Strategic Industry Key Account Manager

Mettler-Toledo, Inc.; Columbus (OH); On-site; USD 120,000 - 190,000; Full time

Benefits offered by this job

Medical, dental and vision care

401(k) with company matching

Tuition reimbursement

Parental and caregiver leave policies

Paid time off and disability insurance

Job summary

METTLER TOLEDO is seeking an Industry Key Account Manager to lead strategic growth for North American key accounts. You will own executive relationships, drive enterprise-wide initiatives, and expand the adoption of our software, services and digital offerings across multiple plants and regions.

In a matrix environment you will coordinate cross-functional teams, develop strategic account plans, and deliver measurable business outcomes while traveling 50-70% and collaborating with global account

Qualifications

• Bachelor's degree in Chemistry, Natural Sciences or Business.
• 5 years of Field Sales experience and/or training; or equivalent combination of education and experience.
• Experience selling enterprise software, digital manufacturing, automation, or operational technology solutions.
• Proven success leading multi-site and multi-million-dollar account strategies.
• Knowledge of Industry 4.0, Smart Manufacturing, MES, IIoT, Digital Transformation, and Operational Excellence initiatives.
• Experience presenting business cases to executive leadership team
• Significant experience with ERP and/or CRM systems; SAP preferred.
• Proficiency with Microsoft Office including Outlook, Excel, Word and PowerPoint.
• Strong written and verbal communication skills, ability to make presentations to senior groups and demonstrate strong interpersonal skills.
• Ability to conform to shifting priorities, demands and timelines through analytical and problem-solving capabilities.
• Ability to elicit cooperation from a wide variety of sources, including senior management, customers, internal departments and third party subcontractors and vendors

Responsibilities

• Develop and execute annual and multi-year Strategic Account Plans for assigned Key Accounts.
• Build and maintain executive-level relationships including Operations, Engineering, Manufacturing, Quality, Procurement, Digital, and C-Suite stakeholders.
• Identify enterprise-wide opportunities for standardization, digitalization, and service agreements. Lead complex sales pursuits involving multiple business units, plants, and geographic regions.
• Establish and monitor account KPIs including revenue growth, share of wallet, strategic project conversion, customer satisfaction, and executive engagement.
• Facilitate executive business reviews and strategic planning sessions with customer leadership teams. Identify mergers, acquisitions, capital investment plans, and market trends impacting customer growth strategies.
• Collaborate with Global Account Management teams to ensure alignment of customer strategies and execution worldwide.
• Drive recurring revenue growth through service contracts, software subscriptions, validation services, and lifecycle management programs.
• Utilize a consultative sales approach to create divisional & national opportunities, manage the sales cycle, defend our competitive position and develop strong customer relationships.
• Develop national strategic partnerships with existing and targeted high-profile Key Accounts
• Manages time, territory and expenses within budget while maximizing productivity
• Use of MT-provided CRM, communication and other technology and territory development tools in accordance with Spinnaker requirements and frequency.

Skills

Field Sales experience

Enterprise software sales

Digital manufacturing

Strategic account leadership

Executive-level presentation

MS Office proficiency

Strong communication

Adaptability

Cross-functional collaboration

Education

Bachelor's Degree in Chemistry, Natural Sciences or Business

Tools

SAP

Job description

Our Opening and Your Responsibilities

This position is responsible for developing, leading, and executing strategic account growth programs for assigned North American Key Accounts. The Industry Key Account Manager serves as the primary executive relationship owner and trusted advisor, driving enterprise-wide business development initiatives, corporate standardization programs, digital transformation opportunities, and long-term strategic partnerships. The role is accountable for profitable growth, customer retention, market share expansion, and increased adoption of METTLER TOLEDO's portfolio of solutions, software, services, and digital offerings.

Working within a matrix organization, the Industry Key Account Manager coordinates cross-functional resources across sales, service, engineering, product management, automation, and digitalization teams to deliver measurable business outcomes for customers.

