Nordson Corporation

Account Manager

• 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

Senior Strategic Account Manager – Industrial Sales

• Build and maintain long-term relationships with defined customer base to ensure satisfaction and to increase revenues.
• Identifies, develops and typically closes new sales opportunities; develops medium to long-term sales plans and prepares strategies to protect, grow and diversify the relationship with targeted customers.
• Work closely with cross-functional departments, such as Engineering, Operations, Marketing, Quality and Customer Service to accomplish goals.
• Essential duties include meeting monthly, quarterly, and annual sales quotas for revenue growth.
• Leads strategic account management by mapping out Key Account organization and developing relationships with key decision makers to understand what is required to add value, win new business.
• Lead Nordson Medical’s strategic objectives and account planning process for Key accounts including revenue targets and performance objectives.
• Act as a strong customer advocate and inform Nordson Medical business units with what is required to win new business.
• Collaborate with North America Sales Manager and Product team on price adjustments, new product implementation, and contractual negotiations.
• Increase sales volume for assigned products and markets in line with marketing strategies, goals, and targets.
• Identify and develop customers for existing products to profitably increase sales to meet and exceed growth targets.
• Utilize technical expertise in products, processes, and applications to accelerate qualification of existing and new products at potential customers.
• Identify, analyze, and provide timely market information (pricing dynamics, competitive situation, market evolution).
• Maintain up-to-date record system for accounts, products, and distributors to ensure continuity of strategy.
• Build the business by generating leads and liaising between strategic clients and internal departments.
• Proactively assess, clarify, and validate customer needs; coordinate involvement of company personnel to meet account objectives.
• Provide feedback for product development representing the voice of the customer as needed.
• Attend state, regional, and national trade shows as appropriate; perform other related duties.
• Maintain relationships and provide reporting and health checks for key customer stakeholders; drive improvement programs.

Senior Account Manager (Medical Device Components)

Sales

• Lead the North America commercial team; work on strategic growth and operating plan execution; responsible for leading sales in NA focusing on profitable growth and Nordson leadership in strategic segments.
• Build and maintain a strong opportunity pipeline; achieve targets in growth and profitability; deliver best-in-class commercial experience to customers.
• Utilize Nordson Business System, NBS Next, to ensure sales opportunities and level of commercial service deliver profitable growth.
• Align NA commercial activities to a close-to-the-customer model; maximize growth in strategic segments.
• Lead development and execution of sales acceleration plans; drive growth in focus segments and new product launches.
• Maintain/grow pipeline through funnel management; meet/exceed sales forecasts.
• Collaborate with marketing to establish relationships with end customers and distributors.
• Demonstrate talent management: hire, coach, develop; increase engagement.
• Partner with Finance for measurement/reporting of metrics and cost control.
• Establish and adhere to yearly departmental budgets.
• Perform other duties as assigned.

Senior Strategic Account Manager – Industrial Sales

Senior Account Manager (Medical Device Components)

Sales Manager, North America