Strategic Account Manager, Industrial Machinery Sales

Responsibilities

• Develop and manage strategic initiatives within selected and appointed Key Accounts
• Identify and develop mutually beneficial programs and rules of engagement amongst Nordson stakeholders and the Key Account community
• Strategize, blueprint, implement and manage an evolutionary growth plan for assigned TOP Customers / Key Accounts within the Americas
• Overall account-specific program development and execution
• Identification and relationship development of Customer contacts/departments having influential and decision-making capacity
• Negotiate and deliver Corporate Partnership Agreements inclusive of pricing, delivery and standardized system platforms and processes
• Coordinate and deliver annual pricing platforms
• Structure and management of capital projects from inception through installation
• Routinely update revenue status against plan including current revenue, backlog and proposed Opportunities to ensure Revenue Gaps align with the targeted budget
• Actively seek opportunities to replace competitive products with Nordson products via the Nordson NBS Customer Success model
• Collaborate with internal stakeholders to drive KEY account strategies through whitespace fulfillment
• Build in-depth allied vendor and Customer-centric relationships to maintain existing business and create added value-driven revenue

Requirements

• Bachelor’s degree required
• Minimum 5 years in sales, marketing, product management or business development
• 2-4 years’ experience in management and/or leading a team preferred
• Experience in specifying dispensing equipment to solve problems and create a value proposition
• Experience with CRM systems with a preference within SAP, Cloud for Customers (C4C) or Salesforce
• Computer literacy and experience with Microsoft Office products (Outlook, Excel, Word and Power Point) and SAP is preferred

ATS Optimization Keywords

Hard Skills

• sales
• marketing
• product management
• business development
• dispensing equipment specification
• revenue management
• capital project management
• program development
• negotiation
• customer relationship management

Soft Skills

• strategic thinking
• relationship development
• collaboration
• communication
• leadership
• problem-solving
• organizational skills
• influencing
• team management
• value proposition creation

Industry Keywords

• Key Accounts
• Corporate Partnership Agreements
• pricing platforms
• revenue status
• competitive products
• Customer Success model
• whitespace fulfillment
• vendor relationships
• value-driven revenue

Tools & Technologies

• CRM systems
• SAP
• Cloud for Customers (C4C)
• Salesforce
• Microsoft Office
• Outlook
• Excel
• Word
• PowerPoint