Key Account & Business Development Mgr - MSS Emergining Markets

IDEX•Albuquerque, VT

21h•Remote

About The Position

The Key Account & Business Development Manager (KABDM) – MSS Emerging Markets is a strategic role reporting to the Growth Leader – MSS Diversified Markets. In addition to managing 5-10 existing key accounts, this role will also be responsible for uncovering, shaping, and capturing high-growth opportunities through scalable, cross-company commercial wins. While retaining and expanding existing strategic business across 2-3 MSS sites, the KABDM will champion cross-business unit growth by architecting complex solutions that blend multiple company technologies, as well as cross-selling established solutions into entirely new customer ecosystems. Key initial target markets include national laboratories, MedTech, Energy, Food & Bev., Industrial Automation & Control with a mandate to proactively evaluate and expand into adjacent high-value sectors. To drive these strategic initiatives, the KABDM will travel regularly—both nationally and internationally to cultivate customer relationships, collaborate with internal businesses across the MSS segment, and spearhead market-facing activities such as technical exhibitions, targeted training, and industry events.

Requirements

7+ years of demonstrated success in B2B technical sales, managing multi-million-dollar key accounts alongside active territory expansion and new business acquisition.
Demonstration of negotiation and sales with senior leadership with strong commercial and financial acumen, including experience negotiating complex contracts, defending margins, and driving account profitability.
Ability to travel worldwide approximately up to 50% of the time.
Proven experience navigating long, complex sales cycles involving multiple decision-makers and cross-functional stakeholders.
Ability to quickly master complex product portfolios, engineered solutions, and technical specifications to hold peer-level credibility with customer engineering and operations teams.
Excellent communication, interpersonal, and teaming skills.
Bachelor's degree in Engineering, Materials Science, Technical Business, or a related STEM field (or equivalent hands-on technical industry experience) is preferred.
Applicants for certain positions may need to be "U.S. Persons," as defined in the International Traffic in Arms Regulations or the Export Administration Regulations. Generally, a "U.S. Person" is a U.S. citizen, U.S. national, lawful permanent resident, or an individual who has been granted refugee or asylum status.

Responsibilities

Drives long-term revenue growth and account profitability by serving as a trusted strategic advisor to existing customers in highly technical markets.
Manage complex, customized solution portfolios that demand meticulous attention to detail, rigorous risk mitigation, and seamless execution.
Cultivate and expand multi-level stakeholder relationships across customer organizations — from engineering and operations to mid-level leadership — leveraging value-based selling strategies to uncover new growth opportunities, protect margins, and maximize lifetime customer value.
Focus on the MedTech, Energy, Food & Bev., Industrial Automation & Control markets to actively identify, evaluate, and map entry points into adjacent high-value platforms and applications to expand the Idex footprint.
Build and maintain a deep, cross-functional understanding of the broader MSS technology portfolio. Partner directly with internal engineering teams to translate complex technical capabilities into high-impact customer solutions.
Architect and deploy outbound go-to-market strategy. Drive target campaigns, site deployments, and business development to discover net-new intercompany growth opportunities.
Formally qualify the pipeline using enterprise frameworks like MEDDPICC.
Cultivate deep, multi-level alliances both externally (Engineering, R&D, Procurement, and Commercial executives) and internally (Legal, Finance, Compliance, and BU Leadership). Leverage these networks to dismantle internal silos and maximize IDEX wallet share.
Lead the negotiation and closure of complex, multi-BU agreements that are highly accretive to the base business and perfectly aligned with MSS strategic growth markets.
Build and sustain a qualified business development funnel at a specified valued, exclusively targeting high-margin opportunities worth greater than specified target annually at scale.
Secure specified target in interconnected, multi-BU MSS bookings at scale.
Secure specified number of high-value prototypes annually, each engineered to yield specified amount annually when scaled to production.
Maintain a regular cadence with emerging accounts and key stakeholders. Foster strong, high-trust relationships across internal business units to ensure sustainable, unified commercial solutions.
Ensure seamless handoffs to account management and service teams for after-sales activities, safeguarding the long-term health of newly won accounts.
Partner closely with the marketing organization to shape and execute strategic growth plans. Provide the market intelligence required to build technical content, steer campaigns, and maximize impact at key seminars and trade exhibitions.
Leverage and optimize advanced Customer Relationship Management (CRM) workflows to track complex pursuits, measure stage-gate progress, and deliver rigorous revenue forecasting.
Serve as a core contributor to the annual Strategic Planning (STRAP) process, providing actionable macro-market insights, competitive intelligence, and commercial growth roadmaps.