Corporate Account Manager

Miller Electric Mfg   •  

Norfolk, VA

Industry: Electronics


5 - 7 years

Posted 403 days ago

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.

Divisional Alignment:

  • 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.

 Position Requirements


  • 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 (

  • Overnight travel up to 50%

  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job

 Req Number ACC-17-00004