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Key Account Manager

Company: Illinois Tool Works Inc.
Location: Troy
Posted on: January 8, 2021

Job Description:

Company Description
Role:
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.
Reports to: Sales & Engineering Manager
Job Description
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.
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
    Additional Information
    Main Responsibilities:
    • Act as ITW representative onsite at relevant customer engagement sites to address "80 opportunities/actions"
    • Recommendation is - 1x week face to face interaction where possible
    • 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
    • Customer trends and/or competitor trends
    • 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)
    • Assist in the development of VA/VE concepts to improve YOY operating income
      All your information will be kept confidential according to EEO guidelines.

Keywords: Illinois Tool Works Inc., Troy , Key Account Manager, Professions , Troy, Michigan

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