5-7 years of experience in business development within packaging or related capital equipment sectors.
Established relationships in the packaging market, particularly with key stakeholders.
Proven track record of competing against established suppliers for business.
Strong understanding of technical evaluations and multi-stakeholder purchasing processes.
Excellent skills in prospecting, account planning, negotiation, and cross-functional collaboration.
Willingness to travel as needed to engage with customers and prospects.
Responsibilities
Identify and pursue high-priority packaging accounts as the primary focus.
Develop medical opportunities in collaboration with ENGEL's MED team.
Build relationships with key stakeholders across targeted accounts.
Leverage professional networks and internal collaboration to create qualified leads.
Understand customer needs, investment timing, and purchasing processes.
Lead technical evaluations and negotiations through to purchase decisions.
Retain ownership of acquired customers and manage ongoing relationships.
Benefits
Health, dental, and life insurance coverage.
Long-term disability insurance.
401(k) plan with company match.
Contributions to Health Savings Accounts (HSA).
Flexible spending accounts for health and dependent care.
Paid vacation and holidays.
Full Job Description
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.
ENGEL offers a competitive total compensation package to eligible employees, including: health, dental, LTD and life insurance, 401k with match, contribution to HSA, Dependent and Health FSA, vacation pay and holiday pay. We are looking forward to receiving your application and resume and going over the position with you.
