits package, including:

•  A competitive salary
• Flexible working arrangements
• A generous holiday allowance
• Three days’ paid volunteering leave
• Life assurance
• Additional support and benefits through our Everyone is Included Group Inclusion Plan

Everyone is Included at Spirax Group
We are passionate about creating inclusive and equitable working cultures where everyone can be themselves and achieve their full potential. For us, that means supportive teams and strong relationships where everyone’s contribution is valued - across social and cultural backgrounds, ethnicities, ages, genders, gender identities, abilities, neurodiversity, sexual orientation, religious beliefs, and everything else that makes us human and unique.

We want everyone to be able to make their difference here, so we will always consider requests for flexible working.

We know that everyone needs some extra help from time to time too, so we have introduced a range of additional benefits through our Group Inclusion Commitments. These include

• Gender-neutral parental leave
• 15 days of extra paid caregiver leave
• Paid time off and support for anyone experiencing pregnancy loss or domestic abuse
• Menopause-friendly workplace principles and more

Learn more at spiraxgroup.com/inclusion.

We are also a Disability Confident Committed Employer. If you would like to apply using this scheme, please select this option in our application form.

We are an equal opportunity employer committed to fostering an inclusive and diverse workplace. We encourage candidates from all backgrounds to apply.

If you require accommodations during the application process, please let us know.

Company Overview
At Watson-Marlow Fluid Technology Solutions, part of Spirax Group, we are driven by innovation and are dedicated to creating an inclusive workplace where everyone is empowered to make a difference. As a world leader in manufacturing peristaltic pumps and associated fluid path technologies for the life sciences and process industries, we offer a wide range of products, including tubing, specialised filling systems and products for single-use applications.

Our shared Purpose is to create sustainable value for all our stakeholders as we engineer a more efficient, safer and sustainable world. Our technologies play an essential role in critical industrial processes and industrial equipment across industries as diverse as Food & Beverage, Pharmaceutical & Biotechnology, Power Generation, Semiconductors and Healthcare. With customers in 116 countries, we provide the solutions that sit behind the production of many items used in daily life, from baked beans to mobile phones!

Our inclusive culture and Values, unites us, guides our decisions and inspires us everywhere that we operate. We support our colleagues to make their difference for each other as well as customers, communities, suppliers, our planet and shareholders by creating a truly equitable working environment where everyone feels included.