The Role
The Senior Account Manager manages 30 to 40 high-value accounts, focusing on customer satisfaction, retention, and business growth while leveraging Protolabs' service solutions for competitive advantage.
Summary Generated by Built In
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 Senior Account Manager!
This is a hybrid role being onsite Tuesday, Wednesday, and Thursday in Maple Plain, MN.
The role of Senior Account Manager (SRAM) at Protolabs is responsible for managing between 30 to 40 high value accounts. SRAM is tasked with selling services, acting as a key point of contact, and focusing on customer satisfaction, retention, and business growth for complex accounts. The SRAM is dedicated to driving Protolabs' growth by deeply understanding the customer’s business initiatives, needs, and challenges, and by leveraging Protolabs’ service line solutions to co-create innovative solutions. With a strong emphasis on building coaches and champions throughout the customer organization, the SRAM will play a pivotal role in expanding customer wallet share while enhancing efficiency and profitability for the mutual benefit of both the customer and Protolabs. SRAM is skilled in utilizing customer-centric tools, training, and the Protolabs’ cross-functional ecosystem to deliver the best solutions.
You will
- Proactively drives, organizes and facilitates business reviews and other customer meetings.
- 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 for team members(s) and other internal resources toward achieving customer expectations and growing account value.
- Accountable for operational results and connected to operational excellence but spends less than 50% of time on day-to-day account operations.
- Manages and grows accounts for multiple service lines and customer locations.
What it takes:
- Bachelor’s degree in business or related field or equivalent education and/or experience.
- 5+ years of experience in Business to Business (B2B) sales, ideally with Fortune 500 customers OR 3+ years of Protolabs B2B selling experience
- Consistent high performer with proven record of growing sustainable customer business partnerships and strong internal relationships.
- Demonstrated ability to develop and drive customer growth through projects, programs, and agreements.
- Proactively build strong internal relationships across company ecosystems with identified partners in the cross-functional team.
- Proactively identify, build, and maintain relationships with customer coaches and champions to provide creative solutions and resolve customer conflicts.
- Proficient with CRM tools for managing the sales process and forecasting to provide further insight into other department stakeholders.
- Consistent ability to proactively source leads and identify new business opportunities by maintaining a robust pipeline.
- Strong presentation and communication skills, both verbal and written at most levels inside and outside the organization.
- Technical aptitude for engaging in high-level conversations related to manufacturing and engineering.
- Proficient understanding of customer value propositions and consistently articulates how company solutions can improve their customer’s corporate initiatives and business objectives.
- Demonstrates a growth mindset with a continuous improvement lens. Self-motivated and results-driven, with a dedicated focus on achieving/ exceeding sales goals.
- Strong negotiation skills for project requirements, customer documentation conversations, and difficult financial conversations.
- Adopt new initiatives and demonstrate creative thinking outside the box. Ability to self-analyze individual performance to optimize selling strategy, effort and revenue attainment.
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 + Wellness Hours + Volunteer Hours
- 401k with company match and immediate vest
- Employee Stock Purchase Program with a 15% discount
- And More!
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 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.
Top Skills
Crm Tools
Domo
SFDC
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The Company
What We Do
Protolabs is the world's fastest digital manufacturing source for rapid prototyping and on-demand production. The technology-enabled company produces custom parts and assemblies in as fast as 1 day with automated 3D printing, CNC machining, sheet metal fabrication, and injection molding processes. Our digital approach to manufacturing enables accelerated time to market, reduces development and production costs, and minimizes risk throughout the product life cycle.
3D Printing
Our 3D printing service offers a wide selection of materials and technologies to create prototypes and end-use parts with complex geometries and detailed features. With tight process controls, careful design reviews, and extensive quality monitoring, we ensure precise and repeatable 3D-printed parts, every time.
CNC Machining
We use 3- and 5-axis milling along with turning to machine parts from commercial-grade plastics and metals. Our online quoting system and automated manufacturing process enable us to ship parts within 24 hours, helping customers accelerate development and reduce time to market.
Sheet Metal Fabrication
Protolabs is an industry leader in quick-turn sheet metal parts for both prototyping and low-volume production. Our digital approach to manufacturing enables us to fabricate sheet metal parts in as fast as 5 days. Additionally, we can support our customers’ development efforts with component assemblies, several finish options, and screen printing.
Injection Molding
Our injection molding service offers two options—prototyping and on-demand manufacturing—which provide customers a tooling solution that aligns with their project’s requirements. It’s used for quick-turn prototyping, bridge tooling, and low-volume production of up to 10,000+ parts in 15 days or less.
