Key Account Manager

Job Description:

Founded in 1912, ITW (NYSE: ITW) is a global industrial company built around a differentiated and proprietary business model. The company's seven industry-leading segments leverage the ITW Business Model to generate solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW's approximately 45,000 dedicated colleagues around the world thrive in the company's decentralized, entrepreneurial culture. In 2019, the company achieved revenues of $14.1 billion, with roughly half coming from outside North America.

Division Description

ITW Air Flow Management is a producer of interior automotive components such as Pressure Relief Valves and Air Registers, with approximate revenues of $90M. Air Flow Management delivers differentiated value to the North American Automotive OEM's addressing customer comfort in the cabin. Business units include Manufacturing in Westminster, MA and Reynosa, MX as well as a Sales & Engineering office in the Detroit area. The division has approximately 550 employees in North America.

Position Summary

Lead the regional sales responsibility for the assigned customer portfolio, coordinate the regional customer team, ensure the regional target fulfillment of the global account strategy (in concert with the GKAM, where applicable). Is a functional member of the project team. Be the voice of the customer internal to ITW to deliver the needs of the customer through pain point discovery leading to successful sales/business development through selling current and adjacent products to current and new customers. Key focus and skill set will be an overall attention to detail, accurate forecasting and current portfolio management through customer HQ intimacy development.

Primary Responsibilities

• Learn through KAMs how to ensure delivery of sold orders (target agreed with management and based on customer opportunities within scope of responsibility)

• Lead ITW quotation activities, internal process, etc. for owned programs

• Establish value-based pricing as well as walk-away pricing

• Support regional customer intimacy development

• All levels within customer, all functions within customer (ex. Production Release Engineering, Advanced Development, Purchasing, Supplier Quality, Supply Chain/Logistics, Etc.)

• Support and Identify future customer trends through customer intimacy which may have an impact on ITW revenues within the next 1-5 years

• Act as ITW representative onsite at relevant customer sites to address opportunities/actions

• Support and learn how to Lead efforts of value-based selling through training and KAM support

• Coordinate and assist with regional activities to ensure global account success

• Assist in maintaining profitability of the existing product line

• Work cross-functionally with management, operations, sales & engineering to reach sales goals

Qualifications

• Bachelor's degree, required
• Account management experience preferred but not required
• OEM Customer interaction / Complex purchasing organizations in high volume manufacturing
• Demonstrated growth in technical value-based sales
• Proven ability to influence customers
• Understanding of plastic injection molding is a plus
• Engineering background is a plus
• Must be able to drive a motor vehicle with a clean driving record
• Proficiency in Microsoft Office
• Travel up to 35% required

ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.