Corporate Account Manager - Rental

ITW; United States; Remote; USD 60,000 - 110,000; Full time

Job summary

An established industry player seeks a Corporate Account Manager to lead sales and profitability in the welding sector. This role emphasizes strategic account management, requiring a dynamic individual to engage with national rental accounts while collaborating with regional sales teams. The ideal candidate will possess strong analytical and communication skills, with a proven track record in account management. This position offers the opportunity to work closely with senior-level decision-makers and influence key strategic partnerships. If you're results-driven and passionate about driving growth in a collaborative environment, this could be the perfect opportunity for you.

Qualifications

• 5+ years of account management experience in industrial or construction sectors.
• Ability to analyze account needs and develop strategic plans.

Responsibilities

• Drive profitability and sales across ITW Welding segment products.
• Collaborate with sales teams to grow rental national accounts.

Skills

Strategic Selling Skills

Account Management

Communication Skills

Analytical Skills

Negotiation Skills

Organizational Skills

Education

Bachelor’s Degree

Tools

Salesforce.com

MS Office (Word, Excel, PowerPoint)

Job description

Miller is about building things that matter. We lead the welding industry in building advanced, solution-focused products and meeting crucial needs for welding safety and health.

We’re about the partnership and the work. Our products are designed with our users for manufacturing, fabrication, construction, aviation, motorsports, education, agriculture and marine applications.

Miller Electric Mfg. LLC, is headquartered in Appleton, Wisconsin, and wholly owned by Illinois Tool Works (NYSE: ITW). The company maintains its industry leadership by setting the standard for reliability, quality and responsiveness. Our tagline, “The Power of Blue,” is inspired by the blue color of Miller equipment.

The company began with an innovation that responded to customer needs, growing from a one-man operation in 1929, to the world’s largest manufacturer of arc welding products. Miller keeps the tradition alive by focusing on its top priority: people.

Job Description

The Corporate Account Manager – Rental (CAM) is responsible for driving profitability and sales across the ITW Welding segment portfolio of products and brands through engagement with direct rental national accounts. This role will collaborate with the ITW Welding divisions and the regional sales teams to drive growth within current rental national accounts. This role will execute with the ITW Values at top of mind: integrity, respect, trust, shared risk, and simplicity.

The role will support rental corporate account locations primarily in North America. The ideal location for this role is based in the Eastern/Central US.

Essential Functions:

The “80”:

Strategic Account Management:

• Execute the use of the ITW Welding key account management: engage, discover, build value, and advance the sales 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 branch-by-branch growth strategies in conjunction with the District Manager(s), and appropriate Industrial Specialists.
• 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 local needs.

Corporate Account Growth:

• Demonstrate growth in sales revenue, addressable spend and end user engagement through consistent application of the key account management sales process, metrics & tools including corporate pricing agreements, strategic account plans, quarterly business reviews, value stream mapping, sales & service training 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 aimed at growing ITW share across all categories within his/her portfolio of end-user national accounts.
• Establish strategic relationships with the rental organizations 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.

Qualifications

• Bachelor’s degree or equivalent, preferred.
• Minimum of 5 years of experience as an account manager preferably for a hard-goods industrial, Infrastructure/Construction or Related Industries.
• 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 75%
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

Additional Information

As an Equal Opportunity/Affirmative Action Employer, ITW does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship or other categories protected by federal, state or local laws. EOE/M/F/Vet/Disability Information will be kept confidential according to EEO guidelines.

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