Strategic Account Manager - Injection

Milacron is a global leader in the manufacture, distribution, and service of highly engineered and customized systems within the plastic technology and processing industry.

About the role

The Strategic Account Manager (SAM) is responsible for managing enterprise-wide customer relationships for Milacron’s most strategic accounts. This role sets overall account strategy and leads commercial engagement with senior customer stakeholders, while partnering with Field Sales Representatives to support site-level selling. Through strong customer insight and cross-functional collaboration, the SAM drives sustainable revenue growth, retention, and account expansion.

This is a field-based role with a focus on strategic account engagement, combining virtual executive meetings and targeted in-person travel aligned to account strategy (50-75% travel).

Responsibilities

• Serve as the primary owner of assigned strategic (ultimate parent and parent-level) accounts, with responsibility for relationship management and commercial alignment across all strategic account types.
• Drive awareness of Milacron’s capabilities within new and existing national/parent-level accounts through proactive, strategic outreach.
• Develop and maintain a specialized understanding of each assigned strategic account, including customer structure, trends, and performance drivers, to inform account strategy and execution.
• Coordinate overall strategic account sales strategy, collaborating with Field Sales Representatives to support site-level execution and close opportunities.
• Lead quote and order finalization activities for strategic accounts, ensuring alignment across Sales, SPE, Product, and Engineering teams.
• Lead executive-level and C-suite negotiations at the parent level; support plant-level negotiations as needed in partnership with the field.
• Drive parent-level customer commitments, including presence and leadership in key site-level close activities when required.
• Own annual strategic account planning, ensuring alignment of strategy, priorities, and execution across the field organization.
• Conduct quarterly account reviews to assess performance, identify risks and opportunities, and adjust strategy as needed.
• Lead monthly internal reviews with field and cross-functional partners to ensure execution discipline, visibility to changes, and CRM accuracy.
• Identify and qualify opportunities in collaboration with Field Sales Representatives.
• Lead customer needs assessment and solution alignment across internal teams.
• Coordinate development of quotes and proposals; lead negotiations and secure customer commitment.
• Ensure close, order processing, and execution handoff are completed accurately and on time.

Key Performance Indicators (KPIs)

• Revenue and order growth within assigned strategic accounts
• Gross profit performance
• Customer retention and expansion
• Number of active and engaged strategic contacts
• Execution against strategic account plans and CRM discipline

Requirements

• Bachelor’s degree (B.A. or B.S.) from a four-year college or university in Business Administration, Engineering, Industrial/Manufacturing Engineering, Marketing, or a related field; or an equivalent combination of education and experience.
• 8+ years of experience in an outside B2B field sales role, preferably within a technical, capital equipment, or industrial machinery sales environment.
• Experience in the plastics injection molding and/or extrusion industry is preferred.

Skills & Competencies

• Strategic Selling: Ability to manage complex, multi-stakeholder, parent-level sales processes.
• Market Knowledge: Anticipates market changes and identifies growth opportunities within strategic accounts.
• Business & Territory Planning: Translates market and customer insights into actionable strategic account plans.
• Account Management: Develops deep understanding of customer needs and aligns Milacron products and services accordingly.
• Collaboration: Effectively manages internal and external relationships across Sales, Product, Engineering, and Marketing teams.