ITW Welding - Account Specialist

Account Specialist

Comprised of a market-leading portfolio of best-in-class brands, the businesses of ITW Welding work together to provide premium performance delivered through a breadth of solutions encompassing welding, cutting, consumables, and accessories. ITW Welding North America represents Miller Electric Welding Equipment, Safety & Accessories, Hobart Filler Metals, and Bernard / Tregaskiss MIG Guns.

The Account Specialist is responsible for providing weld process expertise through a technical understanding of filler metals and welding equipment to defend and grow business within strategic end user accounts. This role will act as a consultant to the field sales team by providing the technical expertise necessary to win business as part of the account planning process.

The Account Specialist will drive growth via the presentation of ITW solutions that deliver customer value through documented weld process improvements. This role requires close collaboration with all ITW welding sales personnel to identify and support large end-user conversion opportunities and defend key accounts. The applicant must be a self-starter, an excellent team player, be well organized and a great communicator.

They must also possess extensive manufacturing experience, as well as the ability to make independent decisions and follow through to completion.

This position is based out of McConnellsburg, PA and will cover the Central, PA area.

Account Management:

• Work with ITW Welding resources and appropriate channel partners to develop strategies that align value propositions with customer needs and opportunities.
• Understand how the customer defines value, develops strategic objectives, and identifies challenges. (Engage & Discover)
• Assess, identify, and keep ahead of competitive tactics, potential threats and distributor needs

Account Growth:

• Identify, evaluate, and prioritize ITW welding opportunities through an understanding of the corporate account culture & key decision makers.
• Effective utilization of the process improvement toolbox to support the validation/demo stages of the sales process.
• Complete an in-depth analysis of the account profile and share for all ITW product families.
• Create an effective production baseline and qualify ITW solutions for validation and ROI justification. Support and help deliver ROI presentations
• Develop professional credibility and position ITW as a strategic partner while building relationships with plant level management, engineering, production, decision makers, coaches, and influencers throughout the plant.
• Develop an understanding of the Accounts business strategy and operational challenges to determine new potential ITW portfolio solutions.
• Work closely with CAM and regional resources to develop and maintain account plans and help present annual contribution reports.
• Effective utilization of D365, MS Teams and other tools to track opportunities and progress within the sales process.

Divisional Alignment:

• Maintain effective communication between CAMs, regional, and divisional resources.
• Ensure there is divisional visibility & alignment for targeted accounts based on the market and addressable potential.
• Coordinate the involvement of appropriate divisional resources to assist with specific sales opportunities (demonstration, training, installation, new product development, VOC, etc.).
• Liaison with R&D and product managers on key segments needs and product innovation opportunities.
• Direct and help perform voice-of-the-customer research to define and assess segment opportunities

• Bachelor's degree or equivalent with a minimum of 5 years of experience in welding technical manufacturing or sales.
• Exceptional knowledge of ITW's full portfolio of products to include welding equipment, filler metal, guns, fume extraction, automation, and safety products and their application within a manufacturing environment.
• Demonstrated ability to analyze account specific needs to develop and implement a strategic plan and to grow business.
• Thorough understanding of the business dynamics of welding & industry and technically competent in the latest welding and automation…