Senior Strategic Account Manager, Industrial Machinery Sales

Nordson Packaging is a global leader in precision dispensing, fluid management, and related technologies serving packaging manufacturing processes. The Senior Strategic Account Manager develops and manages strategic initiatives for key accounts, drives profitable revenue growth, and coordinates account strategies, customer relationships, pricing, capital projects, and competitive product conversions across a multistate territory.

Responsibilities:

• Strategize, blueprint, implement and manage an evolutionary growth plan for assigned TOP Customers / Key Accounts within the Americas
• Overall account-specific program development and execution
• Identification and relationship development of Customer contacts/departments having influential and decision-making capacity
• Establish and maintain guidelines detailing rules of engagement from the C-level to plant-site locations
• Negotiate and deliver Corporate Partnership Agreements inclusive of pricing, delivery and standardized system platforms and processes
• Coordinate and deliver annual pricing platforms
• Structure and management of capital projects from inception through installation
• Routinely update revenue status against plan including current revenue, backlog and proposed Opportunities to ensure Revenue Gaps (GAP analysis) align with the targeted budget
• Actively seek opportunities to replace competitive products with Nordson products via the Nordson NBS Customer Success model
• Align TOP Products with Customer processes for standardization across all customer locations
• Execute white space initiatives via Nordson Strategic Account Managers (SAM’s) at plant-level locations
• Review, organize, cleanse and align existing KEY account database
• Collaborate with internal stakeholders to drive KEY account strategies through whitespace fulfillment
• Interface with Nordson OEM Manager and OEM Team members on newly informed Customer projects to ensure alignment and coordination of unilateral benefits
• Establish an intrinsic and mutually collaborative relationship with Nordson Technical Service Manager in anticipation of training opportunities and prioritization of Top Customer needs during unscheduled downtime and on-site technical repair response
• Build in-depth allied vendor and Customer-centric relationships to maintain existing business and create added value-driven revenue
• Industry knowledge of new markets, changes in existing markets, competitors' activities (prices and product changes), and needs for new or redesigned Nordson equipment
• Outstanding project and territory management skills along with superior technical aptitude
• Comprehend and utilize SAP and C4C to maintain detailed and accurate customer files
• Maintains detailed knowledge of Nordson products, prices, policies and procedures; knows which products best apply in all industry-based applications
• Industry knowledge of new markets, changes in existing markets, competitors' activities (prices and product changes), and needs for new or redesigned Nordson equipment
• Prepares and promptly submits reports and completes tasks in time frames as directed by Manager

Requirements:

• Bachelor's degree required
• In lieu of degree, 4 additional years professional work experience
• Minimum 5 years in with proven successful track record in sales, marketing, product management or business development
• Experience in specifying dispensing equipment to solve problems and create a value proposition
• Experience with CRM systems with a preference within SAP, Cloud for Customers (C4C) or Salesforce
• Excellent, in-depth analytical skills to review markets, estimate potential sales opportunities, determine resources required to establish and execute KEY account strategies
• Excellent written, oral communication and negotiation skills along with having the ability to present to leadership, internal stakeholders and C-level contacts at KEY accounts
• Intellectual curiosity to explore products or markets that may not have been thoroughly reviewed in the past
• Collaborative skills to work with marketing, product management, engineering, and other internal groups to execute campaigns
• Estimated  75 % with 1 to 3 overnights a week. Multi State Territory
• Computer literacy and experience with Microsoft Office products (Outlook, Excel, Word and Power Point) and SAP is preferred