Strategic Industry Key Account Manager

Mettler Toledo•Columbus, OH

About The Position

The Strategic Industry Key Account Manager develops, leads, and executes strategic account growth programs for assigned North American Key Accounts. As the primary executive relationship owner and trusted advisor, this role drives enterprise-wide business development, corporate standardization, digital transformation, and long-term strategic partnerships. The position is accountable for profitable growth, customer retention, market share expansion, and adoption of METTLER TOLEDO solutions, software, services, and digital offerings. Working within a matrix organization, the manager coordinates sales, service, engineering, product management, automation, and digitalization resources to deliver measurable customer outcomes. The role leads account strategy and complex sales pursuits across multiple business units, sites, and geographic regions, and develops relationships with customer executives and other stakeholders. Travel is typically 50–70%, including international travel, with travel by air and operation of a motor vehicle required.

Requirements

Bachelor's degree in Chemistry, Natural Sciences, or Business.
At least 5 years of field sales experience and/or training, or an equivalent combination of education and experience.
Experience selling enterprise software, digital manufacturing, automation, or operational technology solutions.
Proven success leading multi-site and multi-million-dollar account strategies.
Knowledge of Industry 4.0, Smart Manufacturing, MES, IIoT, Digital Transformation, and Operational Excellence initiatives.
Experience presenting business cases to executive leadership teams.
Significant experience with ERP and/or CRM systems.
Proficiency with Microsoft Office, including Outlook, Excel, Word, and PowerPoint.
Strong written and verbal communication skills, including the ability to present to senior groups and demonstrate strong interpersonal skills.
Ability to adapt to shifting priorities, demands, and timelines using analytical and problem-solving capabilities.
Ability to elicit cooperation from senior management, customers, internal departments, and third-party subcontractors and vendors.
Ability to travel by air as business needs require; typical travel is 50–70%, and international travel is required.
Ability to operate a motor vehicle.

Nice To Haves

SAP experience.

Responsibilities

Develop and execute annual and multi-year strategic account plans for assigned Key Accounts.
Build and maintain executive-level relationships with Operations, Engineering, Manufacturing, Quality, Procurement, Digital, and C-Suite stakeholders.
Identify enterprise-wide opportunities for standardization, digitalization, and service agreements.
Lead complex sales pursuits involving multiple business units, plants, and geographic regions.
Establish and monitor account KPIs, including revenue growth, share of wallet, strategic project conversion, customer satisfaction, and executive engagement.
Facilitate executive business reviews and strategic planning sessions with customer leadership teams.
Identify mergers, acquisitions, capital investment plans, and market trends that affect customer growth strategies.
Collaborate with Global Account Management teams to align customer strategies and worldwide execution.
Drive recurring revenue growth through service contracts, software subscriptions, validation services, and lifecycle management programs.
Use a consultative sales approach to create divisional and national opportunities, manage the sales cycle, defend the company's competitive position, and develop strong customer relationships.
Develop national strategic partnerships with existing and targeted high-profile Key Accounts.
Manage time, territory, and expenses within budget while maximizing productivity.
Use company-provided CRM, communication, and territory development tools in accordance with Spinnaker requirements and frequency.