ENGEL Machinery North America has a job opportunity for a Key Account Manager - Packaging and Medical in our Sales Department. ENGEL provides excellent benefits including health, dental and vision insurance all upon first day of hire (no waiting period and very robust coverage at an affordable price), 401k with match, over 3 weeks• PTO, employer paid life insurance, long and short-term disability, and an employee-centric environment. Position Summary: The Business Development & Key Account Manager is responsible for winning new customers and developing them into long-term strategic accounts across ENGEL's Packaging (PAC) and Medical (MED) markets. Packaging is the primary business development priority for this position. The role will also pursue and support medical opportunities where the candidate's relationships, customer needs, and ENGEL's capabilities create a strong fit.
The position is designed for a sales professional who can gain access to prospective customers• including packaging accounts with established incumbent suppliers• and earn ENGEL the opportunity to compete. Initially, the role will emphasize new business development. As customers are won, the individual will retain commercial ownership and grow those relationships into a managed book of business, while continuing to develop new opportunities.
Key responsibilities: New business development - Identify, prioritize, and pursue high-priority packaging accounts and opportunities as the role's principal focus.
- Develop medical opportunities in coordination with ENGEL's MED team and relevant technical specialists.
- Build relationships with engineering, manufacturing, operations, procurement, and executive stakeholders within targeted accounts.
- Use professional relationships, direct outreach, referrals, and internal collaboration to create qualified opportunities.
- Understand customer applications, equipment strategies, investment timing, and purchasing processes.
- Lead opportunities through technical evaluation, commercial negotiation, and purchase decisions.
Account development and management - Retain commercial ownership of customers acquired through business development efforts.
- Establish account plans that identify stakeholders, immediate opportunities, and longer-term growth potential.
- Expand relationships across customer sites, business units, and functions where appropriate.
- Coordinate with ENGEL's applications, automation, service, PAC, and MED teams to support customers effectively.
- Generate repeat business while maintaining an active pipeline of prospective accounts.
Commercial planning and coordination - Maintain accurate opportunity information and realistic forecasts.
- Recommend where ENGEL should invest technical, commercial, and leadership resources to improve its chances of winning.
- Communicate customer requirements and competitive dynamics to relevant internal teams.
- Represent ENGEL professionally throughout the sales and account lifecycle.
Required qualifications - Demonstrated success developing new business in packaging, injection molding machinery, automation, or closely related capital equipment.
- Established relationships and credibility within the packaging market.
- Experience competing for business at accounts with longstanding supplier relationships.
- Ability to navigate technical evaluations and complex, multi-stakeholder purchasing decisions.
- Strong prospecting, account-planning, negotiation, and cross-functional coordination skills.
- Willingness to travel as required to develop and support assigned customers and prospects.
Preferred qualifications - Experience selling injection molding equipment or integrated production solutions for packaging applications.
- Familiarity with medical manufacturing customers or applications.
- A record of developing newly acquired customers into repeat, multi-site, or strategic accounts.
- Professional relationships that could help establish appropriate introductions and early customer conversations for ENGEL.
Measures of success - Qualified packaging opportunities created, advanced, and won.
- New customers acquired and revenue generated across PAC and MED.
- Growth, retention, and breadth of relationships within the resulting account portfolio.
- Pipeline quality and forecast accuracy.
- Continued new-business activity as the managed account portfolio grows.
- Effective coordination with ENGEL's PAC and MED teams.
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