Senior Strategic Account Manager, Industrial Machinery Sales

This is a fully remote position, open to applicants in Tennessee, +1 more state.

📋 Description

• Develops and oversees strategic initiatives within designated Key Accounts.

• Identifies and cultivates mutually beneficial programs and engagement rules among Nordson stakeholders and the Key Account community.

• Establishes a Key Account framework that includes strategizing, blueprinting, implementing, and managing a growth plan for assigned TOP Customers/Key Accounts in the Americas.

• Responsible for the development and execution of account-specific programs.

• Identifies and nurtures relationships with Customer contacts and departments that hold influential and decision-making power.

• Establishes and upholds guidelines that outline rules of engagement from C-level executives to plant-level locations.

• Negotiates and executes Corporate Partnership Agreements, encompassing pricing, delivery, and standardized system platforms and processes.

• Coordinates and implements annual pricing platforms.

• Structures and manages capital projects from inception to installation.

• Regularly updates revenue status against plans, including current revenue, backlog, and proposed opportunities to ensure revenue gaps (GAP analysis) align with the targeted budget.

• Proactively seeks opportunities to replace competitive products with Nordson offerings using the Nordson NBS Customer Success model.

• Aligns TOP Products with Customer processes for standardization across all customer locations.

• Implements white space initiatives through Nordson Strategic Account Managers (SAMs) at plant-level locations.

• Reviews, organizes, cleanses, and aligns the existing Key Account database.

• Collaborates with internal stakeholders to advance Key Account strategies through whitespace fulfillment.

⛳️ Requirements

• Bachelor’s degree is preferred; however, 4 additional years of professional work experience may be accepted in lieu of a degree.

• A minimum of 5 years of experience with a proven successful track record in sales, marketing, product management, or business development.

• Preferred experience in specifying dispensing equipment to address problems and create a value proposition.

• Familiarity with CRM systems, particularly within SAP, Cloud for Customers (C4C), or Salesforce is preferred.

🏝️ Benefits

• Health insurance

• 401(k) matching

• Flexible work hours

• Paid time off

• Professional development opportunities