Key Account Manager

Nordson Corporation; Amherst, Northern (OH, KY); On-site; USD 120,000 - 160,000; Full time

Job summary

Nordson Measurement & Control is seeking an experienced Key Account Manager to lead commercial activities, supervise the Key Account team and drive all pre- and post-sales activities for the division’s Top Customer. Using NBS Next principles, you will develop strategy to win new business from within existing groups while expanding relationships with other potential customers.

You will guide sales efforts across EPS products, manage the pipeline, and collaborate with Product Management and Growth

Qualifications

• BA/BS degree or equivalent.
• 8+ years’ work experience in sales, key accounts, or relevant commercial experience.
• Experience in electronics / industrial applications, capital equipment is a plus.
• Strong communication skills and ability to collaborate with different stakeholders.
• Proven ability to drive the sales process from plan to close.
• Excellent mentoring and people management skills.
• Proven skills in customer interactions with profound sense of urgency and ownership.
• Self-motivated and self-directed.

Responsibilities

• Supervise, coach, and lead Key Account team to achieve target revenue and profitability goals
• Act in a direct sales capacity for the Top customer, including all general Sales and account management activities
• Develop sales strategies based on NBS Next principles inclusive of all EPS products and offerings
• Plan, organize, and lead balanced sales growth, continued account penetration, and customer satisfaction
• Manage sales pipeline reporting, forecasting and aid in the creation of the annual plan for the Top
• Oversees key account personnel scheduling to support customer needs
• Drive new product enablement, growth initiatives and liaison as a contact for business and technical concerns
• Own and regularly update the strategic account plan backed by opportunities pipeline
• Establish and maintain strong customer relationships with both internal and external customers
• Drive execution of key priorities and customer sales projects/opportunities, including process management and CRM reporting
• Perform Other duties as assigned

Skills

Key account management

Sales strategy

Team leadership

Customer relationships

Forecasting

Negotiation

Cross-functional collaboration

Communication

CRM reporting

Education

BA/BS degree or equivalent

Tools

CRM

Sales pipeline management

Job description

Nordson Measurement & Control, a global leader in Measurement & Control, is seeking an experienced and highly motivated individual to join our team. We are committed to creating a diverse and inclusive workplace, and we are looking for candidates who share that same commitment.

Summary of the role

As a member of our team, you will have the opportunity to work in a dynamic and collaborative environment, where your ideas and contributions will be valued and respected.

Job Summary

The Key Account Manager is responsible for leading the commercial activities, supervising the Key Account team and driving all pre and post sales activities for the Division’s Top Customer. Using NBS Next principles, the Key Account Supervisor will work to build and implement strategy to bring in new business from within existing customer groups while developing new relationships with other potential customer groups while leading the Key Account Commercial team and activities to meet operating plan goals.

Essential Job Duties and Responsibilities

• Supervise, coach, and lead Key Account team to achieve target revenue and profitability goals
• Act in a direct sales capacity for the Top customer, including all general Sales and account management activities
• Develop sales strategies based on NBS Next principles inclusive of all EPS products and offerings
• Develop sales strategies based on NBS Next principles inclusive of all EPS products and offerings
• Plan, organize, and lead balanced sales growth, continued account penetration, and customer satisfaction
• Manage sales pipeline reporting, forecasting and aid in the creation of the annual plan for the Top
• Supervises the performance of direct reports by developing accountabilities, establishing performance objectives, providing career counseling, feedback and guidance and ensuring that all policies are understood and adhered to
• Supervise, lead and coach the Technical Support team, providing direction to skilled employees, Supervisor and Key Account resources in line with company and division strategies
• Manage internal and external Service Level Agreements (SLAs), ensuring timely response times and adherence to scopes of work.
• Oversees key account personnel scheduling to support customer needs, including SME deployment, sales efforts, cross-regional needs, new product introduction and acceleration and support of other functional areas.
• Work collaboratively with Product Management and Growth and Strategy teams to ensure free flow of information on market status and customer needs to ensure product strategy reflects true customer needs
• Work collaboratively with operations to ensure that customer requested dates for machines and spare parts are being met by the division
• Drive new product enablement, growth initiatives and liaise as a contact for business and technical concerns
• Own and regularly update the strategic account plan backed by opportunities pipeline
• Establish and maintain strong customer relationships with both internal and external customers
• Drive execution of key priorities and customer sales projects/opportunities, including process management and CRM reporting
• Perform Other duties as assigned

Education and Experience Requirements

• BA/BS degree or equivalent.
• 8+ years’ work experience in sales, key accounts, or relevant commercial experience
• Previous work experience in electronics / industrial applications, capital equipment is a plus
• Strong communication skills and ability to collaborate with different stakeholders
• Proven ability to drive the sales process from plan to close
• Excellent mentoring and people management skills
• Proven skills in customer interactions with profound sense of urgency and ownership based on dedication and drive to deliver on commitments.
• Self-motivated and self-directed

Preferred Skills and Abilities

• Ability to interact effectively at all levels of an organization with maturity and soft communication skills
• Strong commercial instincts, negotiating skills, sales planning, reality-based opportunity assessment
• Must demonstrate adaptability, energy/commitment, problem solving, perspective, process management and communication
• Experience working with cross-functional teams in different geographic locations
• Ability to motivate a team
• Able to analyze data and sales statistics and translate results into better solutions

Work Conditions and Physical Demands

Office environment. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. Travel Required Estimated 40-50%

About Nordson Measurement & Control

Nordson Measurement & Control designs, develops and produces a wide range of process measurement and control instrumentation for a broad scope of manufacturing industries. By joining our team today, you will help us bring innovative ideas to life. Nordson Measurement & Control is a global team that works to create intelligent solutions that help our customers improve their manufacturing process, produce better products and become even more competitive. We offer a supportive culture in a growing and dynamic work environment. Whether you're just beginning your career or you're a seasoned professional, there's a place for you to belong at Nordson Measurement & Control. We offer hourly and salary positions in production, maintenance, customer service, quality, engineering, and more. We actively invest in our teams to help you build your skillsets and advance your career. At Nordson, we believe that anything is possible. We empower our global team of employees to engineer, manufacture, and market innovative products and systems that are essential to everyday life. These differentiated products and systems are used for precision dispensing and processing and serve a variety of end markets, including packaging, transportation, medical, and electronics. Founded in 1954, we are guided by our values of integrity, respect for people, customer passion, energy, and excellence. We care for our employees and provide them with opportunities to advance their careers and make an impact, inside and outside of work. Nordson is headquartered in Westlake, Ohio, and has direct operations in more than 35 countries to support our products and systems with application expertise and a direct global sales and service organization.