Regional Account Manager

4 weeks ago

Forest Lake, Minnesota, United States Nordson Full time

At Nordson, we foster a collaborative environment where employees thrive and help each other reach their personal best. This synergy enables our company to continuously improve and grow, and our customers to succeed. Our employees share our success by giving back in the communities around the world where we live and work.

Nordson MEDICAL designs, engineers, and manufactures complex devices and components with applications in wound healing, surgical, and minimally invasive, fluid management, pulmonology, and interventional and structural heart. Our pioneering Advanced Polymers team was the first to manufacture and supply medical balloons to the medical device industry. We work with doctors, start-ups, and large medical companies around the world at any point in the product lifecycle, from concept to launch and beyond.

Job Summary

The Regional Account Manager is responsible for developing attractive growth opportunities in new or existing accounts through the identification and assessment of current or emerging application needs where Nordson Medical Interventional Solutions (NMIS) can be positioned. Success in this role is defined by the growth of business and profitability within the assigned sales region. The Regional Account Manager contributes to the organization with a focus on increasing penetration of existing core component products as well as finished device products based on Nordson Medical strategy and portfolio plans, bridging gaps between each site product development teams and operational teams by translating business opportunities into realized programs.

Essential Job Duties and Responsibilities
  • Develop and build long-term relationships with key stakeholders in both existing and potential Nordson Medical customers located within the region.
  • Collaborate closely with other functions to meet strategic objectives set in the Nordson Medical Strategic plan.
  • Meet annual assigned booking quotes that fuel revenue growth and strategic objectives within territory.
  • Accountable for delivering revenue growth generated from direct penetration of targeted accounts, markets, and applications.
  • Identify prospective leads and enter/manage perspective customers and opportunities within CRM system. Proactively manage CRM lead database to ensure prompt follow-up and execution from lead to opportunity.
  • Define value proposition and work with Product teams and Marketing to develop necessary tools for Sales efficiency within assigned region.
  • Assess all potential customer opportunities within targeted sectors and prioritize resource allocation based on total size of opportunity, attractiveness, fit, and time to revenue.
  • Communicate NMIS value proposition for products and services and is trusted adviser to customer base.
  • Establish and maintain key customer relationships as a commercial leader, lead communication efforts between accounts and NMIS, establishing needed recurring calls, business reviews, and face-to-face meetings to help manage/grow existing business.
  • Manage the commercial processes from lead identification, territory call planning, and quote request.
  • Create and manage Regional Account Plan using template that includes target customers and action plans that support growth of regional base for existing and target accounts.
  • Partner with the global sales/account management organization and development teams in sharing market and customer intelligence.
  • Perform other related duties as assigned.
Education and Experience Requirements
  • Bachelor's degree in engineering, marketing, or business.
  • Minimum 5 years of proven success in sales to OEMs and Contract Manufacturers in the medical device market.
Skills and Abilities
  • Ability to interact effectively at all levels of an organization with maturity and strong communication skills.
  • Strong commercial instincts, negotiating skills, reality-based opportunity assessment.
  • Ability to encourage debate and dialogue but know when to decide and move on.
  • Demonstrated multi-functional capabilities.
  • Business planning participation in previous assignment.
  • Must demonstrate adaptability, energy/commitment, problem-solving, perspective, process management, and communication.
  • Ability to create a vision and translate that vision into measurable action plans throughout the organization.

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