Business Development Manager

Job Description:

ITW (Illinois Tool Works Inc (NYSE: ITW) is a global Fortune 200 diversified manufacturing company that delivers specialized expertise, innovative thinking, and value-added products to meet critical customer needs in a variety of industries. ITW, with approximately 16.0 billion dollars in global revenues, operates 7 major segments with businesses in 49 countries that employ approximately 43,000 women and men. These talented individuals, many of whom have specialized engineering or scientific expertise, contribute to our global leadership in innovation.

We are proud of our broad portfolio of more than 21,800 active patents.

The Global Safety Division within the ITW Automotive Segment delivers highly differentiated, precision-engineered plastic solutions to our “80” global OEMs & Tiers across North America and Europe through customer back innovation, targeted at addressing the emerging pain points associated with passenger seating, safety & comfort, and ensuring best-in-class quality & delivery through our commitment to 80/20 operational excellence.

Position Summary:

The Business Development Manager Active Safety is a key role within the Safety Division responsible for creating and converting prioritized growth opportunities for ITW Global Safety in North America. With a strong hunter mentality, this person proactively opens new customer relationships and identifies untapped opportunities within new and existing OEMs and Tier suppliers, engaging decision-makers ahead of formal RFQs to uncover unmet needs and influence future solutions.

The role combines customer back innovation, strategic prospecting and disciplined sales execution to deliver profitable new business and increase portfolio penetration, collaborating across sales, innovation, engineering and manufacturing from opportunity discovery through production launch. This position has no direct reports.

Primary Responsibilities:

Work closely with the Global Sales Director and Global Innovation Director to define and execute a prioritized Active Safety growth strategy for North America, using portfolio penetration ($/car by OEM), customer needs, market trends and competitive insights to support the Annual Plan and Long Range Plan.

Drive sales strategy execution through cross-functional influence and collaboration and a disciplined sales process, aligning resources and removing barriers to meet or exceed agreed growth targets.

Proactively prospect and gain access to new customers and engineering, purchasing and senior decision-makers. Identify untapped applications, platforms and customer needs ahead of RFQs within new and existing accounts.

Own a qualified pipeline of prioritized growth opportunities with differentiated customer value, clear next steps and timelines. Apply disciplined qualification and bid/no-bid decisions.

Manage and solve conflicts with clients
• Understand customer strategies, competitors and market trends to identify non-obvious growth opportunities and challenge existing approaches and solutions

Own agreed targets for new business awards (sold orders), revenue, portfolio penetration and target margins. Review progress transparently and implement corrective actions promptly.

Prepare and deliver compelling internal and customer presentations that communicate differentiated value and support opportunity conversion.

Review accounts, pipeline health, win rate and forecast accuracy regularly. Ensure products, pricing, scope and investment align with customer value and Division profitability expectations.

Demonstrate personal effectiveness and influence that build alignment and support high performance across cross-functional opportunity teams.

Maintain momentum through timely follow-up, clear milestones and…