Account Manager
at ITW Employee Network

Date Posted: 12/6/2019

Job Description



OEM Account Manager 

 

Our Culture:
The heart and soul of ITW are the more than 48,000 hard-working and dedicated people around the world who thrive in the company’s decentralized entrepreneurial culture. ITW’s unique culture is a competitive advantage, and the company is working hard to make sure that its divisions continue to think and act like smaller companies. ITW businesses have significant flexibility within the framework of the ITW Business Model to customize their approach in order to best serve their customers and maximize performance. The foundation of our company is the ITW Business Model, a unique and differentiated set of core capabilities and business practices that comprises three key elements: ITW’s 80/20 Front to Back Process, customer-back innovation and a decentralized entrepreneurial culture.

Our Division:
ITW North American Stamped Fastener Division, (NASF), serves the major OEMs and their tier suppliers in the North American automotive market.  The division supplies stamped metal fasteners and engineered fastener assemblies that leverage our deep-draw stamping technologies.  The annual revenue for the division is approximately $170M.

 
The division drives profitability by leveraging its innovative solutions and application engineering.  In addition to ITW’s industry leading research and development capabilities, NASF enhances our customers’ competitive advantage by: 
  • Maintaining advanced engineering and manufacturing facilities in N.A. 
  • Exchanging product, process and benchmarking information with sister units worldwide. 
  • Continually improving processes, material and designs to ensure every product exceeds customer specifications while providing unparalleled value. 
 
Position Summary:  
 The account manager is responsible for managing sales and developing relationships for the assigned customer account(s).  This person must understand the customer demands, plan how to meet these demands and generate sales as a result. This position involves collaborating with sales, engineering, manufacturing and our customers from idea generation through production launch.    
 
Responsibilities: 
Lead the complete business-development relationship with assigned Key Customer Accounts to achieve the organic growth objectives, including:
  • Identify relevant contacts and potential sponsors within automotive OEMs and tier 1 Key Accounts to secure customer loyalty of ITW products and solutions.
  • Work directly with customer engineering and purchasing personnel to sell product including: project development, part searches, interaction with ITW engineering, test data requests/submissions, final price negotiation, and review and sign-off of purchase orders. 
  • Manage project coordination, strategic planning, relationship management, negotiation, leadership and innovative development of opportunities  
  • Leverage ITW’s core competencies, relevant contacts, and industry knowledge to develop new product offerings and expand existing product lines.
  • Support customers through problem resolution, product understanding and follow up tasks 
  • Keep record of transaction of sale and purchase goods.  
  • Conduct reviews on accounts on regular basis to evaluate our customers and whether the products and prices satisfy their needs, as well as, the organization’s objectives. 
 
Serve in the capacity as a business leader for the organization in line with the ITW Leadership Expectations to ensure success, including:
  • Achieve sales targets supporting the division’s penetration/growth in the market. 
  • Collaborate across internal functional departments to close, launch, and maintain new opportunities.
  • Understand and analyze industry trends to develop new markets and sales strategies for ITW, including eyes on the competition
  • Become a leader in development of pricing strategies that delivery a balance of maximized profits and sustainable repeat business with Key Accounts.  
  • Prepare and deliver presentations both internally and externally. 
Support the ITW Culture by
  • Pro-actively participating in ITW’s ‘toolbox’ initiatives (i.e. USa, 80/20 Philosophy, PLS, MRD, and In-Lining).
  • Demonstrating personal effectiveness and leadership that creates a culture of high performance. 
  • Nurturing an environment consistent with the ITW values and culture. 
  • Meet deadlines both internally and externally 
  • Perform necessary administrative work as required. 
 
Position Skills and Experience Requirements:  
 
The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  
  • Education:  Bachelor’s degree - B.A. /B.S. from four-Year College or University in Business, Engineering or equivalent experience. 
  • Automotive experience with 3-5 years or more in industry 
  • Proven track record of sales growth. 
  • Ability to develop sales forecast to a business plan, including business strategies based on OEM.   
  • Proven ability to deal with changes in a business environment.  
  • Personal accountability to align with the ITW Employee Development & Leadership model.  
  • An inner drive to understand, communicate and exceed established agreed upon goals. 
  • Excellent interpersonal, communication, and presentation skills with ability and willingness to communicate, and work with other regions. 
  • Proven ability to generate respect and trust from staff and external customers. 
  • Commitment to use the ITW Toolbox and its principles. 
  • Proven ability to focus and prioritize task and objectives. 
  • Willing to travel; primarily domestic and occasionally world-wide. 

Job Snapshot

  • Employee Type: Full-Time
  • Location: Troy, MI
  • Job Type: Other
  • Experience: Not Specified
  • Date Posted: 12/6/2019

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