Nordson Corporation

Senior Strategic Account Manager – Industrial Sales

Nordson Corporation

full-time

Posted on:

Origin:  • 🇺🇸 United States • Illinois, Kentucky, Missouri, Ohio

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Salary

💰 $92,000 - $125,000 per year

Job Level

Senior

Tech Stack

Cloud

About the role

  • Establish a KEY Account structure inclusive, but not limited to the following: 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
  • Performs other duties as assigned

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
  • 2-4 years’ experience in either management and/or leading a team
  • 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.
  • Computer literacy and experience with Microsoft Office products (Outlook, Excel, Word and Power Point) and SAP is preferred
  • 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