Job Description:Summary:As a key member of the ITW Hartness Commercial Team, the Key Account Manager (KAM) - Markets TBD reports to the Sales Director and is responsible for driving profitable growth within targeted market segments identified as strategic priorities for the division. Specific markets will be disclosed during the interview process.
This role is uniquely focused on accelerating market penetration and expanding Hartness' presence in growth areas where significant opportunity exists to increase market share, customer engagement, and commercial performance. The Key Account Manager will develop and execute market-specific growth strategies across a combination of end-user customers, system integrators, OEMs, and strategic partner accounts throughout North America.
Working collaboratively across the organization, the KAM is responsible for building high-value relationships with key decision makers, identifying and converting new business opportunities, and delivering revenue and margin performance aligned with divisional growth objectives. Success in this role requires a proactive, opportunity-driven approach that combines strategic thinking, strong commercial execution, and a relentless focus on customer value creation.
In addition to commercial responsibilities, the KAM serves as an important voice of the customer within Hartness. This individual will work closely with Product Management, Innovation, Engineering, and Marketing teams to communicate customer feedback, emerging market trends, competitive intelligence, and unmet market needs. The KAM will play a key role in supporting customer-back innovation initiatives (CBI) and helping shape future product and market strategies that support long-term organic growth.
This is a field-based role with a strong preference for candidates residing within three hours of the Greenville, SC headquarters and located near a major airport.
Critical Success Attributes & Competencies
- Demonstrates a strong growth mindset and "hunter" mentality with a passion for identifying, developing, and capturing new business opportunities.
- Curious, self-motivated, resourceful, and accountable, with the ability to operate independently and drive results with limited direction.
- Strong strategic and commercial acumen, including the ability to develop market growth strategies, communicate differentiated value propositions, and identify profitable opportunities.
- Exceptional relationship-building skills with the ability to establish trust and influence stakeholders across end-user customers, strategic partners, and system integrators.
- Effective collaborator who works cross-functionally with Sales, Marketing, Product Management, Innovation, Engineering, and Operations to achieve business objectives.
- Demonstrates resilience, persistence, and determination in overcoming obstacles and advancing opportunities to successful outcomes.
- Highly organized and accountable with exceptional time management, prioritization, and project management skills.
- Serves as a strong voice of the customer by communicating market trends, competitive intelligence, customer feedback, and emerging opportunities throughout the organization.
- Strong communication, presentation, and negotiation skills with the ability to influence decisions at both operational and executive levels.
- Utilizes data, analytics, CRM tools, and the ITW Toolbox to prioritize opportunities, drive accountability, and support profitable growth.
- Ability to build credibility and influence within targeted industries by attending industry events and trade shows, engaging with industry associations, and aligning with key market influencers.
Qualifications- Bachelor's degree in Business, Marketing, Engineering, or a related field preferred
- 3-5+ years of successful experience in sales, business development, key account management, or a related commercial role within a B2B manufacturing or industrial environment.
- Demonstrated success developing new business opportunities, executing strategic account plans, and achieving revenue growth objectives.
- Technical sales aptitude with the ability to understand customer processes, identify needs, and communicate value-based solutions. Experience with capital equipment, industrial automation, packaging machinery, or integrated systems is preferred.
- Experience working with end-user customers, channel partners, system integrators, OEMs, or other strategic commercial relationships
- Proven ability to develop commercial strategies, qualify opportunities, and manage complex sales cycles involving multiple stakeholders and decision-makers.
- Strong business acumen with the ability to articulate differentiated value propositions, communicate customer value, and influence purchasing decisions.
- Experience negotiating commercial agreements, pricing, terms and conditions, and purchase contracts within established company guidelines.
- Strong analytical skills with the ability to evaluate market trends, competitive activity, customer needs, and growth opportunities.
- Ability to travel up to 50% throughout North America and occasionally internationally (if required)
- Ability to travel without restriction via commercial transportation and maintain a valid driver's license.
Take this opportunity to join a successful and enthusiastic global team where you can make a significant impact immediately. You will enjoy a competitive salary and generous benefits that includes health, dental, life and LTD insurance, 401k (with match), and a 100% tuition reimbursement program for those who qualify.
