Key Account Manager

Fuller; Allentown (Lehigh County); On-site; USD 110,000 - 160,000; Full time

Job summary

Fuller Technologies is seeking a seasoned Key Account Manager to lead strategic relationships with top customers, aligning their priorities with Fuller’s capabilities across equipment, services, modernization, and lifecycle solutions.

You will partner with senior leaders, coordinate global teams, and drive long-term growth while maintaining profitability. This role requires fluency in Spanish and English, strong negotiation skills, and up to 75% travel to support key accounts.

Qualifications

• Bachelor's degree in Business, Engineering, or related field; advanced degree preferred.
• 10+ years of progressive experience in industrial sales, strategic account management, business development, or commercial leadership.
• Experience within heavy industrial, engineered equipment, process industries, or similar complex B2B environments.
• Proven success managing senior-level customer relationships and developing long-term partnerships with large or multi-site industrial organizations.
• Experience leading complex commercial opportunities involving capital equipment, aftermarket services, modernization, and lifecycle solutions.
• Strong commercial acumen with experience in strategic negotiations, account planning, pricing strategy, and profitability management.
• Ability to influence and coordinate cross-functional and global teams without direct reporting authority.
• Excellent executive communication, presentation, negotiation, and relationship-management skills.
• Full professional fluency in both Spanish and English.
• International business experience and the ability to work effectively across cultures.
• Strong proficiency with CRM systems and commercial reporting tools.
• Ability and willingness to travel up to 75%.

Responsibilities

• Develop and execute long-term strategic account plans aligned with customer priorities and Fuller’s growth strategy.
• Build and maintain trusted relationships with executive leaders and procurement, engineering, and operations stakeholders.
• Develop deep understanding of customers’ business strategies, capital plans, and growth initiatives.
• Identify and coordinate opportunities across capital equipment, aftermarket services, modernization, and lifecycle solutions.
• Lead executive-level customer meetings, business reviews, and strategic partnership discussions.
• Coordinate cross-functional teams to deliver a unified customer strategy.
• Influence commercial strategy and support negotiations for high-value opportunities while balancing profitability.
• Monitor customer performance, market trends, and competitive activity to identify risks and opportunities.
• Represent the voice of the customer across Fuller with priorities, insights, and market intelligence.
• Maintain strategic account plans, forecasts, pipelines, and executive engagements in CRM.
• Lead accounts receivable discussions with key customers to ensure current revenue.
• Travel to customer sites and meetings to strengthen relationships and develop new opportunities.

Skills

Executive communication

Negotiation

Relationship management

Cross-functional influence

CRM proficiency

Bilingual Spanish/English

Education

Bachelor's degree in Business, Engineering, or related field

Advanced degree preferred

Tools

CRM systems

Commercial reporting tools

Job description

Lead Strategic Partnerships. Drive Long-Term Growth.

At Fuller Technologies, our strongest customer relationships go far beyond a single project or solution. We partner with customers across the lifecycle of their operations, bringing together equipment, service, aftermarket, modernization, and technical expertise to help them achieve their business goals.

As Key Account Manager, you’ll have the opportunity to shape those partnerships at the highest level — connecting customer priorities with the full capabilities of a global organization and creating lasting value for both our customers and Fuller.

About The Role

The Key Account Manager is responsible for developing and leading strategic relationships with some of Fuller Technologies’ most important customers. This role builds trusted partnerships with senior customer leaders, identifies opportunities for long‑term growth, and coordinates Fuller’s commercial and technical teams to deliver an integrated approach across key accounts.

About The Department

The Sales team is responsible for developing customer relationships and driving sustainable commercial growth across Fuller Technologies’ portfolio. The team works closely with Service, Product Management, Engineering, Operations, and regional leadership to connect customer needs with the right solutions and expertise.

Your Responsibilities

• Develop and execute long-term strategic account plans aligned with customer priorities and Fuller’s commercial growth strategy.
• Build and maintain trusted relationships with executive leaders, corporate decision-makers, plant leadership, procurement, engineering, and operations stakeholders.
• Develop a deep understanding of customers’ business strategies, capital investment plans, operational priorities, and long-term growth initiatives.
• Identify and coordinate strategic opportunities across capital equipment, aftermarket services, modernization, digital solutions, and lifecycle offerings.
• Lead executive-level customer meetings, business reviews, account planning sessions, and strategic partnership discussions.
• Coordinate Area Sales, Technical Sales, Product Management, Engineering, Service, Operations, and regional leadership to deliver a unified customer strategy.
• Influence commercial strategy and support negotiations for complex, high‑value opportunities while balancing customer objectives and business profitability.
• Monitor customer performance, competitive activity, market trends, and industry developments to identify strategic risks and growth opportunities.
• Represent the voice of the customer by sharing customer priorities, market intelligence, and competitive insights across Fuller.
• Maintain strategic account plans, forecasts, opportunity pipelines, and executive engagement activities within CRM systems.
• Lead regular accounts receivable discussions with key customers to support consistent and current revenue.
• Travel to customer sites and business meetings as required to strengthen strategic relationships and develop new opportunities.

You bring

• Bachelor’s degree in Business, Engineering, or a related field; an advanced degree is preferred.
• 10+ years of progressive experience in industrial sales, strategic account management, business development, or commercial leadership.
• Experience within heavy industrial, engineered equipment, process industries, or a similarly complex B2B environment.
• Proven success managing senior‑level customer relationships and developing long‑term partnerships with large or multi‑site industrial organizations.
• Experience leading complex commercial opportunities involving capital equipment, aftermarket services, modernization, and lifecycle solutions.
• Strong commercial acumen with experience in strategic negotiations, account planning, pricing strategy, and profitability management.
• Ability to influence and coordinate cross‑functional and global teams without direct reporting authority.
• Excellent executive communication, presentation, negotiation, and relationship‑management skills.
• Full professional fluency in both Spanish and English.
• International business experience and the ability to work effectively across cultures.
• Strong proficiency with CRM systems and commercial reporting tools.
• Ability and willingness to travel up to 75%.

As an equal opportunity employer, Fuller Technologies embraces diversity and equality by promoting an environment of inclusion. We encourage applicants of all backgrounds to apply irrespective of sex, gender identity/expression, disability, sexual orientation, or age. The more diverse our employees are, the stronger our team is.

What We Offer

At Fuller Technologies, you’ll join a global organization with deep industry expertise and the opportunity to make a meaningful impact on our customers and our business. You’ll work across regions and functions, build relationships with senior industry leaders, and have the autonomy to shape strategic customer partnerships while being supported by a collaborative global team.

Build a better world

Fuller Technologies helps build societies all over the world by contributing to the infrastructure needed for global economic growth. It is a big responsibility, and we are committed to driving growth while minimising environmental impact. To achieve this, your skills, your curiosity, and your drive for change are important. Together in our diverse team, we collaborate in an inclusive and supportive environment to discover further ways to economic and environmental success.

For further information on Fuller Technologies' business and services, visit https://www.fuller-technologies.com/