Essential Duties and Responsibilities

• Develop and execute annual and multi-year Strategic Account Plans for assigned Key Accounts.
• Build and maintain executive-level relationships including Operations, Engineering, Manufacturing, Quality, Procurement, Digital, and C-Suite stakeholders.
• Identify enterprise-wide opportunities for standardization, digitalization, and service agreements. Lead complex sales pursuits involving multiple business units, plants, and geographic regions.
• Establish and monitor account KPIs including revenue growth, share of wallet, strategic project conversion, customer satisfaction, and executive engagement.
• Facilitate executive business reviews and strategic planning sessions with customer leadership teams. Identify mergers, acquisitions, capital investment plans, and market trends impacting customer growth strategies.
• Collaborate with Global Account Management teams to ensure alignment of customer strategies and execution worldwide.
• Drive recurring revenue growth through service contracts, software subscriptions, validation services, and lifecycle management programs.
• Utilize a consultative sales approach to create divisional & national opportunities, manage the sales cycle, defend our competitive position and develop strong customer relationships.
• Develop national strategic partnerships with existing and targeted high-profile Key Accounts
• Manages time, territory and expenses within budget while maximizing productivity
• Use of MT-provided CRM, communication and other technology and territory development tools in accordance with Spinnaker requirements and frequency.

What You Need to Succeed

Education, Experience & Skills

• A minimum of a Bachelor's Degree in the field of Chemistry, Natural Sciences or Business.
• 5 years of Field Sales experience and/or training; or equivalent combination of education and experience.
• Experience selling enterprise software, digital manufacturing, automation, or operational technology solutions.
• Proven success leading multi-site and multi-million-dollar account strategies.
• Knowledge of Industry 4.0, Smart Manufacturing, MES, IIoT, Digital Transformation, and Operational Excellence initiatives.
• Experience presenting business cases to executive leadership team
• Significant experience with ERP and/or CRM systems; SAP preferred.
• Proficiency with Microsoft Office including Outlook, Excel, Word and PowerPoint.
• Strong written and verbal communication skills, ability to make presentations to senior groups and demonstrate strong interpersonal skills.
• Ability to conform to shifting priorities, demands and timelines through analytical and problem-solving capabilities.
• Ability to elicit cooperation from a wide variety of sources, including senior management, customers, internal departments and third party subcontractors and vendors

Working Conditions

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is typically equal to or may be slightly higher than the average office environment based on the customer work location. Other physical conditions are consistent with a typical office environment.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel and talk or hear. The employee is occasionally required to reach with hands and arms. While performing the duties of this job, the employee is regularly required to sit for approximately 40% of the time, stand 30%, and kneel and bend 30%. The incumbent must be able to use a personal computer and talk on the phone. The employee requires manual dexterity in using a personal computer. The job involves lifting tasks normally limited to 8 lbs. or less.

Travel

Must have the ability to travel by air based on business need. Travel requirements for this position are typically 50-70% and international travel is required. The ability to operate a motor vehicle is required.

Our Offer to You

• Medical, dental and vision care coverage and a 401(k) savings plan with company matching – all starting on date of hire
• Tuition reimbursement, employee wellness programs, plus other perks and discounts
• Parental and caregiver leave policies
• All the usual benefits such as paid time off, flexible spending, short-and long-term disability, basic life insurance, business travel insurance, Employee Assistance Program, and domestic partner benefits
• Global market strength and worldwide leadership in weighing
• A brand name that is identified worldwide with precision, quality, and innovation
• Thousands of patents, design and innovation awards
• A commitment to extraordinary service on our state-of-the-art equipment

About Mettler Toledo

METTLER TOLEDO is a global leader in precision instruments and services. We are renowned for innovation and quality across laboratory, process analytics, industrial, product inspection, and retailing applications. Our sales and service network is one of the most extensive in the industry. Our products are sold in more than 140 countries, and we have a direct presence in approximately 40 countries. For more information, please visit www.mt.com.

Equal Opportunity Employment

We are an equal opportunity employer and value diversity at our company. We give consideration for employment without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity, genetic information, protected veteran status, or any other protected classification. You can find more details in our Equal Employment Opportunity Policy. If you’d like more information about your EEO rights as an applicant under the law, please click here.