Key Account Manager

Lead Strategic Partnerships. Drive Long-Term Growth. At Fuller Technologies, our strongest customer relationships go far beyond a single project or solution. We partner with customers across the lifecycle of their operations, bringing together equipment, service, aftermarket, modernization, and technical expertise to help them achieve their business goals. As Key Account Manager, you’ll have the opportunity to shape those partnerships at the highest level — connecting customer priorities with the full capabilities of a global organization and creating lasting value for both our customers and Fuller.

About the role The Key Account Manager is responsible for developing and leading strategic relationships with some of Fuller Technologies’ most important customers. This role builds trusted partnerships with senior customer leaders, identifies opportunities for long-term growth, and coordinates Fuller’s commercial and technical teams to deliver an integrated approach across key accounts. About the department The Sales team is responsible for developing customer relationships and driving sustainable commercial growth across Fuller Technologies’ portfolio.

The team works closely with Service, Product Management, Engineering, Operations, and regional leadership to connect customer needs with the right solutions and expertise. Your Responsibilities Develop and execute long-term strategic account plans aligned with customer priorities and Fuller’s commercial growth strategy. Build and maintain trusted relationships with executive leaders, corporate decision-makers, plant leadership, procurement, engineering, and operations stakeholders.

Develop a deep understanding of customers’ business strategies, capital investment plans, operational priorities, and long-term growth initiatives. Identify and coordinate strategic opportunities across capital equipment, aftermarket services, modernization, digital solutions, and lifecycle offerings. Lead executive-level customer meetings, business reviews, account planning sessions, and strategic partnership discussions.

Coordinate Area Sales, Technical Sales, Product Management, Engineering, Service, Operations, and regional leadership to deliver a unified customer strategy. Influence commercial strategy and support negotiations for complex, high-value opportunities while balancing customer objectives and business profitability. Monitor customer performance, competitive activity, market trends, and industry developments to identify strategic risks and growth opportunities.

Represent the voice of the customer by sharing customer priorities, market intelligence, and competitive insights across Fuller. Maintain strategic account plans, forecasts, opportunity pipelines, and executive engagement activities within CRM systems. Lead regular accounts receivable discussions with key customers to support consistent and current revenue. Travel to customer sites and business meetings as required to strengthen strategic relationships and develop new opportunities.

You bring Bachelor’s degree in Business, Engineering, or a related field; an advanced degree is preferred. 10+ years of progressive experience in industrial sales, strategic account management, business development, or commercial leadership. Experience within heavy industrial, engineered equipment, process industries, or a similarly complex B2B environment. Proven success managing senior-level customer relationships and developing long-term partnerships with large or multi-site industrial organizations.

Experience leading complex commercial opportunities involving capital equipment, aftermarket services, modernization, and lifecycle solutions. Strong commercial acumen with experience in strategic negotiations, account planning, pricing strategy, and profitability management. Ability to influence and coordinate cross-functional and global teams without direct reporting authority. Excellent executive communication, presentation, negotiation, and relat