Key Account Manager

Company Description

Founded in 1912, Illinois Tool Works Inc. (NYSE: ITW) is a diversified, Fortune 200 manufacturing company that delivers specialized expertise, innovative thinking and value-added products to meet critical customer needs in a variety of industries. Ranked among Fortune’s Magazine’s most admired companies, the company focuses on solid growth, improving profitability and strong returns across its worldwide platforms and divisions. These divisions serve customers and markets around the globe, with a significant presence in developed as well as emerging markets. ITW, with approximately $16.1 billion in global revenues, operates 7 major segments with businesses in 57 countries that employ approximately 45,000 women and men. We are proud of our broad portfolio of more than 16,000 active patents.

ITW’s differentiated business model is composed of a set of unique core capabilities: our proprietary 80/20 business process, customer-back innovation, and our well-known decentralized entrepreneurial culture. These capabilities are unmistakably ITW—and key to our longevity and strong performance. Learn more about careers at ITW here! Working at ITW

ITW Specialty Films, a global division of ITW within the Specialty Segment, manufactures and markets specialized coated films for the Secure ID, Medical Specialty Bag, and Financial Card markets. The division leverages unique core competencies and technologies in films, foils, laminates, and holography to address customer needs. The division operates in 5 manufacturing facilities (US, UK, and Germany), and offers a fun, fast-paced work environment with a dynamic, collaborative, growth-oriented team.

Job Description

The Key Account Manager for our Secure ID strategic market will lead revenue growth, drive customer engagement and intimacy, and develop high-impact strategic for Secure ID accounts in North America. This position will work in close collaboration with the Global Account Manager and Product Manager to identify customers' decision-making process as well needs and pain points to develop and execute winning strategies for above market growth. This role reports directly to the Global Sales Manager for Secure ID. This is a fantastic opportunity for someone looking to develop in their sales career.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Builds and maintains strong relationships across functional departments beyond procurement within customer organizations, positioning ITW as a key strategic partner. Use Consultative Selling skills and techniques to position ITW‘s benefits and value proposition as VALUE differentiator for the account.
• Proactively identifies, qualifies, and prioritizes business opportunities to build and manage a high-potential sales pipeline for accounts, ensuring a full funnel of vetted opportunities that contribute to annual growth targets.
• Leverage customer insights and market trends to uncover needs and challenges, transforming these into customized value propositions that align with the customer’s strategic objectives and deliver measurable business outcomes.
• Develops and implements strategic account plans aligned with customer needs and ITW SF’s accelerated growth and innovation objectives.
• Meet or exceed aggressive sales goals by expanding ITW’s share within existing accounts and capturing new business opportunities.
• Introduces new sales concepts and solutions to customers, handles most technical application questions/issues and provides an analytic and strategic approach to solving customer problems and presenting ITWSF technical solutions that relate to the sales as well as inventory, lead times, pricing, delivery, and payment terms. Regularly handles basic technical support for process, substrate, application related questions during product qualification and after sales for non-compliance issues. Refers advanced problems to technical support or R&D.
• Collaborates closely with Operations, Marketing, R&D, and Customer Service teams to ensure effective delivery, pricing, and support, meeting all customer requirements.
• Accurately and completely prepare proposals, quotes and related documentation while collaborating with Global Sales Manager.
• Manages assigned accounts by preparing Sales Pipeline information and data, account outlooks, account plans, preparing detailed ROCs (reports of call), regularly calling all accounts, proper documentation of customer information and data entry in sales system, and other business reports.
• Travels regularly to assigned accounts to interface with customers to analyze their individual requirements and to present new opportunities.
• Demonstrate strong customer focus, listening skills, and competency with customers, in person or by phone.
• Meets internal goals of sales expense budgets, travel and other departmental spending.
• Participates in trade shows, training, and industry events to expand product knowledge, enhance skills, and support ITW’s continuous improvement initiatives.

Key Competencies:

• Growth Mindset – Demonstrates a commitment to continuous improvement, proactively seeking innovative approaches to solve challenges and accelerate growth within accounts.
• Customer Centricity & Value-based Selling – Builds and sustains deep customer relationships, employing consultative selling skills to position ITW’s unique value proposition.
• Strategic Thinking & Growth Acceleration – Identifies and capitalizes on growth opportunities, implementing strategies to achieve rapid revenue expansion within Secure ID accounts.
• Collaborative Influence – Works effectively across functions to align on goals and execute account strategies, leveraging ITW’s resources for maximum customer impact.
• Adaptability & Goal Orientation – Thrives in a fast-paced environment, balancing multiple priorities and driving results aligned with ITW’s growth objectives.

Qualifications

Qualifications & Requirements:

• Bachelor’s degree in Business, Marketing, Engineering, or equivalent.
• 5-7 years of progressive valued add sales experience of premium product line, business development experience is a plus.
• Preferred experience in industrial technical sales, chemistry related coatings or laminates, and/or manufacturing of printed plastic cards for Security market or equivalent industrial experience.
• Demonstrated success in building strategic account plans, meeting ambitious sales targets, and establishing high-impact customer relationships.
• Exceptional value based selling skills and the ability to influence multi-level decision-makers within complex organizations.
• Excellent communications skills in both a written and oral format with MS Office, presentation software and contact management software expertise. 
• Up to 30-40% overnight travel as needed including international trips

Additional Information

All your 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 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.