Strategic Industry Key Account Manager

This position is responsible for developing, leading, and executing strategic account growth programs for assigned North American Key Accounts. The Industry Key Account Manager serves as the primary executive relationship owner and trusted advisor, driving enterprise-wide business development initiatives, corporate standardization programs, digital transformation opportunities, and long-term strategic partnerships. The role is accountable for profitable growth, customer retention, market share expansion, and increased adoption of METTLER TOLEDO's portfolio of solutions, software, services, and digital offerings.

Working within a matrix organization, the Industry Key Account Manager coordinates cross-functional resources across sales, service, engineering, product management, automation, and digitalization teams to deliver measurable business outcomes for customers.

• Develop and execute annual and multi-year Strategic Account Plans for assigned Key Accounts.
• Build and maintain executive-level relationships including Operations, Engineering, Manufacturing, Quality, Procurement, Digital, and C-Suite stakeholders.
• Identify enterprise-wide opportunities for standardization, digitalization, and service agreements. Lead complex sales pursuits involving multiple business units, plants, and geographic regions.
• Establish and monitor account KPIs including revenue growth, share of wallet, strategic project conversion, customer satisfaction, and executive engagement.
• Facilitate executive business reviews and strategic planning sessions with customer leadership teams. Identify mergers, acquisitions, capital investment plans, and market trends impacting customer growth strategies.
• Collaborate with Global Account Management teams to ensure alignment of customer strategies and execution worldwide.
• Drive recurring revenue growth through service contracts, software subscriptions, validation services, and lifecycle management programs.
• Utilize a consultative sales approach to create divisional & national opportunities, manage the sales cycle, defend our competitive position and develop strong customer relationships.
• Develop national strategic partnerships with existing and targeted high-profile Key Accounts
• Manages time, territory and expenses within budget while maximizing productivity
• Use of MT-provided CRM, communication and other technology and territory development tools in accordance with Spinnaker requirements and frequency.

• A minimum of a Bachelor's Degree in the field of Chemistry, Natural Sciences or Business.
• 5 years of Field Sales experience and/or training; or equivalent combination of education and experience.
• Experience selling enterprise software, digital manufacturing, automation, or operational technology solutions.
• Proven success leading multi-site and multi-million-dollar account strategies.
• Knowledge of Industry 4.0, Smart Manufacturing, MES, IIoT, Digital Transformation, and Operational Excellence initiatives.
• Experience presenting business cases to executive leadership team
• Significant experience with ERP and/or CRM systems; SAP preferred.
• Proficiency with Microsoft Office including Outlook, Excel, Word and PowerPoint.
• Strong written and verbal communication skills, ability to make presentations to senior groups and demonstrate strong interpersonal skills.
• Ability to conform to shifting priorities, demands and timelines through analytical and problem-solving capabilities.
• Ability to elicit cooperation from a wide variety of sources, including senior management, customers, internal departments and third party subcontractors and vendors

The work environment…