Senior Key Account Manager – North America

Fortive

Key Account Manager responsible for managing key accounts and business development in industrial automation. Focusing on North America with a mix of strategic leadership and hands-on territory development.

Posted 7/7/2026full-timeElizabethtown • North Carolina • 🇺🇸 United StatesSeniorWebsite

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

We Are an Equal Opportunity Employer

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales Pipeline DevelopmentContract NegotiationPerformance AssessmentTechnical FluencyAccount Forecasting

Soft Skills

Excellent CommunicationSelf-StarterRelationship Building

Certifications

Bachelor's Degree in Electrical EngineeringMaster's Degree in Mechanical Engineering