Strategic Account Manager, Industrial Machinery Sales

Nordson Corporation•McCullom Lake, IL

1d•Hybrid

About The Position

The Sr. Strategic Account Manager develops and manages strategic initiatives within selected and appointed Key Accounts in the Nordson IPS, Packaging Division (Americas) business segment. The primary function of the role is to identify and develop mutually beneficial programs and rules of engagement amongst Nordson stakeholders and the Key Account community, with the results leading to profitable revenue growth due to execution of the Nordson Ascend Growth strategy.

Requirements

Bachelor’s degree required. In lieu of degree, 4 additional years professional work experience.
Minimum 5 years in with proven successful track record in sales, marketing, product management or business development
2-4 years’ experience in either 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

Nice To Haves

Excellent, in-depth analytical skills to review markets, estimate potential sales opportunities, determine resources required to establish and execute KEY account strategies
Excellent written, oral communication and negotiation skills along with having the ability to present to leadership, internal stakeholders and C-level contacts at KEY accounts
Intellectual curiosity to explore products or markets that may not have been thoroughly reviewed in the past
Collaborative skills to work with marketing, product management, engineering, and other internal groups to execute campaigns

Responsibilities

Establish a KEY Account structure inclusive, but not limited to the following: 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
Establish and maintain guidelines detailing rules of engagement from the C-level to plant-site locations
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 (GAP analysis) align with the targeted budget
Actively seek opportunities to replace competitive products with Nordson products via the Nordson NBS Customer Success model
Align TOP Products with Customer processes for standardization across all customer locations
Execute white space initiatives via Nordson Strategic Account Managers (SAM’s) at plant-level locations
Review, organize, cleanse and align existing KEY account database
Collaborate with internal stakeholders to drive KEY account strategies through whitespace fulfillment
Interface with Nordson OEM Manager and OEM Team members on newly informed Customer projects to ensure alignment and coordination of unilateral benefits
Establish an intrinsic and mutually collaborative relationship with Nordson Technical Service Manager in anticipation of training opportunities and prioritization of Top Customer needs during unscheduled downtime and on-site technical repair response.
Build in-depth allied vendor and Customer-centric relationships to maintain existing business and create added value-driven revenue
Industry knowledge of new markets, changes in existing markets, competitors' activities (prices and product changes), and needs for new or redesigned Nordson equipment.
Outstanding project and territory management skills along with superior technical aptitude
Comprehend and utilize SAP and C4C to maintain detailed and accurate customer files
Maintains detailed knowledge of Nordson products, prices, policies and procedures; knows which products best apply in all industry-based applications.
Industry knowledge of new markets, changes in existing markets, competitors' activities (prices and product changes), and needs for new or redesigned Nordson equipment.
Prepares and promptly submits reports and completes tasks in time frames as directed by Manager
Performs other duties as assigned

Benefits

Medical
Rx
Vision
Dental
Health Savings Account (HSA)
401k
Life Insurance
Paid Time Off
Paid Holidays
16 hours paid time each calendar year to perform volunteer services for Nordson-sponsored events
Matching Gifts Program