Key Account Manager

Nordson Corporation; Delaware; 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 for our top customer segments. You will supervise the Key Account team, drive pre- and post-sales efforts, and implement strategies to expand relationships within existing and new customer groups.

Collaboration with Product Management and Growth is essential to align market needs with product strategy. You will supervise, coach, and develop the team, manage sales pipelines, and oversee SLAs.

Qualifications

• BA/BS degree or equivalent required.
• 8+ years of sales/key accounts or relevant commercial experience.
• Experience in electronics/industrial applications is a plus.
• Strong communication and stakeholder collaboration skills.
• Proven ability to drive sales process from plan to close.
• Excellent mentoring and people management abilities.
• Demonstrated urgency and ownership in commitments.

Responsibilities

• Supervise and lead Key Account team to hit revenue and profitability targets.
• Direct sales activities for the Top customer and manage accounts.
• Develop sales strategies based on NBS Next principles for EPS products.
• Plan and lead balanced sales growth and account penetration.
• Manage sales forecasting, pipeline reporting, and annual planning.
• Oversee SLAs and ensure timely responses and scope adherence.
• Collaborate with Product Management and Growth to reflect customer needs.
• Maintain strong customer relationships and drive key sales projects.

Skills

Strong communication

Sales leadership

Mentoring & people management

Self-motivated & proactive

Cross-functional collaboration

Data analysis & CRM reporting

Education

BA/BS degree or equivalent

Tools

CRM systems

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

Working 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.