What are the responsibilities and job description for the Key Accounts Manager position at Hengstler?
Position Summary
Dover Motion is seeking a strategic and technically skilled Key Account Manager (KAM) to lead and grow a portfolio of high-value OEM customers across life sciences, diagnostics, and semiconductor sectors.
This role is a hybrid within the U.S. and includes direct leadership of a Sales Administrator based in Boxborough, MA who will support quoting, forecasting, and order management—enabling you to focus on account strategy, customer engagement, and revenue growth.
Key Responsibilities:
Strategic Account Ownership
Serve as the primary relationship manager across assigned OEM accounts.
Build deep relationships at multiple levels (engineering, sourcing, operations, and leadership).
Develop and execute customized strategic account plans aligned with customer roadmaps.
Opportunity Development & Design-In
Identify and lead new design-in opportunities within assigned accounts.
Work closely with engineering and applications teams to position Dover Motion early in the product development cycle.
Translate technical capabilities into customer value propositions.
Work with Product Management and Engineering to apply value engineering principles to help customers reduce system cost without compromising performance, by identifying opportunities to simplify designs, optimize components, or enhance manufacturability.
Program Execution & Cross-Functional Leadership
Lead cross-functional internal teams to deliver on customer requirements for development and production programs.
Ensure quality, delivery, and cost expectations are met throughout the program lifecycle.
Serve as the internal advocate for customer needs and priorities.
Revenue Management, Forecasting & Negotiations
Own pipeline management and forecasting for assigned accounts; monitor project status and production ramp schedules.
Drive forecast accuracy across key accounts by partnering closely with the FP&A Leader and Business Unit Director to align customer demand insights with internal financial planning and operational execution.
Work closely with the Sales Administrator to manage quoting, pricing, and order processing.
Negotiate pricing and commercial terms in collaboration with contracts, legal, and leadership teams.
Qualifications
Bachelor’s degree in Engineering, Physics, Life Sciences, or another related technical field (MBA or advanced degree is a plus).
8–10 years in OEM technical sales, key account management, or business development.
Experience with motion control systems, mechatronics, subsystems, or automation solutions is highly desirable.
Familiarity with customer workflows in life sciences, diagnostics, or semiconductor capital equipment.
Proven ability to manage complex, long-cycle OEM programs and strategic customer relationships.
Skilled communicator, negotiator, and collaborator.
Self-directed, highly organized, and able to work remotely with minimal oversight.
Proficient in CRM systems, sales forecasting tools, and basic data analysis.
Willingness to travel up to 50% for customer visits, team meetings, and industry events.
Why Dover Motion?
At Dover Motion, we engineer high-performance precision motion systems that enable the world’s most advanced instruments. As part of Ralliant Corporation (NYSE: RAL), we offer the innovation and agility of a specialized business with the backing of a global enterprise. Our solutions play a key role in diagnostics, genomics, metrology and semiconductor inspection tools used around the world. You'll work closely with customers pushing the boundaries of science and technology—and you’ll help them get there faster.
#LI-RB
Ralliant Corporation Overview
Ralliant, originally part of Fortive, now stands as a bold, independent public company driving innovation at the forefront of precision technology. With a global footprint and a legacy of excellence, we empower engineers to bring next-generation breakthroughs to life — faster, smarter, and more reliably. Our high-performance instruments, sensors, and subsystems fuel mission-critical advancements across industries, enabling real-world impact where it matters most. At Ralliant we’re building the future, together with those driven to push boundaries, solve complex problems, and leave a lasting mark on the world.
We Are an Equal Opportunity Employer
Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@Ralliant.com.
About Hengstler
Hengstler is a leading European manufacturer of industrial components for counting and control applications. We supply customers from the most diverse industries, such as automation, mechanical engineering, medical technology and drive technology.For over 170 years we have been known worldwide for our many years of experience and competent service, broad application know-how and high flexibility resulting from a large number of product variants and solutions.
We Are an Equal Opportunity Employer. Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@Ralliant.com.
Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 164500 - 305500 Hengstler is a leading European manufacturer of industrial components for counting and control applications. We supply customers from the most diverse industries, such as automation, mechanical engineering, medical technology and drive technology.For over 170 years we have been known worldwide for our many years of experience and competent service, broad application know-how and high flexibility resulting from a large number of product variants and solutions.
