Overview
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 £1,100.7m (2024), ~8,000 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
The Major Accounts & OEM Sales Manager is responsible for developing and executing sales strategies that drive growth within major accounts and OEM customers across North America. This role combines strategic account management, new business development, market intelligence, and commercial leadership to increase revenue, profitability, and market share.
The position is focused on expanding business with existing and prospective OEM customers, developing long-term strategic partnerships, and identifying new opportunities for growth within targeted industrial markets. Working closely with Operations, Engineering, Product Management, Customer Service, and Supply Chain teams, this individual will support customer success, commercial excellence, and sustainable business growth.
The successful candidate will possess a strong background in strategic account management, OEM sales, and business development. Experience in the graphite, carbon products, powdered metal, sintered metal, or advanced materials industries is strongly preferred.
KEY RESPONSIBILITIES
- Develop and maintain strategic relationships with major accounts and OEM customers throughout North America.
- Create and execute account growth plans designed to increase revenue, profitability, and market share.
- Serve as the primary commercial contact for assigned strategic accounts.
- Lead contract negotiations, pricing discussions, and long-term supply agreements.
- Identify, develop, and secure new OEM and strategic business opportunities.
- Build and maintain a robust sales pipeline focused on profitable growth.
- Monitor market conditions, customer trends, competitor activities, and emerging opportunities.
- Prepare accurate sales forecasts, budgets, and business plans.
- Utilize CRM, ERP, Power BI, and other commercial tools to support data-driven decision making.
- Partner closely with Engineering, Operations, Product Management, Customer Service, and Supply Chain teams.
- Participate in Sales & Operations Planning (S&OP) processes.
- Promote and support Morgan's ThinkSAFE culture and company safety initiatives.
Qualifications
Education & Acquired Knowledge
- Bachelor's degree preferred in Engineering, Business, Marketing, Materials Science, Metallurgy, or a related field. Equivalent combinations of education, industry experience, and demonstrated commercial success will be considered.
- Knowledge of sales techniques, sales models, account management approaches, account planning methodologies, pricing structures, value-based selling, and negotiation techniques.
- Knowledge of Morgan products, including features, benefits, applications, and customer use cases.
- Understanding of strategic account management principles and OEM sales processes.
- Knowledge of CRM systems, ERP platforms, Power BI, forecasting, budgeting, and market analysis.
- Knowledge of graphite, carbon products, powdered metal, sintered metal, or related engineered materials markets is highly desirable.
Experience
- Minimum of seven years of experience in industrial sales, business development, key account management, or OEM sales.
- Demonstrated success managing major accounts and developing new business opportunities.
- Experience developing customer relationships, identifying customer needs, and improving customer satisfaction.
- Experience collaborating across commercial, engineering, operations, customer service, and supply chain functions.
Preferred Qualifications
- Five or more years of experience in the graphite, carbon products, powdered metal, sintered metal, or related engineered materials industries.
- Experience serving Industrial, OEM, Automation, Heavy Equipment, Automotive, Aerospace, or Manufacturing markets.
- Experience with value-based selling, strategic account management, channel management, or distributor relationships.
CORE COMPETENCIES
- Strategic Account Management
- OEM Business Development
- Customer Relationship Management
- Market Analysis
- Value-Based Selling
- Commercial Negotiation
- Revenue Growth
- Technical Sales
- Forecasting
- Cross-Functional Leadership
- Continuous Improvement
- Effective Communication
- Business Acumen
- Problem Solving
- Team Collaboration
TRAVEL REQUIREMENTS
- Ability to travel throughout North America to support major accounts, OEM customers, distributors, trade shows, and business development activities.
- Travel requirement of approximately 20% to 30%.
- Occasional international travel may be required.
- Valid driver's license required.
KEY SUCCESS MEASURES
- Achievement of sales, revenue, and profitability targets; growth of major account and OEM business portfolio; successful conversion of new business opportunities; customer retention and satisfaction; accurate forecasting; and growth in market share within targeted industries.
Morgan Advanced Materials is an Equal Opportunity Employer. We are committed to creating an inclusive environment for all employees and applicants. We do not discriminate based on race, religion, gender, sexual orientation, gender identity, age, disability, national origin, veteran status, or any other legally protected status.
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