Senior Key Account Manager – North America (Hengstler)
Ralliant•Elizabethtown, NC
•Hybrid
About The Position
We're seeking a seasoned Key Account Manager to manage and grow our key accounts while driving new business acquisition for our strategic product lines across North America, supporting the growth of our P&IT Business Unit. This role blends strategic account leadership with hands-on territory development, offering direct impact on revenue growth and market expansion.
Requirements
- Bachelor's/Master's degree in Electrical, Mechanical, or Electronics Engineering required
- 7+ years of sales experience spanning key account management and business development within industrial automation, electromechanical components, or motion control/power transmission, ideally with direct exposure to power components
- Proven track record both growing existing accounts and hunting/closing new logo business, with quantifiable pipeline and revenue results
- Strong knowledge of relevant end markets: material handling, data centers, cranes/hoists, oil & gas, elevators, mining, or similar heavy-duty/OEM applications
- Experience selling through a hybrid direct-OEM and distributor/channel model, including partner agreement negotiation
- Technical fluency to engage credibly with engineers and procurement on application requirements (torque, speed, environmental ratings) without an engineering background
- Demonstrated ability to build a sales pipeline from scratch via cold outreach, trade shows, and referrals
- CRM proficiency (Salesforce or similar) for pipeline management and forecasting
- Strong consultative/solution-selling skills across long, multi-stakeholder industrial sales cycles
- Excellent communication and negotiation skills with both technical and executive audiences
- Self-starter comfortable in a growth/hunting role rather than a maintained book of business
- Willingness to travel >30% across North America
Responsibilities
- Build and deepen relationships with key account stakeholders, serving as their trusted partner through regular check-ins and proactive engagement
- Lead quarterly/bi-annual strategic reviews with key accounts, assessing performance against KPIs and co-creating growth roadmaps
- Maintain accurate account forecasts and gather ongoing customer feedback to keep solutions aligned with evolving needs
- Grow distributor relationships through balanced commitment-building, stretch targets, and effective incentive structures
- Negotiate contracts and pricing agreements that are mutually beneficial and consistent with company objectives
- Serve as an industry expert, tracking trends, competitors, and regulatory developments relevant to key accounts
- Maintain accurate records of customer interactions and deal activity in CRM
- Drive new business acquisition across North America in industrial automation, motion control, and power transmission segments
- Build and execute a territory/account-based strategy targeting high-potential verticals and mapping decision-makers within OEMs, panel builders, and end users
- Generate a qualified pipeline through direct prospecting, channel partner activation, and trade show engagement; own the full sales cycle through close
- Partner with product management and engineering to translate technical specs into business value for prospects
- Monitor competitive landscape and customer trends, feeding insights back into product roadmap and pricing strategy
- Apply Ralliant Business System (RBS) tools and methodologies to drive operational excellence in the sales process
- Participate in ongoing RBS training and brainstorming sessions to identify bottlenecks and improve sales effectiveness
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What This Job Offers
Job Type
Full-time
Career Level
Senior
