Job Description

SUMMARY:    Provides overall account leadership and acts as key customer interface for a selected group of key customers (10-15 accounts) including accounts with national scope. Responsible for all facets of account management and customer relationship building, as well as delivery of key business financial goals.

The organization is looking for someone to join the business who has strong business acumen, with a strategic mindset who understands what it takes to achieve win-win situations. A team player who can quickly build connections within our own organization as well as in customers’ (matrix) organizations. Someone energetic, focused and results orientated with good time management skills.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. (Other duties may be assigned)

•       Key account management 60%, New Customers/New Sales: 40%, must have the ability to both farm and hunt
•       Key customer interface: establishes productive, professional relationships with key personnel in key customer accounts
•      Works closely with internal Customer Service, Field Technical Service, R&D as well as plant operations personnel to ensure customer satisfaction and problem resolution
•      Provides overall leadership for the account and coordinates the involvement of company personnel and resources in order to meet customers’ expectations, account performance objectives and solution development
•      Provides coordination of account communication and activities as required for accounts with multiple locations and/or geographies
•      Proactively leads activities to assess, clarify and validate customer needs on an ongoing basis
•      Leads all significant account planning processes including forecasting, budget development, establishment of income targets, and calling activity
•      Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts
•      Identifies, qualifies and develops new business & accounts in accordance with specified targets
•     Provides ‘80/20’ approach to ensure key territory objectives are met
•     Closely coordinates company executive involvement with customer management

DELIVERABLES

•          Achieves strategic customer objectives defined by company management
•          Provides territory business plan which includes strategic customer account plans for selected accounts
•          Develops cross-functional relationships across multiple customer geographical locations
•          Achieves targeted sales plan in designated accounts
•          Identifies potential customers and develops new business in accordance with targets
•          Meets assigned expectations for profitability
•          Optimal use of own time management as well as company resources such as support personnel and research & development time in order to achieve territory goals and high customer satisfaction ratings

COMPETENCIES                                                     

To perform the job successfully, an individual should demonstrate the following competencies:

LEADERSHIP / PERSONAL DYNAMIC QUALITY – Ability to lead and energize diverse teams, and to build commitment and engagement in a matrix management environment.  Results oriented, with ability both internally and externally to develop positive and productive relationships at all levels, using personal influence to achieve goals. In an international environment, able to recognize and adjust to cultural differences.

BUSINESS ACUMEN / ANALYTICAL SKILLS – Able to synthesize complex and diverse information.  Sound business financial knowledge including basic understanding of cost accounting and other financial reporting.   Ability to analyze complex customer situations and lead development of solutions. High proficiency in typical business tools including common hardware and software applications. 

ORAL & WRITTEN COMMUNICATIONS – Able to interact with high proficiency at all levels of a customer’s organization.  Able to speak and write clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.    Reads and interprets written information effectively.

TRAVEL

Requires significant travel within the US market.

WORK ENVIRONMENT

The employee will be required to work out of their home.  

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 EDUCATION AND/OR EXPERIENCE                                                     

Must have a Bachelor’s degree in a related field; Master's degree (MBA) or equivalent optional; four to ten year’s commercial/sales experience including experience with large key accounts, additional business experience a plus.  

COMMUNICATION SKILLS                                                     

Must have the ability to effectively present information and respond to questions from groups of managers, clients, customers. Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, and/or governmental regulations.  Ability to read and interpret contract language, as well as write reports and high-level business correspondence.    

 MATHEMATICAL AND ANALYTICAL SKILLS                                             

Ability to work with mathematical concepts such as probability and statistical inference. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

 REASONING ABILITY                                               

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

 COMPUTER SKILLS                                                  

Comfortable and proficient with common business hardware and software including spreadsheet and word processing software.

Additional Information

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 a generous benefits package that includes health, dental, life, LTD insurance, 401k (with company match), employee assistance, wellness and 100% tuition reimbursement programs. ITW is an Equal Opportunity/Affirmative Action employer.