Senior Strategic Account Manager, Industrial Machinery Sales

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Develop and oversee strategic initiatives within selected key accounts in the Nordson IPS Packaging Division for the Americas segment.

• Identify and cultivate mutually advantageous programs and engagement protocols with Nordson stakeholders and key account communities.

• Formulate, design, implement, and manage growth strategies for designated top customers and key accounts throughout the Americas.

• Create and execute account-specific programs.

• Identify and establish relationships with influential and decision-making contacts and departments within customer organizations.

• Set up and uphold rules of engagement from C-level executives to plant-site locations.

• Negotiate and fulfill corporate partnership agreements that cover pricing, delivery, standardized platforms, and processes.

• Coordinate and deliver annual pricing platforms.

• Structure and manage capital projects from inception to installation.

• Monitor revenue status against plans, including current revenue, backlog, opportunities, and revenue-gap analysis.

• Replace competitor products with Nordson offerings through the Nordson NBS Customer Success model.

• Align top products with customer processes for standardization across various customer locations.

• Execute whitespace initiatives in collaboration with plant-level Strategic Account Managers.

• Review, organize, cleanse, and align key account databases.

• Collaborate with internal stakeholders to drive key account strategies and fulfill whitespace opportunities.

• Coordinate efforts with the Nordson OEM Manager and OEM team on customer projects.

• Work with Technical Service to prioritize the needs of top customers, including training, downtime, and on-site technical repair responses.

• Build relationships with allied vendors and customers to sustain business and generate value-driven revenue.

• Prepare reports and complete assigned tasks within specified time frames.

⛳️ Requirements

• Bachelor’s degree required, or 4 additional years of professional experience in lieu of a degree.

• At least 5 years of proven success in sales, marketing, product management, or business development.

• Experience specifying dispensing equipment to address challenges and formulate a value proposition.

• Familiarity with CRM systems, preferably SAP, Cloud for Customers (C4C), or Salesforce.

• Proficient in Microsoft Office products (Outlook, Excel, Word, and PowerPoint).

• SAP experience is preferred.

• Strong analytical skills for market review, estimating sales opportunities, determining resources, and executing key account strategies.

• Excellent written, verbal communication, and negotiation skills.

• Ability to present effectively to leadership, internal stakeholders, and C-level contacts at key accounts.

• Collaborative skills for working with marketing, product management, engineering, and other internal teams.

• Exceptional project and territory management skills.

• Strong technical aptitude.

• Ability to understand and utilize SAP and C4C.

• In-depth knowledge of Nordson products, pricing, policies, and procedures.

• Understanding of market dynamics, competitors, pricing, product changes, and equipment needs.

• Willingness to travel approximately 75%, including 1 to 3 overnight stays per week.

• Capability to operate in a multi-state territory.

🏝️ Benefits

• Supportive culture in a growing and dynamic work environment.

• Diverse and inclusive workplace.

• Training and career advancement opportunities.

• Opportunity to develop skill sets and progress in your career.