Key Account Manager- AR

Founded in 1912, ITW (NYSE: ITW) is a global industrial company built around a differentiated and proprietary business model. The company’s seven industry-leading segments leverage the ITW Business Model to generate solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW’s approximately 45,000 dedicated colleagues around the world thrive in the company’s decentralized, entrepreneurial culture. In 2019, the company achieved revenues of $14.1 billion, with roughly half coming from outside North America.

Division Description

ITW Air Flow Management is a producer of interior automotive components such as Pressure Relief Valves and Air Registers, with approximate revenues of $90M. Air Flow Management delivers differentiated value to the North American Automotive OEM’s addressing industry trends of autonomous driving, display integration, and customized environments. Business units include Westminster, MA and Reynosa, MX as well as a Sales & Engineering office in the Detroit area. The division has approximately 550 employees in North America.

Reports to: Sales Manager - Air Register (AR)

Lead the regional sales responsibility for the assigned customer portfolio, coordinate the regional customer team, ensure the regional target fulfillment of the global account strategy (in concert with the GKAM).  Is a functional member of the project team.  Be the voice of the customer internal to ITW to deliver the needs of the customer through pain point discovery leading to successful sales development through Lever 1 selling primarily. 

Key focus and skill set will be an overall attention to detail, accurate forecasting and current portfolio management through customer HQ intimacy development.

Primary Responsibilities:

Act as ITW representative onsite at relevant customer engagement sites to address “80 opportunities/actions”

Ensure regional customer intimacy development

All levels within customer, all functions within customer (ex. Production Release Engineering, Advanced Development, Purchasing, Supplier Quality, Supply Chain/Logistics, Etc.)

Identify future customer trends through customer intimacy which may have an impact on ITW revenues within AP/LRP

Lead the efforts of value based selling in region

Coordinate and assist with regional activities to ensure global account success

 Ensure delivery of sold orders (magnitude agreed with management and based on customer hunting list/must win programs/NBA)

Lead ITW quotation activities, CQA process, etc. for owned regional programs

 Assist in the development of VA/VE concepts to improve YOY operating income

Accountable:

Regional Account Manager will be responsible to contribute to customer strategy development & documentation through “Customer Strategy Documents”

•Material margin sustainability at or above AP/LRP levels on all in region programs

•Through intense focus on value based selling, responsible to initiate/track business case calculations and VA/VE initiatives where applicable

•Development/Maintenance of global hunting list through documentation within the NBA document

•Acute awareness of won/lost business over time and impact on AP/LRP revenues

•Sales forecast/planning documentation

•Inclusive contract management (ex. LTA development over time, raw material indexation, etc.)

•Customer relationship management

•Delivering all above according to ITW global policies & procedures

·       Bachelor’s degree, required- 

• Engineering related background is a plus.

·       3-5 years account management experience with proven record of success

·       OEM Customer interaction / Complex purchasing organizations in high volume            manufacturing

·       Demonstrated growth in technical value-based sales

·       Proven ability to influence customers

·       Understanding of plastic injection molding is a plus

·       Must be able to drive a motor vehicle with a clean driving record

·       Proficiency in Microsoft Office

·       Travel up to 35% required

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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