Key Account Manager (Speciality Adhesives)

Job Description:

SUMMARY

Our Sales team plays a pivotal role in our business growth initiatives and is essential to delivering outstanding customer outcomes. As a Key Account Manager, you will get to work in a fast-paced and dynamic environment, leveraging your entrepreneurial spirit, results-oriented strategic mindset, and customer-focused approach. This is an exciting opportunity to drive growth in a wide variety of markets with a high level of autonomy!

ITW’S BUSINESS MODEL & CULTURE:

• We have an environment shaped by our decentralized, entrepreneurial culture that brings our exciting ideas to life. Our people thrive in our “flexibility within the framework” approach.
• We are committed to providing you with growth and development opportunities that maximize your unique potential.
• Our culture empowers you to think and act like a business owner – we want your entrepreneurial spirit to thrive!
• Be a part of One ITW/One Team, where everyone’s contribution matters in our quest to achieve our full potential.
• We live by our Core Values: simplicity, sharing risk, integrity, respect, and trust.

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• Are an entrepreneur – you enjoy taking ownership of your surroundings and constantly seek to find ways to improve.
• Are a self-starter with an interest in engaging customers on a face-to-face basis.
• Possess a ‘hunter’ mentality with regard to finding and developing new sales opportunities.
• Are excited about working with a differentiated product and customer mix and are passionate about the customer experience.

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PRIMARY RESPONSIBILITIES:

• Establish and maintain strong relationships with key accounts, understanding their needs and providing solutions to maximize customer satisfaction.
• Develop and implement a robust plan to achieve significant growth within the Specialty Adhesives related industries.
• Tactical and operational planning with Segment Manager to determine primary objectives within accounts.
• Align with distributor network to promote significant growth in region through identifying opportunities at major accounts.
• Develop and report accurate sales forecasts by account, product line, and understand changes in demand.
• Identify and resolve customer pain points and offer solutions.
• Collaborate with product management and development to identify new product requirements and aid in the development and launch of new products within our Innovation Framework.
• Collaborate with (National Account) Channel management to support accounts and channel partners to grow the wider business.
• Demonstrate strong Sales Excellence including disciplined competency in the understanding and utilization of SalesForce.com CRM.
• Participate in market/channel projects as required to support the overall business strategy.
• Effectively communicate with others inside and outside of the company in a tactful, courteous manner to promote excellent customer service.
• Promote, support, and adhere to all safety and quality related policies and procedures.
  

SKILLS & COMPETENCIES:

• Bachelor’s degree in Business, Engineering or a science-related discipline or equivalent experience.
• 3+ years of sales experience within the manufacturing/assembly industry is required.
• Prior experience selling to Original Equipment Manufacturers (OEMs) with a proven growth record.
• Familiarity with Sales Processes and CRM - specifically Sales Force.
• Proficiency in MS Office Suite.
• Must have a Valid Driver’s License and the ability to travel 50% - 70%
• Adhesives and/or potting compound experience strongly preferred.
• Ability to sit and stand for up to 8 hours/day.