Key Account and Business Development Manager – MSS Emerging Markets

• Manage 5-10 existing key accounts across 2-3 MSS sites
• Uncover, shape, and capture high-growth opportunities through cross-company commercial wins
• Architect complex solutions combining multiple company technologies
• Cross-sell established solutions into new customer ecosystems
• Develop national laboratories, Med Tech, Energy, Food & Beverage, and Industrial Automation & Control markets
• Travel nationally and internationally to cultivate customer relationships and collaborate across MSS business units
• Manage customized solution portfolios and drive account profitability
• Build multi-level customer stakeholder relationships using value-based selling
• Identify and map market entry points into adjacent high-value platforms and applications
• Translate complex MSS technical capabilities into customer solutions with engineering teams
• Create outbound go-to-market strategies, target campaigns, site deployments, and new-business opportunities
• Qualify pipelines using MEDDPICC
• Develop external and internal strategic relationships
• Lead negotiation and closure of complex multi-business-unit agreements
• Maintain regular engagement with emerging accounts and key stakeholders
• Ensure handoffs to account management and service teams for after-sales activities
• Partner with marketing on strategic growth plans, technical content, campaigns, seminars, and trade exhibitions
• Optimize CRM workflows, track pursuits, measure stage-gate progress, and forecast revenue
• Contribute market insights, competitive intelligence, and growth roadmaps to the annual STRAP process

• 7+ years of demonstrated success in B2B technical sales
• Experience managing multi-million-dollar key accounts alongside territory expansion and new business acquisition
• Experience negotiating with senior leadership and strong commercial and financial acumen
• Experience negotiating complex contracts, defending margins, and driving account profitability
• Ability to travel worldwide up to approximately 50% of the time
• Experience navigating long, complex sales cycles with multiple decision-makers and cross-functional stakeholders
• Ability to quickly master complex product portfolios, engineered solutions, and technical specifications
• Ability to maintain peer-level credibility with customer engineering and operations teams
• Excellent communication, interpersonal, and teaming skills
• Bachelor's degree in Engineering, Materials Science, Technical Business, or related STEM field, or equivalent hands-on technical industry experience (degree preferred)
• Applicants may need to be U.S. Persons for controlled goods and technologies positions

Demonstrates expertise in B2B technical sales with a focus on managing key accounts and driving profitability through complex solution architecture. Proficient in developing strategic relationships and executing go-to-market strategies across various industries, including Med Tech and Industrial Automation.

• B2B Technical Sales
• Key Account Management
• Complex Solution Architecture
• Negotiation Skills
• Market Development

• MEDDPICC Qualification
• Complex Contract Negotiation
• Technical Specifications Mastery
• Account Profitability Management
• Cross-Functional Collaboration

• Excellent Communication
• Interpersonal Skills
• Teaming Skills

• Med Tech
• Energy
• Food & Beverage
• Industrial Automation & Control
• Strategic Growth Plans

• CRM Optimization
• Market Insights Contribution