Key Account Manager

ITW (Illinois Tool Works) is a Fortune 200 company and is one of the world's leading diversified manufacturers of specialized industrial equipment, automotive components, consumables, and related service businesses. ITW businesses serve local customers and markets around the globe, with operations in 55 countries and an employee base of more than 48,000 women and men who adhere to the highest ethical standards. 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 over 17,000 granted and pending patents.

Position Objective:

The Key Account Manager is responsible for representing ITW Drawform technical capabilities to existing and potential new customers to sell new products and fill open capacity. This is an ideal role for someone who enjoys a combination of building customer relationships and technical, problem solving.

For the Key Account Manager responsibilities, this position is expected to own the assigned customer relationships, direct sales process and to achieve corporate sales targets. The incumbent will review accounts, sell new business to existing accounts; collect and enter basic customer account information - decision makers, product needs/issues, etc. into the sales database; submit short and long-range sales plans; and prepare sales strategies utilizing available marketing programs to expand customer sales.

For the product development responsibilities, the incumbent will develop relationships with key technical stakeholders and collaborate with customer engineering to develop/design advanced solutions for forward-model vehicle system applications. The role is responsible for broadening ITW Drawform's presence with existing product line proliferation and for identifying customer needs for targeted new product development activities.

Essential Functions:

• Establish personal rapport with customer base to identify current and future customer needs, while working with cross-functional team to develop technical deep draw solutions to meet those needs.

• Communicate frequently with customers; visit active and potential customers as required to maintain or achieve healthy relationships at all levels of their organization.

• Provide other departments with related information they need to carry out their assigned responsibilities in meeting customer requirements. For example, customer technical requirements, critical features, quality, processing, prototypes, timing, etc.

• Effectively understand and communicate our technical capabilities and value proposition

• Develop and manage target and open projects which have a high confidence of translating into sold orders.

• Continually strive to identify and develop new markets, offering unique deep draw solutions solving customer pain points.

• Maintain a deep understanding of customer product portfolio, technology trends, and next generation systems pain points.

• Deepen current customer relationships, expand new contacts and identify key decision makers/ stakeholders, in order to expand customer sold orders

• Manage the day-to-day customer relationship, which includes making frequent customer visits (virtual or in-person) to act as an extension of their internal team

• Communicate frequently with other ITW Global Business locations, divisions and departments, including customer service, engineering, operations and quality teams to stay informed on the status of day-to-day business. Escalates issues as required. Develop and manage target and open projects which have a high confidence of translating into sold orders.

• Coordinates and supports customer commercial negotiations, including quoting, LTA's, value-pricing, lead-time, and tool offering.

• Develops sales forecasts for use in the annual & long-range planning processes; monitors market trends for use in forecast adjustments.

• Monitors and reports out on future product innovations, industry trends and effectively communicate business impacts.

• Provide other departments with related information needed to carry out their assigned responsibilities in meeting customer requirements. For example, customer technical requirements, critical features, quality, processing, prototypes, timing, etc.

• Complete other duties as assigned or directed.