Key Account Manager

ITW; Tennessee; On-site; USD 90,000 - 120,000; Full time

Job summary

Illinois Tool Works Inc. (ITW) is seeking a Key Account Manager to maintain and grow commercial relationships with identified customers. This role interfaces with Operations, Production, Technical Support/Engineering, Finance and Division teams to forecast sales and drive growth.

The ideal candidate has 3–5 years of technical sales experience, strong analytical and communication skills, and the ability to travel up to 30% to meet customer needs.

Qualifications

• Bachelor’s degree in engineering or business required.
• 3–5 years of sales/marketing experience in a technical, B2B market.

Responsibilities

• Meet sales targets and financial goals.
• Understand customer requirements and buying criteria for each opportunity.
• Maintain day-to-day relationships with customers and liaise with vendors to ensure products meet expectations.
• Drive product advocacy through marketing programs and campaigns.

Skills

Sales & Marketing

Technical knowledge

Communication skills

Analytical skills

Customer focus

Project management

Education

Bachelor’s degree in engineering or business

Job description

Job Description:

Illinois Tool Works Inc. (NYSE: ITW) is a global Fortune 200 diversified manufacturing company that delivers specialized expertise, innovative thinking, and value-added products to meet critical customer needs in a variety of industries. With approximately 15 billion dollars in global revenues, operates 7 major segments with businesses in 52 countries that employ approximately 45,000 women and men. These talented people, many of whom have specialized engineering or scientific expertise, contribute to our global leadership in innovation. We are proud of our broad portfolio of more than 19,000 granted and pending patents.

The Key Account Manager is responsible for maintaining and building commercial relationships with identified customers. To be successful, this position will have a deep understanding of the market and will hold intimate customer and industry stakeholder relationships. The candidate will interface with Operations, Production, Technical Support/Engineering teams, Finance, and Division-wide personnel in providing visibility and accountability to sales forecasts over the short-term annual plan and long-range plan period.

Essential Functions

• Meeting sales targets and delivering financial goals
• Discover specific customer requirements and customer buying criteria by assessing the business situation and technical requirements for each opportunity
• Maintain day-to-day relationships with customers and liaise with external vendors to ensure the products meet customers’ expectations
• Responsible for product advocacy through marketing programs, publications, and campaigns – working directly with the ITW Sexton commercial team
• Carry out comprehensive market research to align strategic growth initiatives by thorough understanding of the market segment (retailers, gas manufacturers, brand owners and can fillers)
• Foster customer relationships to identify growth opportunities, forecast accurate demand signals, and interface with ITW Sexton commercial and production teams to minimize lead times and maximize customer satisfaction
• Champion the ITW Core Values, Toolbox, and Leadership Development framework
• Demonstrate personal effectiveness and leadership skills that foster and motivate a culture of high performance
• Collects and synthesizes data for reporting purposes
• Other tasks and duties as assigned

Position Qualifications

• Bachelor’s degree in engineering or business field required; bachelor’s in chemistry/technical field preferred
• Minimum 3-5 years of sales and marketing experience in a technical, business-to-business market; exposure within high-level retail environment is also valuable
• Refrigerant industry or automotive aftermarket knowledge
• Self-driven with ability to manage multiple projects quickly with deadline pressures
• Strong analytical skills and business acumen
• Excellent verbal, written, and interpersonal communication skills in a technical environment
• Strong customer focus skills in providing a tactical plan to achieve results
• Excellent product knowledge and ability to provide technical problem solving
• Customer travel commitment of up to 30%

Additional Information

May be exposed to Class A coatings and paints, Class B solvents and alcohols, Class C chemicals, Class E Leads and Alloys (alkaline batteries), Class F Cleaning supplies, Class H miscellaneous production items which may contain coatings or chemicals, and Class J Lubricants which may cause skin irritation. Additionally, Class I tin plate steel is used in the manufacturing process. May work in an environment in which hearing and eye protection is required. *Double hearing protection is required when inside sound enclosures. Furthermore, may be required to lift boxes and other objects. The work environment is consistent with other heavy manufacturing environments. Therefore, proper precautions and care should be taken.

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.