Sales Development Program

About the Role

The Sales Development Program (SDP) for Industrial Coating Systems is designed to accelerate the careers of high potential college graduates and prepare them for immediate sales responsibilities within Nordson. This 18-month program includes a robust onboarding experience to develop knowledge of Nordson and its products. The program requires a willingness to relocate anywhere within the United States during and upon completion.

What To Expect

Over 18 months, you will experience:

• Commercial and product training with real-world experiences
• Job shadowing with salespeople and subject matter experts
• Partnering with dedicated leaders and mentors
• Networking with and learning from commercial leaders
• Customer account responsibility and ownership

Program Rotations

The program begins with onboarding in Westlake, Ohio, including meeting the Executive team and participating in training and team building. Each candidate will have a mentor throughout the program.

Potential Rotation Locations: Wixom, MI

• Rotation 1 - Sales Process (4 Months)

• Understanding order to cash processes

• Understanding funnel management tools (CPQ, Salesforce, etc.)

• Understanding divisional funnel management metrics

• Understanding how forecasts are made and commitments are met

• Understanding Business Revenue Growth Strategies

• Rotation 2 - Basic Customer Exposure (5 Months)

• Generating quality leads through customer contact

• Opportunity tracking from raw leads to opportunity, probability, to winning the order

• Making and presenting proposals

• Understanding the divisional competitive landscape and product portfolio

• Using data to identify target opportunities for revenue growth

• Customer visits with application exposure

• Rotation 3 - Direct Customer Exposure Value Selling Process (9 Months)

• Understanding customer needs

• Presenting Nordson & Division overviews to customers

• Presenting proposals to customers

• Negotiation Skills

• Key Account Management Training

• Assignment of accounts and territory, including managing opportunities from start to order

Requirements & Tech Stack

• Commercial and product training
• CPQ
• Salesforce
• Order to cash processes
• Funnel management tools
• Business Revenue Growth Strategies
• Negotiation Skills
• Key Account Management

Qualifications

• Completed Bachelor’s degree (Business, Sales Concentration, and Marketing)
• Minimum GPA of 3.2
• Strong interest in pursuing a career in sales, business development, and commercial growth
• Self-motivated, curious, and goal-oriented with the confidence to build new relationships, seek out opportunities, and embrace challenges
• Strong communication and interpersonal skills
• Willingness to learn about Nordson product offerings
• Demonstration of Nordson values (integrity, respect for people, customer passion, energy, and excellence)
• Geographic flexibility is required; relocation may be necessary.

Helpful but not required:

• Internship, co-op, campus leadership, athletics, customer-facing, or sales-related experience

Working Conditions and Physical Demands

• Office environment
• Travel Required: Estimated 25%