Sr. Account Manager

Protolabs•Maple Plain, MN

10d•Hybrid

About The Position

Protolabs is a leader in digital manufacturing seeking a Senior Account Manager (SRAM) to manage 30-40 high-value accounts. This hybrid role, based in Maple Plain, MN, requires onsite presence on Tuesdays, Wednesdays, and Thursdays. The SRAM will be responsible for selling services, acting as a key point of contact, and focusing on customer satisfaction, retention, and business growth for complex accounts. The role involves understanding customer business initiatives, needs, and challenges to leverage Protolabs' solutions for co-creating innovative solutions. A key aspect of the role is building relationships with coaches and champions within customer organizations to expand wallet share and enhance efficiency and profitability. The SRAM will utilize customer-centric tools and Protolabs' cross-functional ecosystem to deliver optimal solutions.

Requirements

Bachelor’s degree in business or related field or equivalent education and/or experience.
5+ years of experience OR 3+ years of Protolabs experience with Business to Business (B2B) Sales, ideally with Fortune 500 customers.
Consistent high performer with proven record of growing sustainable customer business partnerships and strong internal Protolabs relationships.
Demonstrated ability to develop and drive customer growth through projects, programs and agreements.
Proactively build strong internal relationships across Protolabs’ ecosystems with identified partners in the cross-functional team.
Proactively identify, build, and maintain relationships with customer coaches and champions to provide creative solutions and resolve customer conflicts.
Proficient with CRM tools for managing the sales process and forecasting to provide further insight into other department stakeholders.
Well-versed in all of Protolabs’ service lines, understanding the manufacturing product life cycle, and how to connect customer needs with Protolabs’ capabilities in our full-service offering.
Strong culture promoter who embodies Protolabs values.
Consistent ability to proactively source leads and identify new business opportunities by maintaining a robust pipeline.
Strong presentation and communication skills, both verbal and written at most levels inside and outside the organization.
Technical aptitude for engaging in high-level conversations related to manufacturing and engineering.
Proficient understanding of customer value propositions and consistently articulates how Protolabs’ solutions can improve their customer’s corporate initiatives and business objectives.
Demonstrates a growth mindset with a continuous improvement lens.
Self-motivated and results-driven, with a dedicated focus on achieving/ exceeding sales goals.
Strong negotiation skills for project requirements, customer documentation conversations, and difficult financial conversations.
Adopt new initiatives and demonstrate creative thinking outside the box.
Ability to self-analyze individual performance to optimize selling strategy, effort and revenue attainment.
U.S. Citizens, lawful permanent residents (green card holders) or foreign nationals granted refugee or asylee status. Individuals with temporary visas (e.g. E, F-1, H-1, H-2, L, B, J, TN or OPT) are not eligible for hire in this role.

Responsibilities

Proactively drives, organizes and facilitates business reviews and other customer meetings.
Aligns with customer KPI’s and utilizes Protolabs business analytics (technology, SFDC, DOMO, best practices, etc.) within various levels of the customer's product life cycle & service lines.
Understands customer's business and uses that knowledge to provide solutions to penetrate the account.
Sells across all service lines and aligns the customer to Protolabs full product life cycle capabilities to create competitive advantage.
Fluent in key value propositions and customer bottleneck/objections and can map a product life cycle supply chain from source to end customer.
Pursues individual development.
May provide input and guidance for other team members.
Identifies key customer contacts: both champions and coaches, at multiple levels across multiple departments.
Leads and leverages account for team members(s) and other internal resources toward achieving customer expectations and growing account value.
Accountable for operational results and connected to operational excellence but spends less than 50% of time on day-to-day account operations.
Manages and grows accounts for multiple service lines and customer locations.