Senior Key Account Manager – North America

Role Overview

• Build and deepen relationships with key account stakeholders, serving as their trusted partner through regular check-ins and proactive engagement
• Lead quarterly/bi-annual strategic reviews with key accounts, assessing performance against KPIs and co-creating growth roadmaps
• Maintain accurate account forecasts and gather ongoing customer feedback to keep solutions aligned with evolving needs
• Grow distributor relationships through balanced commitment-building, stretch targets, and effective incentive structures
• Negotiate contracts and pricing agreements that are mutually beneficial and consistent with company objectives
• Serve as an industry expert, tracking trends, competitors, and regulatory developments relevant to key accounts
• Maintain accurate records of customer interactions and deal activity in CRM
• Drive new business acquisition across North America in industrial automation, motion control, and power transmission segments
• Build and execute a territory/account-based strategy targeting high-potential verticals and mapping decision-makers within OEMs, panel builders, and end users
• Generate a qualified pipeline through direct prospecting, channel partner activation, and trade show engagement; own the full sales cycle through close
• Partner with product management and engineering to translate technical specs into business value for prospects
• Monitor competitive landscape and customer trends, feeding insights back into product roadmap and pricing strategy
• Travel 30-50% to support prospect meetings, trade shows, and key account development
• Apply Ralliant Business System (RBS) tools and methodologies to drive operational excellence in the sales process
• Participate in ongoing RBS training and brainstorming sessions to identify bottlenecks and improve sales effectiveness

Requirements

• Bachelor's/Master's degree in Electrical, Mechanical, or Electronics Engineering required
• 7+ years of sales experience spanning key account management and business development within industrial automation, electromechanical components, or motion control/power transmission, ideally with direct exposure to power components
• Proven track record both growing existing accounts and hunting/closing new logo business, with quantifiable pipeline and revenue results
• Strong knowledge of relevant end markets: material handling, data centers, cranes/hoists, oil & gas, elevators, mining, or similar heavy-duty/OEM applications
• Experience selling through a hybrid direct-OEM and distributor/channel model, including partner agreement negotiation
• Technical fluency to engage credibly with engineers and procurement on application requirements (torque, speed, environmental ratings) without an engineering background
• Demonstrated ability to build a sales pipeline from scratch via cold outreach, trade shows, and referrals
• CRM proficiency (Salesforce or similar) for pipeline management and forecasting
• Strong consultative/solution-selling skills across long, multi-stakeholder industrial sales cycles
• Excellent communication and negotiation skills with both technical and executive audiences
• Self-starter comfortable in a growth/hunting role rather than a maintained book of business
• Willingness to travel >30% across North America.

Benefits

• We Are an Equal Opportunity Employer