Key Account Manager
About The Position
Nordson Measurement & Control is seeking an experienced, highly motivated Key Account Manager to lead commercial activities for the Division’s top customer. The role leads the Key Account team and drives pre- and post-sales activities, using NBS Next principles to develop strategies that grow business within existing customer groups and establish relationships with potential customer groups. The position is responsible for meeting operating plan goals, revenue and profitability targets, and customer satisfaction objectives. The Key Account Manager directly handles sales and account management for the top customer, develops and maintains the strategic account plan and opportunity pipeline, and works across functions to address customer needs, support product strategy, meet requested delivery dates, and advance new-product initiatives. The role also supervises and coaches Key Account and Technical Support personnel, manages service-level agreements, and coordinates personnel scheduling to support customer requirements. The position is based in an office environment and involves estimated travel of 40–50%.
Requirements
- BA/BS degree or equivalent.
- At least 8 years of work experience in sales, key accounts, or relevant commercial work.
- Strong communication skills and ability to collaborate with different stakeholders.
- Proven ability to drive the sales process from plan to close.
- Excellent mentoring and people-management skills.
- Proven customer-interaction skills, with a strong sense of urgency and ownership and a commitment to delivering on commitments.
- Self-motivated and self-directed.
Nice To Haves
- Previous experience in electronics, industrial applications, or capital equipment.
- Ability to interact effectively at all organizational levels with maturity and strong interpersonal communication skills.
- Strong commercial instincts, negotiating skills, sales planning ability, and reality-based opportunity assessment.
- Adaptability, energy and commitment, problem-solving ability, perspective, process-management skills, and communication skills.
- Experience working with cross-functional teams in different geographic locations.
- Ability to motivate a team.
- Ability to analyze data and sales statistics and translate results into better solutions.
Responsibilities
- Supervise, coach, and lead the Key Account team to achieve revenue and profitability targets.
- Act in a direct sales capacity for the top customer, handling general sales and account-management activities.
- Develop sales strategies using NBS Next principles and incorporating EPS products and offerings.
- Plan, organize, and lead balanced sales growth, continued account penetration, and customer satisfaction.
- Manage sales pipeline reporting and forecasting, and assist in creating the annual plan for the top customer.
- Set accountabilities and performance objectives for direct reports; provide career counseling, feedback, and guidance; and ensure policies are understood and followed.
- Lead and coach the Technical Support team, providing direction to employees, supervisors, and Key Account resources in line with company and division strategies.
- Manage internal and external service-level agreements, ensuring timely responses and adherence to scopes of work.
- Oversee key account personnel scheduling to support customer needs, including subject-matter-expert deployment, sales efforts, cross-regional needs, new-product introduction and acceleration, and support for other functions.
- Collaborate with Product Management and Growth and Strategy teams to share market and customer information and ensure product strategy reflects customer needs.
- Collaborate with Operations to meet customer-requested delivery dates for machines and spare parts.
- Drive new-product enablement and growth initiatives and serve as a contact for business and technical concerns.
- Own and regularly update the strategic account plan, supported by an opportunities pipeline.
- Establish and maintain strong relationships with internal and external customers.
- Drive execution of key priorities and customer sales projects and opportunities, including process management and CRM reporting.
- Perform other duties as assigned.
Benefits
- Supportive culture in a growing and dynamic work environment.
- Investment in employees to help build skills and advance careers.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
