What are the responsibilities and job description for the Key Account Manager position at Natoli Engineering Company, Inc.?
About Natoli
Founded in 1973, Natoli Engineering is the world leader in tablet compression tooling, tablet presses, encapsulation equipment, replacement parts, and formulation and training services. Natoli serves pharmaceutical, nutraceutical, confectionery, industrial, veterinary and cannabis manufacturers in more than 100 countries from its 120,000 sq ft St. Charles headquarters, Natoli Europe in Poland, technical centers in New York and California, and Natoli Scientific labs in Pennsylvania and Mumbai.
Position summary
The KAM owns the long-term relationship, growth and retention of Natoli's most strategic customers: large, often multi-site and multinational manufacturers and CDMOs. The KAM builds a multi-year plan for each account, sells across Natoli's full portfolio (tooling, presses, parts, Natoli Scientific services, training, refurbishment), and coordinates Domestic and International Sales, Customer Experience, Engineering, Production and Marketing so each key account receives one consistent Natoli experience worldwide.
Why the role exists
Area
Share of time
Account strategy and planning
20%
Relationship and executive engagement
20%
Revenue growth and commercial management
25%
Cross-functional orchestration
20%
Account health, forecasting and reporting
10%
Market and competitive intelligence
5%
Account strategy and planning
Required
Office and customer-site work, including manufacturing floors that require PPE and gowning. Occasional evening calls for global time zones.
Natoli is an equal opportunity employer. (HR to confirm final EEO and benefits language.)
Founded in 1973, Natoli Engineering is the world leader in tablet compression tooling, tablet presses, encapsulation equipment, replacement parts, and formulation and training services. Natoli serves pharmaceutical, nutraceutical, confectionery, industrial, veterinary and cannabis manufacturers in more than 100 countries from its 120,000 sq ft St. Charles headquarters, Natoli Europe in Poland, technical centers in New York and California, and Natoli Scientific labs in Pennsylvania and Mumbai.
Position summary
The KAM owns the long-term relationship, growth and retention of Natoli's most strategic customers: large, often multi-site and multinational manufacturers and CDMOs. The KAM builds a multi-year plan for each account, sells across Natoli's full portfolio (tooling, presses, parts, Natoli Scientific services, training, refurbishment), and coordinates Domestic and International Sales, Customer Experience, Engineering, Production and Marketing so each key account receives one consistent Natoli experience worldwide.
Why the role exists
- Key accounts buy from Natoli at several sites and through several reps, so no one owns the whole relationship.
- Growth depends on selling the portfolio (presses, Scientific services, tooling programs), not just replacement tooling.
- Large customers expect executive access, formal business reviews, supply agreements and one accountable contact.
Area
Share of time
Account strategy and planning
20%
Relationship and executive engagement
20%
Revenue growth and commercial management
25%
Cross-functional orchestration
20%
Account health, forecasting and reporting
10%
Market and competitive intelligence
5%
Account strategy and planning
- Build and maintain a written 12–36 month account plan for each assigned account: installed base, spend, share of wallet, org map, growth targets, risks and action plan.
- Map every site, press, tooling program and buying center within each account worldwide.
- Identify white space across Natoli's portfolio: tooling, presses, encapsulation, parts, refurbishment, Natoli Scientific services and technical training.
- Build relationships at every level: operators, tooling room managers, engineering, formulation/R&D, quality, procurement, and site and corporate leadership.
- Run quarterly business reviews (QBRs) and annual executive business reviews (EBRs).
- Serve as the single accountable Natoli contact and escalation point for the account.
- Sponsor customer visits to St. Charles, Natoli Scientific and the technical centers.
- Deliver annual revenue, margin and growth targets for the assigned portfolio.
- Lead large and multi-site opportunities: new press projects, tooling standardization programs, new product launches and site transfers.
- Lead negotiations of supply agreements, blanket POs and tooling management programs with procurement, and recommend pricing (approval sits with Sales leadership).
- Work with Domestic and International Sales to win opportunities at the site level under agreed rules of engagement.
- Coordinate Domestic and International CX, Engineering, Tablet Design, Production, Quality, Natoli Scientific and Marketing to deliver for the account.
- Align production capacity and lead times with account forecasts and launches.
- Own resolution of escalated issues (quality, delivery, complaints) through to closure and root cause.
- Keep CRM current: contacts, activities, opportunities, forecasts and account plans.
- Produce a monthly forecast and quarterly account-health report for the Director of Operations and Sales leadership.
- Track retention risk, satisfaction and share-of-wallet trends.
- Track competitor activity, pricing and customer technology shifts within key accounts.
- Feed product, service and pricing insights to Engineering, Marketing and leadership.
Required
- Bachelor's degree in engineering, pharmaceutical science, chemistry, business or a related field, or equivalent experience.
- 7 years of B2B sales or account management, with 3 years managing named strategic or multi-site accounts.
- Experience selling technical capital equipment, tooling, components or services into pharmaceutical, nutraceutical, food or other regulated manufacturing.
- Proven record growing large accounts through multi-year plans and complex, multi-stakeholder sales cycles.
- Experience negotiating supply, pricing or service agreements with corporate procurement.
- Working knowledge of CRM and ERP systems and forecasting discipline; SysPro experience is a plus.
- Valid passport and ability to travel 15-25%, including international travel.
- Knowledge of solid-dose manufacturing: tablet compression, tooling (TSM/EU standards), presses, granulation or encapsulation.
- Familiarity with cGMP, FDA 21 CFR Part 211, equipment qualification (IQ/OQ/PQ) and change control in customer plants.
- Experience with global accounts, resellers, distributors and cross-cultural selling (Europe, India, Asia-Pacific or Latin America).
- Formal key account or strategic selling training (Miller Heiman, Challenger, SPIN, or similar).
- Second language (Spanish, Polish, German, Hindi or Portuguese) is a plus.
- Strategic thinking: turns account data into a clear multi-year plan.
- Technical credibility: can discuss tablet defects, tooling wear and press performance with engineers.
- Influence without authority: moves Engineering, Production and CX to act for the customer.
- Executive presence: comfortable with plant directors, VPs of Operations and procurement leaders.
- Commercial acumen: understands margin, pricing strategy and total cost of ownership.
- Ownership and follow-through: closes the loop on every commitment and escalation.
Office and customer-site work, including manufacturing floors that require PPE and gowning. Occasional evening calls for global time zones.
Natoli is an equal opportunity employer. (HR to confirm final EEO and benefits language.)