Sales Account Manager

About Coesia

Coesia is a group of innovation-based industrial and packaging solutions companies operating globally, headquartered in Bologna, Italy. Coesia has operating units in 36 countries, a turnover of 2,015 million euros in 2022 and over 8,000 employees. Coesia, a group of innovation-based industrial and packaging solutions companies operating globally, headquartered in Bologna, Italy, and fully owned by Isabella Seràgnoli. Coesia's companies are leaders in automation solutions for multiple industries, ranging from automated processing and packaging machinery, testing and vision systems, to digital printing technologies, factory flow solutions and precision gears. Our customers include leading players in Consumer Goods, Healthcare & Pharma, Tobacco, Ceramic Tiles, Luxury Goods, Aerospace, Racing & Automotive, Electronics. Coesia has 141 operating units in 35 countries, a turnover of about 1.9 billion euros and over 8,000 employees. In the United States, Coesia employs over 900 people.

Responsibilities & Position

The Sales Account Manager will be responsible for managing all sales activities for current and future customers specific to the assigned equipment portfolio. Position reports to the Coesia North America Customer Service Sales Director for CMS. The Sales Account Manager will provide leadership and management directions for the product line. Also responsible for developing a comprehensive sales and marketing strategy that grows the product line in terms of size and profitability.

• Lead sales and strategic direction for the assigned equipment technology and aftermarket product lines, driving revenue growth and market expansion.
• Serve as the primary technical expert and trusted advisor for packaging equipment, aftermarket services, and modernization solutions.
• Develop and execute strategic sales plans, forecasts, budgets, and targeted campaigns to increase equipment, parts, service, and sales training.
• Identify, qualify, and close opportunities for capital equipment, spare parts, rebuilds, upgrades, conversions, audits, service agreements, and training programs.
• Analyze customer operations, market trends, competitive activity, and growth opportunities to maximize sales performance and profitability.
• Build and maintain executive-level customer relationships through consultative, solution-oriented selling and asset management strategies.
• Ensure customers receive complete lifecycle solutions, including new machinery, aftermarket support, modernization, service, parts, and training.
• Prospect, penetrate, and grow assigned accounts while developing strategic plans for key customers and regions.
• Prepare and coordinate quotations, proposals, and technical solutions in collaboration with engineering, service, operations, and marketing teams.
• Clearly define and communicate customer requirements to ensure accurate proposals and successful project execution.
• Negotiate pricing, commercial terms, customer contracts, and agent agreements to secure profitable business outcomes.
• Manage all commercial aspects of customer orders, including order acknowledgments, issue resolution, invoicing, change management, and payment collection.
• Develop and maintain accurate sales forecasts, pipeline visibility, and business reports covering revenue, pricing, competitive intelligence, wins, losses, and market trends.
• Lead aftermarket sales campaigns and collaborate with marketing to develop and execute machine-specific promotional programs.
• Establish, track, and drive sales objectives and performance metrics to ensure attainment of growth targets.
• Represent the company at industry trade shows, customer events, and market development activities.
• Partner with senior leadership on annual budget development, business planning, and strategic initiatives.
• Monitor and assess competitor activity, market conditions, and industry trends to support strategic decision-making.
• Maintain accurate customer contacts, sales activities, opportunities, communications, forecasts, and account information within Microsoft Dynamics CRM.
• Travel extensively to customer facilities to strengthen relationships, identify business opportunities, and support customer success.

Qualifications & Skillset

• Bachelor’s Degree or equivalent combination of education and experience, preferably with an emphasis on technical selling. Experience with strategic sales action planning.
• Experience with strategic sales planning, business development, and account management.
• Budgeting, sales forecasting, and pipeline management experience.
• Demonstrated success achieving and exceeding aggressive sales growth targets and business objectives.
• Technical knowledge of packaging equipment, cartoning systems, or related manufacturing industries; food packaging experience preferred but not required.
• Experience utilizing CRM platforms such as Microsoft Dynamics for opportunity management, forecasting, and customer relationship management.
• Proficiency with Microsoft Office applications, including Word, Excel, Outlook, and PowerPoint.
• Understanding commercial terms, contracts, pricing, and customer agreements.
• Experience managing complex customer projects and coordinating cross-functional resources.
• Willingness and ability to travel domestically and internationally, with travel requirements of 50% 75%.

Our Offer

Coesia North America offers a competitive benefit package which includes, among other things:

• Paid Vacation Time
• Paid Sick Time
• 12 Paid observed calendar holidays - Paid 4th of July week Shutdown
• 12-weeks paid parental leave
• 401K offering 6% company match with no vesting period
• Company-paid Life Insurance
• Company paid short-term disability (80% wager replacement) & long-term disability
• Multiple health benefit & insurance options
• Wellness Reimbursement Programs
• Gym Reimbursement opportunities
• HSA company contribution for individual & employer family coverage

Coesia is an equal opportunity employer.