| Location | Allentown, PA |
Work arrangement: Remote / field-based
Location preference: Allentown, PA preferred
Travel: Approximately 75% across the United States and Canada
Fuller Technologies is seeking a highly experienced Key Account Manager to lead and grow major strategic customer relationships across North America.
This is a senior-level commercial position focused on managing large, complex corporate accounts, developing executive-level relationships, and driving significant revenue through long-term strategic partnerships.
The ideal candidate has a proven track record of personally managing substantial annual sales portfolios, negotiating high-value commercial agreements, and working directly with corporate executives and senior decision-makers at major industrial organizations.
We are particularly interested in candidates who have managed national, multi-site, or enterprise-level accounts within industrial equipment, heavy manufacturing, mining, cement, or related OEM environments.
Own and grow major strategic customer accounts across the United States and Canada, with direct accountability for significant annual revenue.
Develop and maintain relationships with VP-level executives, corporate procurement leaders, and other senior commercial decision-makers.
Lead strategic account planning across multiple customer facilities, business units, and geographic locations.
Identify and execute major commercial opportunities involving capital equipment, aftermarket parts, services, upgrades, and modernization solutions.
Lead complex, high-value contract negotiations, including long-term supply agreements and enterprise-wide commercial partnerships.
Develop executive-level account strategies focused on revenue growth, profitability, customer retention, and long-term business development.
Collaborate with engineering, product management, service, operations, and leadership teams to develop comprehensive technical and commercial solutions.
Manage major sales opportunities, maintain accurate forecasts, and provide visibility into account performance and commercial pipeline.
Conduct executive-level customer meetings, strategic business reviews, and commercial negotiations.
Monitor customer capital investment plans, competitive activity, and market developments to identify opportunities for growth.
Travel extensively to maintain relationships with major customers and support strategic commercial initiatives.
Extensive experience in strategic, national, global, or enterprise-level account management within industrial B2B sales.
Demonstrated success personally managing large annual sales portfolios and delivering significant revenue growth.
Proven experience working directly with VP-level executives, corporate procurement leaders, and senior decision-makers at major industrial organizations.
Strong track record negotiating complex, multimillion-dollar commercial agreements and long-term customer contracts.
Experience managing major corporate customers with multiple facilities, locations, or business units.
Background in capital equipment, engineered solutions, heavy industrial machinery, industrial technology, or related technical products and services.
Ability to develop and execute sophisticated account strategies while navigating complex customer organizations.
Strong commercial judgment, executive communication, negotiation, and relationship-management skills.
Experience managing sales forecasts, commercial pipelines, and strategic opportunities through CRM systems.
Ability and willingness to travel approximately 75% across North America.
Direct responsibility for annual customer portfolios of $75M–$100M+, or comparable experience managing large, complex enterprise-level industrial accounts.
Experience with major industrial OEMs, multinational manufacturers, or large corporate customers.
Established relationships with senior executives and corporate purchasing organizations.
Experience within cement, mining, aggregates, minerals processing, bulk material handling, heavy machinery, or process equipment.
Experience selling both capital equipment and aftermarket/lifecycle solutions, including spare parts, field service, upgrades, and modernization.
Proven success expanding existing strategic accounts through major commercial agreements and long-term partnerships.
You should be proficient in:
Machines & technologies you'll use: