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Nordson Corporation · 6 hours ago

Strategic Account Manager

Minnesota, United States

Full-time

Hybrid

Senior Level, Lead/Staff

10+ years exp

Nordson Corporation is a global leader in Interventional Solutions and is seeking an experienced Strategic Account Manager to join their team. This role focuses on developing global customer relationships and ensuring growth through strategic account management and proactive communication with key stakeholders.

IndustrialManufacturingPackaging ServicesTest and Measurement

Responsibilities

Sales growth - Meets monthly, quarterly and annual assigned sales quotas for revenue growth and strategic objectives in assigned territory or assigned accounts

Strategic Account Management - Maps out Key Account organization and develops relationships with key decision makers to understand what is required to add value, win new business, and exceed expectations. Leads Nordson’s strategic objectives and account planning process for the Key accounts to include revenue targets and performance objectives

Is strong customer advocate and informs and educates Nordson Medical business units with what is required to win new business

Establishes consultative, productive, and professional relationships with customers globally and influences key stakeholders and C-level executives who occupy the primary buying position

Communicates Nordson Medical’s value proposition for both products and service and is a trusted advisor to the customer

Leads communication efforts between the selected accounts and Nordson Medical business units, establishing recurring calls, business reviews, and visits

Proactively assesses, clarifies, and validates customer/prospective customer needs on an on-going basis

Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customer/prospect expectations

Provides customer feedback for product development representing the voice of the customer as needed

Manages and develops the Regional Account Managers around the world to support retaining and winning business locally

Supports the division with insight and analysis on market development and other strategies to drive profitable growth

Attends state, regional, and national trade shows as appropriate

Performs other related duties as assigned

Relationship-building with key stakeholders on a global level throughout the account lifecycle

Serve as the single, global point of contact for all things Nordson Medical

Serve as the escalation point and manager of support and service escalations

Ability to network across an organization globally; establish relationships with key decision makers

Provide reporting to cross-functional areas and senior management

Provide detailed summaries of the overall needs, health and key issues of the supported customers

Provide periodic health checks and business reviews to key customer stakeholders; review metrics, articulating areas of strength, and developing programs for improvement and/or remediation opportunities

Achieves assigned sales quota for the global parent accounts

Meets and maintains company expectations for average sales pricing and profitability

Completes customer/prospect account plans that meet company standard

Maintains high customer satisfaction ratings that meet company standards

Qualification

Strategic Account ManagementMedical Device SalesConsultative SellingAnalytical SkillsCRM ProficiencyNegotiation SkillsCommunication SkillsRelationship BuildingOrganizational SkillsProblem-Solving Skills

Required

Bachelor's degree in engineering or business with demonstrable technical acumen

An ability to think critically and strategically while considering the needs of both the customer and company

Minimum of 10 years of proven successful work experience in medical device sales to OEMs and contract manufacturers

Prior people leadership experience required

Expert knowledge and application of strategic, tactical, and consultative selling principles in a complex sales environment

Strong analytical skills, including market strategy, customer requirements and success factors, and a value-based selling process

High level of drive and ability to influence and make things happen

Advanced communication skills, both verbal and written, with the ability to create impactful presentations

Negotiation, contracting, and problem-solving skills

Proven relationship building skills with demonstrated knowledge of territory development and customer retention (by phone and in person)

Strong organization and planning skills with an attention to detail and accuracy

Must possess a thorough understanding of work related standards and regulations, including but not limited to Standard Operating Procedures (SOPs) and Quality System Regulations (QSRs), both US and international

Demonstrated proficiency utilizing the Web, MS Office, Salesforce, and/or other CRM tools