Strategic Account Management:
Execute the use of a defined key account management process that drives corporate preference for ITW solutions and ensures local execution by regional/international selling teams and channel partners.
Coordinate the development and execution of plant-by-plant growth strategies in conjunction with the District Manager(s), and appropriate Industrial Specialists. This includes global pricing and sourcing strategies.
Work with ITW Welding resources and appropriate channel partners to develop strategies that align value propositions with customer needs and opportunities.
Understand how the customer defines value, develops strategic objectives, and identifies challenges.
Assess, identify, and keep ahead of competitive tactics, potential threats and distributor needs
Corporate Account Growth:
Demonstrate growth in sales revenue, addressable spend and end user engagement thru consistent application of the key account management process, metrics & tools including corporate pricing agreements, strategic account plans, quarterly business reviews, value stream mapping, etc.
Identify, evaluate, and prioritize ITW welding opportunities through an understanding of the corporate account culture & key decision makers.
Develop professional credibility and position ITW as a strategic partner with senior-level decision makers and influencers (corporate management, global sourcing management, and tech center management) aimed at growing ITW share across all categories within his/her portfolio of end-user national accounts.
Establish strategic relationships with the targeted customer’s organization or industry with the goal of becoming the customer’s key strategic partner for welding solutions through portfolio pricing / contract strategies.
Direct and help perform voice-of-the-customer research to define and assess segment opportunities.
Ensure there is divisional visibility & alignment for targeted national accounts based on the market and addressable potential.
Coordinate with and leverage internal, divisional resources as necessary to drive high levels of end user engagement and exposure to our portfolio of solutions.
Liaison with R&D and product managers on key segments needs and product innovation opportunities.
Bachelor’s degree or equivalent required.
Minimum of 5 years of experience as an account manager preferably for a hard-goods industrial, shipbuilding / defense related, or technical products market
Demonstrated ability to analyze account specific needs to develop and implement a strategic plan and to grow business
Ability to communicate and build relationships at all levels of the end user (and channel partner if applicable) with excellent presentation skills
Thorough understanding of the business dynamics of welding or like market and industry and able to speak to the latest welding and automation technologies
Strategic selling skills with a command of value-added sales techniques
Comfortable with ambiguity and ability to thrive within a matrix organizational structure
Ability to develop and manage relationships with key decision makers and influencers through an excellent executive presence
A proven track record of exceptional organizational, planning and negotiating skills in addition to exceptional verbal and written communication
Must be highly motivated and results oriented with the ability to work independently and in a team environment with ability to easily adapt to change, consistently meet deadlines and excellent follow through.
Strong PC skills/aptitude. Intermediate Proficiency in MS Office programs (Word, Excel, and PowerPoint) and exposure to Customer Relationship Management (CRM) systems (Salesforce.com)
Overnight travel up to 50%
Req Number ACC-17-00004