Key Account Manager

ITW Pro Brands is a manufacturer of cleaning chemicals, wet wipes, and lubricants formulated to maximize equipment productivity and product quality for customers. We go to market through B2B with a focus on the JanSan, Re-Distribution, Wholesale, Food Service, automotive, aviation, fabricated metal, food processing and machinery manufacturing market segments. Offering a brand portfolio that is well recognized within these JanSan, Food Service and industrial channels, our premium products address customer pain points and our direct sales team provides expert, value-added consulting at the customer level. ITW Pro Brands has 3 manufacturing facilities (Olathe, KS, Tucker, GA and DeWitt, IA) and employs 250+ individuals.

Responsible for maintaining and growing assigned group of strategic/key national accounts in the JanSan (Janitorial and Sanitary) markets to achieve yearly profit and growth goals; develops and implements National Accounts Sales Strategies, business marketing plans; serves as primary account contact providing account management and leadership.

Responsibilities

1. Responsible for total sales within a defined set of customers/locations in the JanSan segment.

• Meet or exceed sales plan for the defined territory/key accounts for the sales period.

2. Ownership of identified key accounts at a corporate level 

• Engage in strategic development with Business Manager-JanSan and Food Service.
• Execute initiatives developed in partnership with Business Manager-JanSan and Food Service
• Where applicable, ensure all products are entered into the distributor system
• Drive applicable sales campaigns and promotions through the Manufacturer rep groups
• Drive applicable sales campaigns and promotions within the distributor and serve as the owner between corporate and branch execution
• Negotiate in tandem with the Business Manager-JanSan and Food Service all contracts and terms of sales for all identified customers

3. Administrative

• Reporting – Communicate as required within the business all necessary information from financial results to strategic intent within the assigned accounts.
• SalesForce.com (SFDC) – Utilize the system for all areas of documentation required for all assigned accounts.  Some examples but not limited to: 
  • Funnel/Pipeline Management: Develop pipeline opportunities to meet/exceed goal for strategic end users and programs at the assigned accounts and manage in SFDCContract Management: Execute all contractual process requirements and document within SFDC to ensure compliance with all approval requirements.
  •  SPA: Enter in all required SPAs in a timely fashion to ensure proper evaluation and approval of all potential SPAs.  
  • CBI: Document all opened CBI opportunities and provide information as required from product management and R&D to help drive new product development opportunities.    
  • Sales Campaigns: Enter in all data required for sales campaigns as required by the management team or campaign leaders.  
  • Key Account Plan: Develop, communicate and keep up to date strategic plans for each Key Account assigned.
  • Other: Any additional requests, reports, or details required by the sales management team.  
• Own the SKU creation and management process at assigned accounts when applicable.
• Customer Back Innovation (CBI): Make calls, direct questions as appropriate with customers, enter the required number of opportunities and ensure that any potential CBI opportunity is evaluated properly within the ITWPB business.  
• Coordinate and communicate as necessary on open orders, shipping, accounts receivable, etc… to ensure complete account management always. 
• Attend business meetings, trade shows or other required industry/business events as required.  
• Execute any ad-hoc or newly introduced projects, plans, campaigns or initiatives the commercial management team deems necessary to implement.
• Comply with timelines for all Workday activities, required training, and any additional necessary requirements such as Dayforce vacation tracking.

•    Bachelor’s degree in Business, Marketing or related field preferred.
•    Minimum of five (5) to ten (10) years’ experience in sales in the JanSan market. Food Service experience a plus.
•    Proficient in Microsoft Office programs (Word, Excel, Power Point) and Outlook. Strong written, verbal and collaborative communication skills.
•    Experienced in conducting effective and professional sales/product training via in person or virtual (Webinar), to groups and various media forums.
•    Experience in successful sales strategy formulation and execution.
•    Proven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers.
•    Knowledge of marketing principles and experienced in gathering market intelligence and conducting competitive analysis.
•    Business classes/ seminars including organization and time management, Business Administration and various sales helpful.
•    Must be able to handle multiple tasks simultaneously, manage priorities and work independently as well as on a team.

Other Qualifications
•    Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization such as operators, executives, suppliers, customers, etc.
•    Commitment and willingness to strive toward achieving goals and business objectives. Acts with a sense of urgency to drive results.
•    Possess an entrepreneurial spirit and willing to take initiative with focus on the key initiatives and opportunities for improvement and growth.
•    Self-starter, highly motivated, follows directions well and can work with little or no supervision.
•    Able to adapt effectively to changes in the work environment in a positive manner; able to deal with frequent change, delays, or unexpected events.
•    Possess an entrepreneurial spirit to drive organizational focus on the key initiatives and opportunities.
•    Excellent communication skills with all levels of the company and customers.
•    Able to effectively work with and through others in a collaborative environment.
•    Takes ownership and drives positive change.
•    Excellent verbal, written, interpersonal, communication and presentation skills with experience in working with all levels of company and outside resources.
•    Able to adapt to changes in the work environment.
•    Proficient time management and prioritization skills.
•    Knowledge and experience in International business development and sales between US and Canada to include export requirements, currency conversion and business customs.
•    Ability to travel 50% or more for business demands; includes overnight
 

All your information will be kept confidential according to EEO guidelines.

ITW is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

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