Key Account Manager
ITW Automotive, Troy, MI, United States
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 (e.g., 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 customersUnderstanding 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
Equal Opportunity 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.
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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 (e.g., 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 customersUnderstanding 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
Equal Opportunity 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.
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