Hybrid Key Account Manager

at Protolabs

• Job title: Key Account Manager
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: $67,000 - $89,300 per year
• Degree requirement: Bachelor's Degree
• Tech skills: SFDC
• Location requirements: Hybrid, Maple Plain, United States

About the role

• Key Account Manager at Protolabs managing Top 100 enterprise customers. Focusing on customer satisfaction and driving growth through innovative service solutions.

Responsibilities

• Proactively drives, organizes and facilitates business reviews and other customer meetings.
• Develops and manages an annual account plan and budget in collaboration with other internal resources.
• Aligns with customer KPI’s and utilizes Protolabs business analytics (technology, SFDC, DOMO, best practices, etc.) within various levels of the customer's product life cycle & service lines.
• Understands customer's business and uses that knowledge to provide solutions to penetrate the account. Sells across all service lines and aligns the customer to Protolabs full product life cycle capabilities to create competitive advantage. Fluent in key value propositions and customer bottleneck/objections, and can map a product life cycle supply chain from source to end customer.
• Pursues individual development. May provide input and guidance for other team members.
• Identifies key customer contacts: both champions and coaches, at multiple levels across multiple departments. Leads and leverages account team member(s) and other internal resources toward achieving customer expectations and grow account value.
• Accountable for operational results and connected to operational excellence, but spends less than 25% of time on day-to-day account operations and no time on account administration.
• Manages and grows accounts for multiple service lines and customer locations.
• Accountable to manage a select group of accounts; best practice is between 5-8 customers
• Performs other duties as assigned.

Requirements

• Bachelor’s degree in business or related field or equivalent education and/or experience
• 5+ years of experience with Business to Business (B2B) Sales, ideally with Fortune 500 customer experience
• Demonstrated ability to develop and drive customer growth through projects, programs and agreements.
• Consistent high performer with proven record of growing sustainable customer business partnerships and strong internal Protolabs relationships.
• Familiar with all of Protolabs’ service lines, understands the manufacturing product life cycle, and how to connect customer needs with Protolabs’ capabilities in our full-service offering.
• Strong culture promoter who embodies Protolabs values: We are one team. We are kind. We are makers. We win or we learn. We take ownership.
• Proactively builds strong internal relationships across Protolabs’ ecosystems, and maintains relationships with customer coaches and champions.
• Ability to successfully resolve customer conflicts
• Consistent ability to proactively source leads and identify new business opportunities and maintain a robust pipeline.
• Excellent presentation and communication skills, both verbal and written, at the facility and business unit levels within the customer organization.
• Technical aptitude for engaging in high-level conversations related to manufacturing and engineering.
• Demonstrates a growth mindset with a continuous improvement lens. Self-motivated and results-driven, with a dedicated focus on achieving/exceeding sales goals.
• Early adapter to new initiatives and demonstrates creative thinking outside the box. Ability to self-analyze individual performance to optimize selling strategy, effort and revenue attainment.

Benefits

• Health Insurance: Traditional OR High Deductible plan
• Flexible Spending Accounts
• Health Savings Account (including employer contributions)
• Dental and Vision
• Basic and Supplemental Life Insurance
• Short-Term and Long-Term Disability
• Paid caregiver leave
• PTO + Holiday Pay + Volunteer Hours
• 401k with company match and immediate vest
• Employee Stock Purchase Program
• And More!