Position Summary:

The Strategic Accounts Manager (SAM) will focus on profitable top line growth with customers/partners with whom Mold-Masters can mutually achieve strategic alignment and long term global business relationships.

Work You’ll Do:

• This position will leverage Mold-Masters unique product offerings to penetrate new and existing markets and applications. The incumbent represents the entire range of company products and services to large international customers & prospects, while leading the customer account planning cycle and ensuring those same customer’s needs and expectations are met by the company. The focus is to open new accounts (molders, converters, OEM) where the Mold Masters SOW is small (or not existent), but where the strategic fit and significant potential is given.
• Growth with new and low SOW accounts (converters, OEM)
• Collaborate with TFS and local sales teams globally
• Needs to add value to local teams (e.g. opportunity creation, providing market expertise)
• Frequent travel a

Responsibilities:

• The overall responsibility of the incumbent is to grow the business and share of wallet at the assigned strategic accounts globally.
• The incumbent maintains and expands relationships with strategically important large accounts assigned to him /her on a global base and achieves assigned sales targets for sales growth and account objectives within defined strategic accounts globally. He/she develops and implements strategies, policies and plans for the accomplishment of business growth in strategic accounts globally. He/she coordinates the strategic accounts efforts of Mold-Masters to coordinate and maximize growth opportunities. He/she works with the global sales teams to establish and monitor revenue targets for defined accounts globally. And he/she develops and manages a pipeline of opportunities with strategic accounts and convert those opportunities to sales while focusing on this with the most strategic and financial impact.
• In this sense the incumbent actively coordinates the strategic efforts of all Mold-Masters in pursuing global sales growth at the SAM accounts. He/she participates in marketing efforts aimed towards growth in large international accounts and maintains market data pertaining to customers and competitors as well as trends to be communicated as necessary to appropriate business unit personnel.

Customer specific global calls

• Timing depends on customer dynamic but should take place at least every quarter for all existing key accounts
• Should be meaningful (not just updates). Actions to grow, successes, shortfalls, where can we build on successes in other regions, which issues are to be escalated, etc
• Review orders (and correct assignment e.g. market, toolmaker, molder, decision maker). Impact on compensation !!!
• Global stakeholders (TFS, TSE, VP, Service) as required
• Followed by meeting minutes and actions

Day to Day Tasks include, but are not limited to:

• Assist in quotation phase, which may include coordinating multiple Mold Masters business units globally;
• schedule and facilitate internal meetings to insure complete solution;
• create, track, maintain  project plan documentation and budget, suitable to support needs of the customer and Corporate SAM, -
• identify and report on project risks; work within the teams to manage those risks;
• participate in external/customer meetings on programs and work to coordinate Mold Masters project schedule with customer project/program managers;
• assist in identifying resources for programs, as needed;
• working closely with the sales managers and - teams of the entities, who still own the product for the customer application;
• regular reporting within Corporate SAM teams;
• manage, analyze and report on project budgets and adherences;
• advise the supervisor and Senior Management, without delay, of any significant or unusual developments during the execution of the projects which may affect the final costs, schedule achievement, or customer relations;
• ensures project documents are complete, current, and stored appropriately.

Key performance indicators for success in this role are i.a. measured against:

• Incremental Sales
• Share of wallet (current / gain)
• Joint projects and bundled sales
• Pipeline of Projects
• Customer Loyalty
• Number of Accounts

Providing services and support to internal and external customers

The incumbent is required to plan and execute various strategies to grow the share of wallet at the assigned customers within the Mold-Masters businesses and also partnered with external equipment suppliers, mold makers, molders as well as the customer’s development and operational teams.

Key resources: other people and/or capital and equipment

The incumbent provides technical and analytical guidance to sales-, project teams and recommends action to direct the analysis and solutions for roadblocks and grow the share of wallet.

Team:

• Reporting to:
  • Sales Director Medical & Packaging
  • SAM is team member of the global Med & Pack team
• Managing day to day collaboration, visits, performance reviews, coaching, etc
  • Dotted line to regional sales management
  • Frequent updates, transparent information, etc
  • Follows regional expense and vacation setup, approval by regional sales management.

