Senior Key Account Manager – North America (Hengstler)

Senior Key Account Manager – North America

This role is remotely situated on the east coast of the United States.  Candidate must have a willingness to travel >30-40% across North America.

We'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 Responsibilities

Key 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

   

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Ralliant Corporation Overview

Ralliant, originally part of Fortive, now stands as a bold, independent public company driving innovation at the forefront of precision technology. With a global footprint and a legacy of excellence, we empower engineers to bring next-generation breakthroughs to life — faster, smarter, and more reliably. Our high-performance instruments, sensors, and subsystems fuel mission-critical advancements across industries, enabling real-world impact where it matters most. At Ralliant we’re building the future, together with those driven to push boundaries, solve complex problems, and leave a lasting mark on the world.