Strategic Account Manager

Builds and maintains effective long-term relationships with a defined customer base to ensure a high level of satisfaction and to increase revenues. Identifies, develops and typically closes new sales opportunities. Develops medium to long-term sales plans and prepares strategies to protect, grow and diversify the relationship with targeted customers. Assesses customer needs and suggests appropriate products, services and solutions. Serves as the primary interface for all products and services, and creates demand for products and services by raising their profile with customers.

JOB DESCRIPTION – Strategic Account Manager

Nordson is a global leader in dispensing equipment and 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 the same commitment.

Summary of the role

The Strategic Account Manager will have responsibility for Packaging systems and parts sales in defined Customer Accounts including overall management of Key Account action plans for revenue growth. The Strategic Account Manager works closely with the General Sales Manager, Customer Service Manager, Field Service Supervisors (FSS) and Finance Team to ensure all Packaging OEMs and End Users in the region are afforded superior support in all facets of Customer Service, delivered in compliance with company procedures and safety standards.

GENERAL SUMMARY:

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.

DUTIES & RESPONSIBILITIES:

The Strategic Account Manager is expected to have a proven record of exceeding sales targets, accelerating key account growth and be capable of building strong, loyal and respectful relationships with Customers, Peers and Service Teams.

The Strategic Account Manager will:

• Have responsibility for sales of Systems and Parts to existing customers and new customers, and as such spend the majority of time visiting customers with particular focus on recapitalisation of equipment in all end users and emphasis on global “priority product” sales utilizing exceptional customer service skills.
• Maintain detailed knowledge of Nordson products, prices, policies and procedures; knows which Nordson products can be most advantageously used with all applications.
• Be an effective, reliable business partner to the FSS, other Sales Managers, Finance and Customer Service.
• Collaborate with the FSS to implement methods, guidelines and policies to facilitate efficient delivery of support to our customer base.
• Establish and maintain confidence and respect from Customers, Management and the wider Nordson ANZ team.
• Promote the technical and performance characteristics of Nordson products to maintain a competitive advantage in all PK key accounts throughout the assigned customer base.
• Identify potential PK key accounts for preventative maintenance agreements and liaise closely with the Field Service Supervisors to promote YOY parts revenue growth.
• Maintain excellent records of key account details, contacts and project status utilizing C4C, Sharepoint and other Microsoft (or other) resources as required to establish history and action plans for business growth.
• Actively engage with other Management Team members in review of the business and strategizing for ongoing business improvement and growth.
• Collaborate with technical resources such as the PK Principal Service Technician prior to proposing project solutions that may involve a degree of technical risk.

KNOWLEDGE, SKILLS & ABILITIES

• Essential that the candidate is self-motivated to perform at a high level with a sense of urgency to achieve.
• A bachelor’s degree or advanced business studies will be very highly regarded.
• Demonstrate excellent customer service skills and be able to manage customer and colleague’s expectations.
• Be approachable, supportive and fair whilst maintaining a strong focus on time management, prioritizing tasks for yourself and the wider team, and managing team expectations with business expectations.
• Have strong organizational skills and ability to multi-task in a challenging industrial environment.
• Ability to work with Microsoft products at a high level, show good comprehension skills and communicate effectively.
• Must have the flexibility to travel locally and interstate to all areas of ANZ where key accounts are present on a regular basis to establish consistent calling patterns and a high degree of customer support.
• Ability to provide positive and inclusive handovers of successful sales projects to the FSS and/or PK Principal Service Technician.

MEASURES

Main KPI’s as below:

• Manager and Colleague Satisfaction with progress and processes.
• Communication (written and oral) / administration skills.
• Region and Division Sales budgets.
• 100% positive sales, installation and commissioning outcomes (due to “fit for purpose” sales approach).
• Timeliness of requested quotes, reports and engagement with the Finance and Sales Teams for forecasting, expenses, pipeline projects and product installation requirements.
• Customer satisfaction, retainment, and growth.

BENEFITS

• A competitive remuneration package including:

• A company vehicle (typically SUV or twin cab utility), available for general personal use.
• Mobile Phone and Laptop for business use.
• Employer Superannuation Contribution at required statutory level.
• A Bonus Incentive Plan based on achieving set criteria and paid annually.
• Leave loading paid on annual leave taken.
• Contributory Health Insurance plan.
• Work schedule is primarily Monday to Friday promoting work-life balance.
• Uniform including safety equipment provided.
• The position is permanent ensuring job security and stable employment.

About Us

At Nordson, we believe that anything is possible. We empower our Global team of employees to engineer, manufacture and market innovative products and systems that are essential to everyday life. These differentiated products and systems are used for precision dispensing and processing and serve a variety of end markets, including packaging, transportation, medical and electronics. Founded in 1954 we are guided by our values of integrity, respect for people, customer passion, energy and excellence. We care for our employees and provide them with opportunities to advance their careers and make an impact, inside and outside of work. Nordson is headquartered in Westlake, Ohio, and has direct operations in more than 35 countries to support our products and systems with application expertise and a direct global sales and service organization.