We Are an Equal Opportunity Employer. Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@Ralliant.com. The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 164500 - 305500
Dover Motion is seeking a strategic and technically skilled Key Account Manager (KAM) to lead and grow a portfolio of high-value OEM customers across life sciences, diagnostics, and semiconductor sectors.
This role is a hybrid within the U.S. and includes direct leadership of a Sales Administrator based in Boxborough, MA who will support quoting, forecasting, and order management—enabling you to focus on account strategy, customer engagement, and revenue growth.
Key Responsibilities:
Strategic Account Ownership
Serve as the primary relationship manager across assigned OEM accounts.
Build deep relationships at multiple levels (engineering, sourcing, operations, and leadership).
Develop and execute customized strategic account plans aligned with customer roadmaps.
Opportunity Development & Design-In
Identify and lead new design-in opportunities within assigned accounts.
Work closely with engineering and applications teams to position Dover Motion early in the product development cycle.
Translate technical capabilities into customer value propositions.
Work with Product Management and Engineering to apply value engineering principles to help customers reduce system cost without compromising performance, by identifying opportunities to simplify designs, optimize components, or enhance manufacturability.
Program Execution & Cross-Functional Leadership
Lead cross-functional internal teams to deliver on customer requirements for development and production programs.
Ensure quality, delivery, and cost expectations are met throughout the program lifecycle.
Serve as the internal advocate for customer needs and priorities.
Revenue Management, Forecasting & Negotiations
Own pipeline management and forecasting for assigned accounts; monitor project status and production ramp schedules.
Drive forecast accuracy across key accounts by partnering closely with the FP&A Leader and Business Unit Director to align customer demand insights with internal financial planning and operational execution.
Work closely with the Sales Administrator to manage quoting, pricing, and order processing.
Negotiate pricing and commercial terms in collaboration with contracts, legal, and leadership teams.
Qualifications
Bachelor’s degree in Engineering, Physics, Life Sciences, or another related technical field (MBA or advanced degree is a plus).
8–10 years in OEM technical sales, key account management, or business development.
Experience with motion control systems, mechatronics, subsystems, or automation solutions is highly desirable.
Familiarity with customer workflows in life sciences, diagnostics, or semiconductor capital equipment.
Proven ability to manage complex, long-cycle OEM programs and strategic customer relationships.
Skilled communicator, negotiator, and collaborator.
Self-directed, highly organized, and able to work remotely with minimal oversight.
Proficient in CRM systems, sales forecasting tools, and basic data analysis.
Willingness to travel up to 50% for customer visits, team meetings, and industry events.
Why Dover Motion?
At Dover Motion, we engineer high-performance precision motion systems that enable the world’s most advanced instruments. As part of Ralliant Corporation (NYSE: RAL), we offer the innovation and agility of a specialized business with the backing of a global enterprise. Our solutions play a key role in diagnostics, genomics, metrology and semiconductor inspection tools used around the world. You'll work closely with customers pushing the boundaries of science and technology—and you’ll help them get there faster.
#LI-RB
Ralliant Corporation Overview
Ralliant, originally part of Fortive, now stands as a bold, independent public company driving innovation at the forefront of precision technology. With a global footprint and a legacy of excellence, we empower engineers to bring next-generation breakthroughs to life — faster, smarter, and more reliably. Our high-performance instruments, sensors, and subsystems fuel mission-critical advancements across industries, enabling real-world impact where it matters most. At Ralliant we’re building the future, together with those driven to push boundaries, solve complex problems, and leave a lasting mark on the world.
We Are an Equal Opportunity Employer
Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@Ralliant.com.
About Hengstler
Hengstler is a leading European manufacturer of industrial components for counting and control applications. We supply customers from the most diverse industries, such as automation, mechanical engineering, medical technology and drive technology.For over 170 years we have been known worldwide for our many years of experience and competent service, broad application know-how and high flexibility resulting from a large number of product variants and solutions.
We Are an Equal Opportunity Employer. Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@Ralliant.com.
Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 164500 - 305500 Hengstler is a leading European manufacturer of industrial components for counting and control applications. We supply customers from the most diverse industries, such as automation, mechanical engineering, medical technology and drive technology.For over 170 years we have been known worldwide for our many years of experience and competent service, broad application know-how and high flexibility resulting from a large number of product variants and solutions.
We Are an Equal Opportunity Employer. Ralliant Corporation and all Ralliant Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Ralliant and all Ralliant Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@Ralliant.com. The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 164500 - 305500
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