Strategic Account Manager

Job Opportunity At Nordson Test & Inspection

Nordson Test & Inspection is seeking an experienced and highly motivated individual to join our team. We are committed to creating a diverse and inclusive workplace, and we are looking for candidates who share that same commitment.

As a member of our team, you will have the opportunity to work in a dynamic and collaborative environment where your ideas and contributions will be valued and respected.

Job Summary:

Drive growth by increasing market share within key strategic accounts, including key customers and strategic focus segments. Represent the full Nordson X-Ray and Test product range, and build strong, professional relationships to promote our value and win new business. Take full ownership of account development, coordinating internal teams to support opportunities. Provide monthly business updates to senior leadership and maintain accurate forecasts using CRM tools. Adhere to Nordson's Go-To-Market strategy to ensure consistent execution. Success will be measured by market share growth, new business wins, improved profitability, and high customer satisfaction.

Key Account Ownership & Strategic Management:

Take full ownership and responsibility for designated key accounts at all levels of their business. Coordinate all activity in the key account and report to management on progress, projects, opportunities, and requirements. Organigram key account organizations including key locations and decision makers, and establish plans to maximize account penetration. Work closely with the regional sales directors and the divisional VP on strategies for each account. Work with other key account managers to maximize on "Best Practice" and knowledge globally.

Customer Relationship & Value Proposition:

Promote the divisional value proposition and capabilities across the entire division to win profitable business within the customers' facilities. Work to position Nordson as the preferred supplier across the key accounts multiple facilities. Ensure Nordson is presented in the best possible light at executive level, opening doors at local level for revenue opportunities. Drive outstanding customer satisfaction, measured through any VOC programs and regular customer inputs.

Cross-Functional & Global Collaboration:

Manage the company resources (e.g., applications, sales, service, leadership etc.) to penetrate opportunities and win business. Where applicable, coordinate resources globally to ensure success on the nominated customer. Share progress and successes with the local resources on a regular basis to maintain "buy in" and excellent support. Work with all the divisional resources to ensure profitable revenue, profitable order bookings, and optimized working capital.

Operational Excellence & Compliance:

Work with Nordson leadership team and legal group to ensure export compliance, contractual compliance, and all local and international legal regulations are met. Ensure that delivery expectations are accurately managed through clear and concise communications (internally and with the customer).

Forecasting, Reporting & CRM Management:

Maintain project pipeline weekly ensuring key opportunities are up to date in the customer relationship management system and maintain customer data in C4C. Provide accurate and timely forecasts (through the CRM tools) on product/business win forecasts, minimum of 12 months rolling.

Education & Experience Requirement:

Essential: 5+ years of experience in sales/key account management for capital equipment, bachelor's degree in business, marketing, or engineering, experience in solution selling to large multinational accounts, high technical capability to sell complex electronic solutions, English fluency, excellent communication and interpersonal skills, proven ability to drive the sales process from plan to close, planning and forecasting skills, CRM proficiency (e.g., C4C). Preferred skills & abilities: excellent analytical capability and data driving decision-making, excellent negotiation skills, time management, prioritization, and delegation, flexibility and openness to feedback, ability to lead, coach, and develop account plans, ability to inspire and motivate cross-functional teams, fluency in additional languages, expertise in spreadsheets, presentations, and databases, experience in semiconductor and electronic assembly markets.