Key Account Manager

Company Description

ITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling more than $15 billion in 2023. The company’s seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW’s approximately 45,000 dedicated colleagues around the world thrive in the company’s decentralized and entrepreneurial culture. www.shakeproof.com.

ITW Shakeproof is a division within the ITW Automotive segment, one of ITW’s seven segments, comprised of a group of diverse businesses leveraging patented technology to meet the need of large customers' solution-based requirements.

ITW Shakeproof is a leader in the design and manufacturing of cutting-edge fastening solutions for automotive and industrial OEMs, their tier suppliers, and distributors. Our diverse range of USA-manufactured products, including screws, stampings, pins, washers, and fastening systems, are designed to meet the specific needs of our customers and enhance safety, quality, productivity, and performance of their products. 

We are committed to executing our business strategy to deliver differentiated performance over the long term and firmly establishing ITW Shakeproof as one of the best-performing, highest-quality, and most respected fastening solutions.

The Division drives profitability by leveraging the ITW Business Model which includes:

• ITW’s 80/20 Front to Back process
• Customer-Back Innovation
• Our decentralized entrepreneurial culture

ITW offers its employees a path for advancement, a competitive salary, and a comprehensive benefits package designed to help employees care for themselves, their families, and their futures.

Job Description

The Key Account Manager (KAM) will have primary commercial responsibility for assigned Industrial Accounts within the division, reporting to the Industrial Sales and Engineering Director. As a key member of the ITW Shakeproof commercial team, the KAM is responsible for all sales and business development activities to achieve revenue, margin, and market share goals for industrial markets. Working collaboratively across the business, this person is charged with the development and execution of sales strategies to grow existing accounts and develop relationships with identified strategic key accounts and markets.

Primary Responsibilities:

Strategic Planning:

• Develop and execute value propositions and account-based strategies for target selling and core market expansion in industrial markets.
• Comprehension and effective commercial communication of ITW Shakeproof’s value proposition and key differentiation across product lines in effort towards achievement of annual and long-range revenue goals.
• Closely observe and track customer and market activities related to technology trends, customer needs & pain points, competitive positioning, and adapt strategies as needed.
• Partner with Application Engineering and Marketing to identify market trends and growth opportunities.

Sales Growth:

• Annual evaluation of existing product line revenue in assigned markets, including growth rates and industry trends with development of a specific, metric based growth strategy based on key targeted products.
• Execution of “Hunter” based sales tactics including a high level of direct, client-facing sales activity required for revenue growth of targeted products to targeted customers.
• Ensure that defined process for key account management is executed inclusive of sales performance metrics and accountability.
• Partner with the Marketing Department to develop differentiated marketing tailored for target markets in effort to support sales revenue goals.
• Lead commercial strategy, pricing strategy, customer presentations, negotiations (pricing, performance, T&C’s), and support proposal development.
• Identification and communication of key competitor activity, pricing, and innovation to the key stakeholders.
• Plan, manage and represent ITW Shakeproof’s technical capabilities and value proposition at market specific trade shows.
• Execution of identified sales department deliverables related to the customer back innovation process to ensure that required new product development initiatives are achieved in alignment with organic growth goals.
• Work closely with Customer Service, Engineering, and plant Operations personnel to ensure customer satisfaction and problem resolution.

Sales Analysis & 80/20 Objectives:

• Comprehension and practical execution of the ITW toolbox related to sales activity: 80/20 quad analysis, target selling, core market expansion, innovation, differentiation, and monetized value selling.
• 100% adoption of existing CRM platform for all key commercial activity inclusive of schedule management, trade show follow-up, account management, opportunity management, RFQ generation, forecasting, and lost order activity.
• Execute internal sales process for quad analysis and prioritization of all key opportunities to ensure that all high volume / high margin projects are prioritized appropriately.
• Execution of monthly business reviews with the leadership team.

Qualifications

• Bachelor’s degree in Business, Marketing or Engineering. Experience in lieu of degree will be considered.
• 5+ years of sales experience with proven success selling into targeted accounts and markets, setting strategic direction, and managing key account relationships.
• 50% travel required to ensure that required levels of client facing activity are achieved.
• Technical selling experience and analytical acumen required; experience with equipment & integrated systems.
• Demonstrated track record of strategic thinking, sales results, and market share improvement in a value based selling environment.
• Excellent verbal, written, interpersonal, communication, and presentation skills with experience in communicating and working with a remote staff.
• Experience with CRM management related to detailed opportunity and forecasting.
• Proven ability to properly qualify a commercial opportunity and develop commercial strategy based upon internal and external dynamics.
• Proven experience in negotiating and closing multi-million-dollar projects inclusive of financial due diligence, terms and conditions, and purchase contracts within company guidelines.
• Excellent understanding of industrial market dynamics
• Demonstrated ability to produce results within a team environment
• Excellent time management, prioritization and project management skill set.

Additional Information

Why ITW Shakeproof? Here are the TOP Reasons:

• Work-life balance and Flexibility: Just ask our employees! This is direct and consistent feedback from them! We understand that you have a life outside of work and we will support you to tend to personal needs, encourage you to take time to spend with family and friends, pursue hobbies, give back to the community, etc. 
• Stability: We celebrated our 100-year anniversary last year! We’ve been going strong since 1922 and show no signs of slowing down. We are part of ITW, a fortune 250 multinational manufacturing organization, with over 50,000 employees. With 7 segments, our products can be found almost everywhere!
• Committed to your Full Potential (Growth Opportunities): We strive for everyone to own their careers and feel valued for the work they do. To help our employees reach their full potential, we provide the tools and resources to help them get where they want to go with their careers. We are focused on developing the next generation of Skilled Workers and Great ITW Leaders who will grow with us and thrive in our entrepreneurial culture.
• Top Pay: We are committed to offering a compensation package that competes with the market and economy to assure stability at home.
• Stable Management: Our team, vision, growth mindset, and open-door policy remain unwavering, ensuring long-term success for all.
• Benefits Galore: We want our employees to live well and enjoy life. That’s why we offer a variety of benefits that support employees physically, mentally, and financially – Medical (3 options), dental, vision, 401(k), fertility and surrogacy benefits, parental leave, shift premiums, and more – we’ve got you covered!
• Education Matters: We invest in your growth with training opportunities, technical apprenticeships, tuition reimbursement, and scholarships for your kids.
• Long-Term Teammates: People are not only committed to our core values, but they also stick around – our average tenure is over 18 years!
• Safety First: We prioritize your well-being, ensuring you go home as healthy as you came to work; plus, we listen, act, and reward for your safety suggestions!

If you are ready to kick-start your career in metal fastener manufacturing and contribute to a company that values diversity and innovation, we want to hear from you! Apply now and become a vital part of our dynamic team.

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.

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.