Strategic Account Manager

ESAB Corporation; Town of Texas (WI); On-site; USD 90,000 - 140,000; Full time

Job summary

ESAB Corporation, a premier global leader in connected fabrication technology and gas control solutions, seeks a Strategic Account Manager to drive profitable growth by winning new end-user accounts and expanding wallet share in strategic accounts.

The role combines hunter and orchestrator functions, owning revenue outcomes, developing account plans, and coordinating cross-functional teams across engineering, operations, and leadership to convert problems into ESAB solutions.

Qualifications

• +5 years in strategic sales, welding, industrial, or manufacturing environments.
• Proven track record in hunting new business.
• Converting technical solutions into commercial wins.
• Strong financial and analytical mindset (pipeline, forecasting, margin).
• Ability to influence Engineering, Operations, and Executive leadership.
• High ownership mentality (acts like a GM at account level).

Responsibilities

• Identify and prioritize new strategic end-user accounts in target segments.
• Build and execute entry strategies to penetrate accounts at all levels.
• Create and convert a qualified pipeline of new opportunities across the ESAB portfolio.
• Drive competitive displacement through solution-based selling.
• Lead customer discussions focused on Total Cost of Ownership addressing ESAB Workflow portfolio.
• Cover demands and customers forecast problem by providing monthly/quarterly demand to ESAB supply chain.

Skills

Strategic sales

Hunting new business

Forecasting

Stakeholder management

Account planning

Cross-functional collaboration

Job description

Founded in 1904, ESAB Corporation is a premier narrowly diversified global leader in connected fabrication technology and gas control solutions. Our rich history of innovative products, workflow solutions, and business system, ESAB Business Excellence, enables our purpose of Shaping the World We Imagine™.

Reporting to the Sales Director for EWS Strategic Accounts, this role is responsible for driving profitable growth by identifying, developing, and converting strategic end-user accounts through the EWS (End User Workflow Solutions) model

The Strategic Account Manager acts as a hunter + orchestrator, owning the full commercial outcome by:

• Winning new accounts
• Expanding share of wallets in existing strategic accounts
• Converting customer problems into multi-product solutions (Filler Metals, Equipment, Automation, Robotics, Digital)

Primary Responsibilities

• Identify and prioritize new strategic end-user accounts in target segments (e.g. O&G, Military, Nuclear, O&G, Yellow Goods, Trailers, Structural Steel)
• Build and execute entry strategies to penetrate accounts at all levels (Engineering, Operations, Purchasing, Executive)
• Create and convert a qualified pipeline of new opportunities across the full ESAB portfolio
• Drive competitive displacement through solution-based selling

EWS Solution Selling

• Lead customer discussions focused on Total Cost of Ownership addressing ESAB Workflow portfolio
• Convert customer pain points into integrated ESAB solutions:
• Partner with Application Engineers to design and validate workflow conversions
• Cover demands and customers forecast problem by providing monthly/quarterly demand to ESAB supply chain organization to different and support customers with stock on time and piece of mind

Commercial Ownership & Growth Delivery

• Own full performance of assigned accounts:
• Revenue growth
• Share of wallet expansion
• Lead large conversions (e.g., John Deere, CAT - type opportunities)
• Ensure execution readiness (inventory, service, support, technical validation)
• Account Planning: Build and maintain structured Account Plans for Top Accounts: Opportunity sizing, Stakeholder mapping, Conversion strategy, Competitive landscape, Review and update monthly
• Funnel Management: Maintain a clean, qualified pipeline
• Growth Bridge: Clearly define and track Run Rate, Churn risk and Growth initiatives (translate pipeline into realistic revenue bridge)
• Forecasting: Quarterly Forecast (accurate and aligned with pipeline reality), Monthly Commit / Upside view, No surprises (full transparency)
• Weekly Sales Pulse / Flash: Provide a weekly update including Current month performance vs plan, Key wins / losses, Risks to closing, Support required (Apps, Ops, Product, Leadership)

Highlight where intervention is needed to close the month

Partnership with Regional Sales Teams

• Work hand-in-hand with Territory Sales Managers (TSMs) and Regional Sales Directors
• Provide (1) Strategic direction, (2) Solution leadership and (3) Support on complex conversions
• Elevate local opportunities into EWS-driven growth plays

Success Metrics (New accounts opened / penetrated)

• Pipeline value and conversion rate
• Revenue growth vs target (by account)
• Share of wallet expansion
• Automation / Equipment / Digital pull-through
• Forecast accuracy

Qualifications

• +5 years in strategic sales, welding, industrial, or manufacturing environments
• Proven track record in:
• Hunting new business
• Converting technical solutions into commercial wins
• Strong financial and analytical mindset (pipeline, forecasting, margin)
• Ability to influence Engineering, Operations, and Executive leadership
• High ownership mentality (acts like a GM at account level)

Working Conditions

• Domestic travel required ~80%.
• Remains in a stationary position 50% of the time and involves additional physical demands such as ascending/descending stairs, walking stooping and standing
• Must wear Personal Protective Equipment ‘PPE’ when working/visiting manufacturing and plant locations
• Constantly operates a computer and other office productivity machinery including but not limited to printer, tablets, cell phones.
• Moves transports, puts, or removes equipment weighing up to 50 lbs.; pushes, pulls products weighing up to 200 lbs. using provided safety tools.
• May be exposed to varying weather during travel.