Job Description

ITW Commercial Construction North America division (PNA business unit) is seeking a NATIONAL ACCOUNT MANAGER to join our sales leadership team.  The National Account Manager develops, manages and leads the implementation of strategies and programs to profitably grow sales and market share within the current account base as well as procuring new national accounts by penetrating those organizations and building relationships high/deep/wide with key decision makers. Measure progress toward account objectives and drive change to ensure objectives are met.

CORE RESPONSIBILITIES:

• Develop market/user driven strategies to profitably grow ITW's market share for PNA products for both existing National Accounts as well as new National Accounts
• Measure account performance and analyze/interpret data to create business plans to drive plan revenue for existing and new accounts
• Create and execute strategies that support annual and long-range plans 
• Drive accountability for plans/actions that build our brand and product offering within accounts
• Coordinate and implement new product placement, promotions and tactics to grow sales
• Measure/monitor effectiveness of programs as well as manage them for customer base
• Recognize trends, creates strategies and develops vision to drive change to maximize sales and earnings
• Grow profitable sales by managing product mix, price, and costs-to-serve 
• Work cross-functionally to provide feedback/recommendations and actively collaborate with other functions to ensure coordination of strategic account selling plans

  JOB REQUIREMENTS:

•  Bachelor degree in Business, required; Civil Engineering Degree, preferred
• 6+ years of sales experience must include National Account Management, required
• Industry experience in pavement/concrete, strongly preferred
• Experience with retail channels preferred
• Proven ability to influence customers
• Ability to analyze sales data to determine appropriate actions to improve account position
• Results driven with ability to manage multiple priorities with highly effective follow skills
• Strong communication skills; both written and verbal
• Ability to present information to small and large informal groups as well as as experience presenting to key account customers, required
• Travel required: +50%

JOB COMPETENCIES:

• BUILDING CUSTOMER LOYALTY - Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty.  Establishes good interpersonal relationships by helping people feel valued, appreciated, and included in discussions (enhances self-esteem, empathizes, involves, discloses, supports).

• ESTABLISHES STRATEGY—Develops approaches that best position products, services, or ideas; leverages supportive factors, overcomes or minimizes barriers, and addresses unique needs and preferences of key decision makers.

• SALES ABILITY/PERSUASIVENESS - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.

• Negotiation - effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.

• STRATEGIC DECISION MAKING – Be able to obtain information and identifying key issues and relationships relevant to achieving a long-range goal or vision; committing to a course of action to accomplish a long-range goal or vision after developing alternatives based on logical assumptions, facts, available resources, constraints, and organizational values.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Most time will be spent in an office environment and on construction sites.  Occasionally the employee may be required to spend time in manufacturing sites.  Certain personal protective equipment is required when in the manufacturing areas and construction sites.

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, distance vision, peripheral visions, depth perception and ability to adjust focus.  While performing the duties of this job, the employee is regularly required to reach with hands and arms and talk or hear.  The employee is frequently required to stand, walk, sit and use hands to finger, handle or feel.

Qualifications null Additional Information

All your information will be kept confidential according to EEO guidelines.

ITW is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law. We do not accept unsolicited resumes. To be considered an applicant, please apply online to a specific job posting. If you are a qualified individual with a disability and are unable or limited in your ability to use or access the online application system process due to your disability, please click here for information on how to contact us directly.