Senior Key Account Manager - North AmericaWe're seeking a seasoned Key Account Manager to manage and grow our key accounts while driving new business acquisition for our strategic product lines across North America, supporting the growth of our P&IT Business Unit. This role blends strategic account leadership with hands-on territory development, offering direct impact on revenue growth and market expansion.
Key ResponsibilitiesKey Account Management (50%)
- Build and deepen relationships with key account stakeholders, serving as their trusted partner through regular check-ins and proactive engagement
- Lead quarterly/bi-annual strategic reviews with key accounts, assessing performance against KPIs and co-creating growth roadmaps
- Maintain accurate account forecasts and gather ongoing customer feedback to keep solutions aligned with evolving needs
- Grow distributor relationships through balanced commitment-building, stretch targets, and effective incentive structures
- Negotiate contracts and pricing agreements that are mutually beneficial and consistent with company objectives
- Serve as an industry expert, tracking trends, competitors, and regulatory developments relevant to key accounts
- Maintain accurate records of customer interactions and deal activity in CRM
Business Development (50%)
- Drive new business acquisition across North America in industrial automation, motion control, and power transmission segments
- Build and execute a territory/account-based strategy targeting high-potential verticals and mapping decision-makers within OEMs, panel builders, and end users
- Generate a qualified pipeline through direct prospecting, channel partner activation, and trade show engagement; own the full sales cycle through close
- Partner with product management and engineering to translate technical specs into business value for prospects
- Monitor competitive landscape and customer trends, feeding insights back into product roadmap and pricing strategy
- Travel 30-50% to support prospect meetings, trade shows, and key account development
Continuous Improvement
- Apply Ralliant Business System (RBS) tools and methodologies to drive operational excellence in the sales process
- Participate in ongoing RBS training and brainstorming sessions to identify bottlenecks and improve sales effectiveness
Skills, Experience and Qualifications- Bachelor's/Master's degree in Electrical, Mechanical, or Electronics Engineering required
- 7+ years of sales experience spanning key account management and business development within industrial automation, electromechanical components, or motion control/power transmission, ideally with direct exposure to power components
- Proven track record both growing existing accounts and hunting/closing new logo business, with quantifiable pipeline and revenue results
- Strong knowledge of relevant end markets: material handling, data centers, cranes/hoists, oil & gas, elevators, mining, or similar heavy-duty/OEM applications
- Experience selling through a hybrid direct-OEM and distributor/channel model, including partner agreement negotiation
- Technical fluency to engage credibly with engineers and procurement on application requirements (torque, speed, environmental ratings) without an engineering background
- Demonstrated ability to build a sales pipeline from scratch via cold outreach, trade shows, and referrals
- CRM proficiency (Salesforce or similar) for pipeline management and forecasting
- Strong consultative/solution-selling skills across long, multi-stakeholder industrial sales cycles
- Excellent communication and negotiation skills with both technical and executive audiences
- Self-starter comfortable in a growth/hunting role rather than a maintained book of business
- Willingness to travel >30% across North America
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About HengstlerHengstler is a leading European manufacturer of industrial components for counting and control applications. We supply customers from the most diverse industries, such as automation, mechanical engineering, medical technology and drive technology.For over 170 years we have been known worldwide for our many years of experience and competent service, broad application know-how and high flexibility resulting from a large number of product variants and solutions.
