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.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. 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.
· Bachelor’s degree or equivalent, Engineering or Technical degree a plus.
· Sales background ideal.
· 3-7 years of experience in an automotive related technical position is required, preferably prior engineering or business management experience with the assigned customer
· Knowledge of deep draw metal stamping is a plus, but not necessary.
· Demonstrated ability to work with cross-functional teams to resolve complex problems among internal departments, customers, and representatives.
· Proven track record of building multi-level customer relationships
· Demonstrated ability to effectively communicate with stake holders, negotiate customer agreements, and to secure customer business awards/contracts.
· Knowledge of vehicle safety systems and advanced manufacturing methods is required.
· Strong technical skills with proficiency in Office 365 programs. Knowledge of CAD / 3-D / simulation software is a plus, but not necessary.
· Some travel will be required to support this position
All your information will be kept confidential according to EEO guidelines.
ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.
As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.
All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.
College Park, Maryland
Full Time