Senior Strategic Account Manager, Industrial Machinery Sales

Nordson Packaging, a global leader in precision dispensing and fluid management for the packaging industry, is seeking an experienced and highly motivated individual to join our team in the Americas business segment.

About the role

As a Sr. Strategic Account Manager, you will develop and manage strategic initiatives within selected Key Accounts to drive profitable revenue growth through the Nordson Ascend Growth strategy. This role focuses on creating mutually beneficial programs and rules of engagement between Nordson stakeholders and the Key Account community.

Responsibilities

• Strategize, blueprint, implement, and manage an evolutionary growth plan for assigned TOP Customers / Key Accounts within the Americas.
• Develop and execute account-specific programs.
• Identify and build relationships with customer contacts/departments that have 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, including pricing, delivery, and standardized system platforms and processes.
• Coordinate and deliver annual pricing platforms.
• Structure and manage capital projects from inception through installation.
• Routinely update revenue status against plan, including current revenue, backlog, and proposed opportunities to ensure alignment with targeted budgets (GAP analysis).
• Actively seek opportunities to replace competitive products with Nordson products via the Nordson NBS Customer Success model.
• Align Nordson’s top products with customer processes for standardization across all locations.
• Execute white space initiatives via Nordson Strategic Account Managers (SAM’s) at plant-level locations.
• Review, organize, cleanse, and align the 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 a collaborative relationship with Nordson Technical Service Manager to prioritize 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.
• Maintain industry knowledge of new markets, changes in existing markets, competitors' activities (prices and product changes), and needs for new or redesigned Nordson equipment.
• Demonstrate outstanding project and territory management skills along with superior technical aptitude.
• Comprehend and utilize SAP and C4C to maintain detailed and accurate customer files.
• Maintain detailed knowledge of Nordson products, prices, policies, and procedures, and apply this knowledge to industry-based applications.
• Prepare and promptly submit reports and complete tasks as directed by management.

Requirements

• Bachelor’s degree preferred. In lieu of a degree, 4 additional years of professional work experience will be considered.
• Minimum 5 years of proven successful track record in sales, marketing, product management, or business development.
• Experience in specifying dispensing equipment to solve problems and create a value proposition is preferred.
• Experience with CRM systems, preferably SAP, Cloud for Customers (C4C), or Salesforce.

Schedule

Estimated 75% travel required, including 1 to 2 overnights per week.

About Nordson Packaging

Nordson Packaging is a leader in precision dispensing, fluid management, and related technologies for the packaging industry. We improve production efficiency and product quality through innovative solutions such as tankless technology, self-diagnostic and intuitive touch-screen controls, auto-fill technology, clean-cutoff and self-cleaning applicators, and pattern generation controls. Our supportive culture fosters growth and development, offering opportunities for both entry-level and seasoned professionals across production, maintenance, customer service, quality, engineering, and more.