Key Account Manager

Responsibilities

• Key customer interface: establishes productive, professional multi‑level relationships with key personnel in key customer accounts and targets.
• Proactively search, identify, and obtain new business opportunities with new and existing customers.
• Provides an 80/20 approach to ensure key territory objectives are met.
• Provides overall leadership for the account and coordinates the involvement of company personnel, including technical, service, and management resources, to meet account performance objectives and customer expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Active pipeline development and management with a focus on increasing active customers and growing volume sales.
• Leads all significant account planning processes including budget development, establishment of income targets, and calling activities.

• Develop and maintain action plan for how accounts will achieve targets and identify specific actions to improve earnings.
• Proactively leads activities to assess, clarify, and validate customer needs on an ongoing basis to develop efforts that best address customer requirements.
• Develop, manage, and execute contract negotiations.
• Works closely with Customer Service, Field Technical Service and plant Operations personnel to ensure customer satisfaction and problem resolution.
• Maintain close communications with Marketing and R&D to recommend and promote new applications and technologies related to market and customer trends.

• Achieves targeted sales plan in designated accounts.
• Meets assigned expectations for profitability.
• Develops customer value propositions to grow revenue through new customer acquisition and increases in share at existing targeted accounts.
• Develops cross‑functional relationships across multiple customer geographical locations.
• Achieves strategic customer objectives defined by company management.
• Provides a territory business plan which includes strategic customer account plans for selected accounts.
• Optimally uses company resources, including T&E expenditures and support personnel, to achieve territory goals and high customer satisfaction ratings.

• Must have a bachelor’s degree in a related field; five to seven years sales experience, including experience with large accounts, value‑added selling, and additional business experience is a plus.
• Process‑driven: demonstrated success in using a sales process to grow sales or other areas of responsibility.
• Ability to read and interpret contract language, and to write reports and high‑level business correspondence.
• Communicates and presents information effectively, responding to questions from leadership, employees, and customers.
• Proven ability to use analytics to drive business solutions and strategy development.
• Reasoning ability: solves practical problems and deals with a variety of concrete variables in situations with limited standardization; interprets instructions furnished in written, oral, diagram, or schedule form.
• Learning agility and desire to analyze and interpret general business periodicals, professional journals, technical procedures, and/or governmental regulations to increase knowledge of the market and competition.
• Computer skills:
  Excel and CRM experience preferred.
• Travel: the job will require significant travel, up to 75%.
• Work environment: the employee will work out of home or a typical office environment. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Chicago‑based.
• Supervisory responsibilities:
  
  None.

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.

All 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 due to your disability, please  for information on how to contact us directly.