Key Account Manager

Job Description:

Company Overview

ITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $14.8 billion in 2018. 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 has approximately 50,000 dedicated colleagues in operations around the world who thrive in the company's unique, decentralized, and entrepreneurial culture.

Hi-Cone, a division of ITW, is a leading supplier of sustainable multi-packaging systems for alcohol, soft drink, and general products industries. We are advocates of packaging alternatives that generate sustained margin contributions for our customers and major retailers. Our customers demand maximum quality, exceptional value, market performance and innovation. We meet those demands by offering the most cost-effective, efficient and reliable secondar packaging solution.

Position Summary:

As a key member of the global sales organization, the Key Account Manager (KAM) plays a critical role in developing, managing, and growing strategic customer relationships. Reporting to the Sales Director, this role serves as the primary commercial interface between the customer and the organization, ensuring alignment between customer needs and our value proposition. The KAM drives profitable growth by identifying new business opportunities, expanding existing relationships, and delivering value-added solutions that support the customers' sustainability, operational and supply chain goals.

Working cross-functionally with Sales, Operations and Quality, the role ensures seamless execution from concept through commercialization.

This position requires a strong understanding of beverage packaging market dynamics, negotiation skill to convert opportunities and relationship orientation. The KAM is accountable for contract negotiation, pricing strategy, volume forecasting and long-term account planning, while maintaining high level of customer satisfaction and retention.

Primary Responsibilities:

Defend and grow Share across strategic accounts

* Defend share of the secondary packaging market across Hi-Cone's Strategic customers through disciplined Strategic Sales Excellence.

* Increase customer intimacy and reliance through Key Account Mapping, Quarterly Business Reviews, and execution of CBI.

* Develop a deep understanding of each customer's global packaging strategy, identifying decision makers, influencers, and objections.

* Champion cross‑functional engagement at all customer levels to ensure alignment, responsiveness, and execution excellence.

* Lead the commercial transition to PCR (Post‑Consumer Recycled) solutions through advocacy, education, and hands‑on leadership.

* Partner with Marketing to drive advocacy, defend Hi‑Cone's value proposition, and promote Sustainable partnerships.

Drive revenue and margin growth

* Embrace an aggressive growth mindset to deliver incremental revenue and margin growth through share gain, CBI execution, and expanded use of MPC (labeled) carrier solutions.

* Leverage the Explore tool to identify customer pain points, unmet needs, and whitespace opportunities.

* Translate customer insights into opportunities, and deliver differentiated solutions that reinforce Hi‑Cone's value proposition.

* Mobilize cross‑functional teams (Operations, Quality, Supply Chain, Pricing, Finance) to advance opportunities through the sales funnel and successfully commercialize new carrier projects.

Lead compliance of key commercial terms and ensure customer KPI's are achieved:

* Establish, negotiate, and maintain commercial agreements, ensuring compliance across Operations, Service, Quality, Pricing, and Finance.

* Serve as the voice of the customer, building trusted, strategic relationships and demonstrating deep knowledge of the customer's business.

* Develop customer‑specific Key Performance Indicators (KPIs) and drive accountability with internal operational teams to ensure commitments are met.

* Proactively resolve delivery, quality, pricing, and service issues to protect trust,…