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Title

Corporate Account Manager 

EOE StatementWe are an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law.
 
Req Number ACC-17-00004  
Position Corporate Account Manager  
Division Miller Electric Mfg. Co., an ITW Company  
Location Norfolk, VA  
HM ID  
Dept 120 

Assigned Shift First Shift 

Full-Time/Part-Time Full-Time  
Exempt/Non-Exempt Exempt  
Description

OVERVIEW:

The Corporate Account Manager (CAM) is responsible for driving profitability and sales across the ITW Welding segment portfolio of products and brands through engagement with national end user accounts and distributor partners for an assigned regions and national accounts. This role will partner with the ITW Welding divisions and the regional sales teams to drive growth in current national end user accounts and identify new strategic accounts.

As a leader within the ITW Welding segment sales team, this role will be expected to embrace and exhibit the ITW great leader competencies as they lead the account management and sales strategy for assigned and new accounts: expert in the practice of the ITW business model, make great strategic choices, deliver great results, great talent manager, and provide strong leadership.

ESSENTIAL FUNCTIONS:

The “80”:

Strategic Account Management:

  • Execute the use of a defined key account management process that drives corporate preference for ITW solutions and ensures local execution by regional/international selling teams and channel partners.

  • Coordinate the development and execution of plant-by-plant growth strategies in conjunction with the District Manager(s), and appropriate Industrial Specialists. This includes global pricing and sourcing strategies.

  • Work with ITW Welding resources and appropriate channel partners to develop strategies that align value propositions with customer needs and opportunities.

  • Understand how the customer defines value, develops strategic objectives, and identifies challenges.

  • Assess, identify, and keep ahead of competitive tactics, potential threats and distributor needs

Corporate Account Growth:

  • Demonstrate growth in sales revenue, addressable spend and end user engagement thru consistent application of the key account management process, metrics & tools including corporate pricing agreements, strategic account plans, quarterly business reviews, value stream mapping, etc.

  • Identify, evaluate, and prioritize ITW welding opportunities through an understanding of the corporate account culture & key decision makers.

  • Develop professional credibility and position ITW as a strategic partner with senior-level decision makers and influencers (corporate management, global sourcing management, and tech center management) aimed at growing ITW share across all categories within his/her portfolio of end-user national accounts.

  • Establish strategic relationships with the targeted customer’s organization or industry with the goal of becoming the customer’s key strategic partner for welding solutions through portfolio pricing / contract strategies.

  • Direct and help perform voice-of-the-customer research to define and assess segment opportunities.

Divisional Alignment:

  • Ensure there is divisional visibility & alignment for targeted national accounts based on the market and addressable potential.

  • Coordinate with and leverage internal, divisional resources as necessary to drive high levels of end user engagement and exposure to our portfolio of solutions.

  • Liaison with R&D and product managers on key segments needs and product innovation opportunities.

 
Position Requirements

MINIMUM QUALIFICATIONS:

  • Bachelor’s degree or equivalent required.

  • Minimum of 5 years of experience as an account manager preferably for a hard-goods industrial, shipbuilding / defense related, or technical products market

  • Demonstrated ability to analyze account specific needs to develop and implement a strategic plan and to grow business

  • Ability to communicate and build relationships at all levels of the end user (and channel partner if applicable) with excellent presentation skills

  • Thorough understanding of the business dynamics of welding or like market and industry and able to speak to the latest welding and automation technologies

  • Strategic selling skills with a command of value-added sales techniques

  • Comfortable with ambiguity and ability to thrive within a matrix organizational structure

  • Ability to develop and manage relationships with key decision makers and influencers through an excellent executive presence

  • A proven track record of exceptional organizational, planning and negotiating skills in addition to exceptional verbal and written communication

  • Must be highly motivated and results oriented with the ability to work independently and in a team environment with ability to easily adapt to change, consistently meet deadlines and excellent follow through.

  • Strong PC skills/aptitude. Intermediate Proficiency in MS Office programs (Word, Excel, and PowerPoint) and exposure to Customer Relationship Management (CRM) systems (Salesforce.com)

  • Overnight travel up to 50%

  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job

 

This position is currently accepting applications.

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