[Remote] Strategic Account Manager, Industrial Machinery Sales

Note: The job is a remote job and is open to candidates in USA. Nordson Packaging, a global leader in precision dispensing and fluid management technologies, is seeking a Strategic Account Manager for their Industrial Machinery Sales division. The role involves developing and managing strategic initiatives within key accounts to drive profitable revenue growth through collaboration and effective account management.ResponsibilitiesEstablish 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 AmericasOverall account-specific program development and executionIdentification and relationship development of Customer contacts/departments having influential and decision-making capacityEstablish and maintain guidelines detailing rules of engagement from the C-level to plant-site locationsNegotiate and deliver Corporate Partnership Agreements inclusive of pricing, delivery and standardized system platforms and processesCoordinate and deliver annual pricing platformsStructure and management of capital projects from inception through installationRoutinely update revenue status against plan including current revenue, backlog and proposed Opportunities to ensure Revenue Gaps (GAP analysis) align with the targeted budgetActively seek opportunities to replace competitive products with Nordson products via the Nordson NBS Customer Success modelAlign TOP Products with Customer processes for standardization across all customer locationsExecute white space initiatives via Nordson Strategic Account Managers (SAM’s) at plant-level locationsReview, organize, cleanse and align existing KEY account databaseCollaborate with internal stakeholders to drive KEY account strategies through whitespace fulfillmentInterface with Nordson OEM Manager and OEM Team members on newly informed Customer projects to ensure alignment and coordination of unilateral benefitsEstablish 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 responseBuild in-depth allied vendor and Customer-centric relationships to maintain existing business and create added value-driven revenueIndustry knowledge of new markets, changes in existing markets, competitors' activities (prices and product changes), and needs for new or redesigned Nordson equipmentOutstanding project and territory management skills along with superior technical aptitudeComprehend and utilize SAP and C4C to maintain detailed and accurate customer filesMaintains detailed knowledge of Nordson products, prices, policies and procedures; knows which products best apply in all industry-based applicationsIndustry knowledge of new markets, changes in existing markets, competitors' activities (prices and product changes), and needs for new or redesigned Nordson equipmentPrepares and promptly submits reports and completes tasks in time frames as directed by ManagerSkillsBachelor's degree required. In lieu of degree, 4 additional years professional work experienceMinimum 5 years in with proven successful track record in sales, marketing, product management or business developmentExperience in specifying dispensing equipment to solve problems and create a value propositionExperience with CRM systems with a preference within SAP, Cloud for Customers (C4C) or SalesforceComputer literacy and experience with Microsoft Office products (Outlook, Excel, Word and Power Point) and SAP is preferredOutstanding project and territory management skills along with superior technical aptitudeComprehend and utilize SAP and C4C to maintain detailed and accurate customer filesMaintains detailed knowledge of Nordson products, prices, policies and procedures; knows which products best apply in all industry-based applicationsIndustry knowledge of new markets, changes in existing markets, competitors' activities (prices and product changes), and needs for new or redesigned Nordson equipmentPrepares and promptly submits reports and completes tasks in time frames as directed by Manager2-4 years' experience in either management and/or leading a team preferredExcellent, in-depth analytical skills to review markets, estimate potential sales opportunities, determine resources required to establish and execute KEY account strategiesExcellent written, oral communication and negotiation skills along with having the ability to present to leadership, internal stakeholders and C-level contacts at KEY accountsIntellectual curiosity to explore products or markets that may not have been thoroughly reviewed in the pastCollaborative skills to work with marketing, product management, engineering, and other internal groups to execute campaignsBenefitsMedical, Rx, Vision, Dental, and Health Savings Account (HSA)Retirement and Security benefits including 401k and Life InsurancePaid Time Off and Paid HolidaysEach employee receives 16 hours paid time each calendar year to perform volunteer services for Nordson-sponsored eventsAmple opportunities for giving exist at Nordson including our Matching Gifts ProgramCompany OverviewManufacturers rely on our equipment for the precise application and curing of powder coatings, liquid paint, ambient temperature adhesives and sealants, and food and beverage container production. It was founded in 1954, and is headquartered in Amherst, OH, US, with a workforce of 5001-10000 employees. Its website is http://www.nordson.com/ics.