Regional Account Manager

Collaboration drives Nordson’s success as a market leader in Industrial Precision Solutions and Advanced Technology. Our employees thrive in an environment where we help each other reach our personal best and enable our company to continuously improve and grow, and our customers to succeed. You will find Nordson employees sharing 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.  Nordson MEDICAL works 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. This position will be responsible to work with Sales leadership in developing a commercial strategy for the entire Nordson Medical product portfolio lines and leading the implementation of the strategy both by direct management and working with key groups and people needed to be successful.

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.
• Collaborates 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
• Communicates 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

Working Conditions and Physical Demands

Office environment. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Travel Required

  Estimated: 50-75%

#LI-NS1