Key Account Manager

Proto Labs, Inc.
life insurance, 401(k)
United States, Minnesota, Maple Plain
Jan 13, 2025
Be yourself at Protolabs Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. We are an equal opportunity employer, and we are committed to building a diverse team that feels they are valued in the workplace. So do you feel you do not meet every single requirement but still intrigued? We encourage you to still apply! You can help make our company even better. We do not discriminate based on race, color, national origin, sexual orientation, gender, age, mental or physical ability, or any way you represent yourself. We strongly believe diversity makes for more successful teams. Why Protolabs? We are the leaders in digital manufacturing. We hire doers, makers, and creative thinkers who tackle our roles with an entrepreneurial spirit. Our culture is centered around meaningful work that brings new and innovative products to market at unprecedented speeds. We are a diverse team that comes from all walks of life and take pride in our team who is smart, genuine, humble, and passionate about what we do. It's our people who fuel our creativity and make our culture feel like home. Join our team as a Key Account Manager! *This is a hybrid role being onsite in Maple Plain, MN on Tuesday, Wednesday, and Thursday.* The Key Account Manager (KAM) is responsible for managing Top 100 Americas enterprise customers. The primary responsibility of this role is to meet and exceed the annual bookings quotas as established by the company, ensuring that all strategic initiatives and customer engagements align with this critical objective. The KAM is accountable for focusing on customer satisfaction, retention and growing business for complex accounts. The KAM is dedicated to driving Protolabs' growth through a thorough understanding of the customer's business initiatives, needs, and problems, and how Protolabs' service line solutions can co-create innovative solutions. With a key focus on building coaches and champions throughout the customer organization, the KAM will play a pivotal role in expanding customer wallet share while enhancing efficiency and profitability for mutual benefit of both the customer and Protolabs. Duties and 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. Education & Experience: Bachelor's degree in business or related field or equivalent education and/or experience 4+ 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. Knowledge, Skills, and Abilities: 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. Bonus: 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. What's in it for you: We offer a competitive total compensation package In addition, we offer competitive benefits including but not limited to: 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 You will receive PTO + Holiday Pay + Volunteer Hours 401k with company match and immediate vest Employee Stock Purchase Program And More! Protolabs offers a competitive total rewards package, and compensation mix vary based on position, such as base wage, as well as other earnings including incentives and commissions. Actual pay offered will vary depending on multiple factors which may include, without limitation, job function, work experience, specialized skills, training, education, and certifications. Proto Labs maintains ITAR-compliant operations in all of our United States based facilities. Due to ITAR regulations, this role is only open to U.S. Citizens, lawful permanent residents (green card holders) or foreign nationals granted refugee or asylee status. Individuals with temporary visas (e.g. E, F-1, H-1, H-2, L, B, J, TN or OPT) are not eligible for hire in this role. Proto Labs, Inc. is an Affirmative Action / Equal Opportunity Employer Physical Demands: While performing the essential duties of this job, the employee is regularly required to sit; use a computer keyboard, monitor and mouse, telephone and printer; reach with hands, and arms, talk, see and hear. The employee is occasionally required to stand, walk, stoop or kneel and must occasionally lift and/or move up to 25 pounds. Work Environment: Indoors (A/C); nonsmoking; the majority of this job function is performed in an office setting requiring normal safety precautions. However, there may be job duties that require the employee to spend time in the manufacturing areas exposed to machinery and noise; eye protection occasionally required. Occasionally works in outside weather conditions. Occasionally works near moving mechanical parts and in high, precarious places and is occasionally exposed to wet and/or humid conditions, fumes or airborne particles, toxic or caustic chemicals, risk of electrical shock and vibration. The noise level in the work environment is usually quiet to moderate.