Education and Experience

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The incumbent of this role must have a minimum of four (4) years sales experience or equivalent experience. The incumbent will have general financial knowledge, capable of supporting business models, project budget and resource plans, risk models, ROI calculations, etc. 
• Plastics processing experience
• Prefer advanced degree in business, marketing or sales related areas.
• Computer proficiency with business tools and software.
• English Language proficiency is a must for interaction with international accounts and peers.

Basic Qualifications:

• Located in area with no/low travel restrictions / visa requirements. Proximity to airport and plastics decision-making area
• English fluent & local language
• Good internal and external communicator with global & local contacts
• Technically strong, injection molding background
• Needs to know (target) customer base

Preferred Qualifications:

Nice to have qualifications (examples include education, years of experience, degree, knowledge/skills, certifications, etc.)

Who we are:

Mold-Masters:

Mold-Masters is a global leader in the plastics industry. We design, manufacture, distribute, sell and service highly engineered and customized plastic processing equipment and systems. Our hot runners, temperature controllers, auxiliary injection and co-injection systems are utilized by customers of all sizes in every industry, from small local manufacturers to large worldwide OEM manufacturers of the most widely recognized brands. Over the course of our 50+ year history, we've built our reputation on delivering the best performance through our broad range of innovative technologies that optimize production to enhance molded part quality, increase productivity and lower part cost. Unlock your operations' full potential with Mold-Masters. That's "Performance Delivered". Mold-Masters is an operating company of Hillenbrand.

Hillenbrand (NYSE: HI) is a global industrial company that provides highly-engineered, mission-critical processing equipment and solutions to customers in over 100 countries around the world. Our portfolio is composed of leading industrial brands that serve large, attractive end markets, including durable plastics, food, and recycling. Guided by our Purpose — Shape What Matters For Tomorrow™ — we pursue excellence, collaboration, and innovation to consistently shape solutions that best serve our associates, customers, communities, and other stakeholders. To learn more, visit: www.Hillenbrand.com.

EEO: The policy of Hillenbrand Inc. is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's age, race, color, sex, religion, national origin, disability, sexual orientation, gender identity/expression or veteran status.  Additionally, Hillenbrand Inc. and our operating companies are committed to being an Equal Employment Opportunity (EEO) Employer and offers opportunities to all job seekers including individuals with disabilities.  If you need a reasonable accommodation to assist with your job search or application for employment, email us at [email protected].  In your email, please include a description of the specific accommodation you are requesting as well as the job title and requisition number of the position for which you are applying.  At Hillenbrand, everyone is welcome to apply and "Shape What Matters for Tomorrow".

Who we are: 

Mold-Masters is a global leader in the plastics industry. We design, manufacture, distribute, sell and service highly engineered and customized plastic processing equipment and systems. Our hot runners, temperature controllers, auxiliary injection and co-injection systems are utilized by customers of all sizes in every industry, from small local manufacturers to large worldwide OEM manufacturers of the most widely recognized brands. Over the course of our 50+ year history, we've built our reputation on delivering the best performance through our broad range of innovative technologies that optimize production to enhance molded part quality, increase productivity and lower part cost. Unlock your operations' full potential with Mold-Masters. Mold-Masters is an Operating Company of Hillenbrand.

Hillenbrand (NYSE: HI) is a global industrial company that provides highly-engineered, mission-critical processing equipment and solutions to customers in over 100 countries around the world. Our portfolio is composed of leading industrial brands that serve large, attractive end markets, including durable plastics, food, and recycling. Guided by our Purpose — Shape What Matters For Tomorrow™ — we pursue excellence, collaboration, and innovation to consistently shape solutions that best serve our associates, customers, communities, and other stakeholders. To learn more, visit: www.Hillenbrand.com.

EEO: The policy of Hillenbrand Inc. is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's age, race, color, sex, religion, national origin, disability, sexual orientation, gender identity/expression or veteran status.  Additionally, Hillenbrand Inc. and our operating companies are committed to being an Equal Employment Opportunity (EEO) Employer and offers opportunities to all job seekers including individuals with disabilities.  If you need a reasonable accommodation to assist with your job search or application for employment, email us at [email protected] .  In your email, please include a description of the specific accommodation you are requesting as well as the job title and requisition number of the position for which you are applying.  At Hillenbrand, everyone is welcome to apply and "Shape What Matters for Tomorrow".