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Rental 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 SAL-18-00027  
Position Rental Account Manager  
Division Miller Electric Mfg. Co., an ITW Company  
Location Houston, TX  
Dept 188 

Assigned Shift None Specified 

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


The Rental Account Manager (RAM) is responsible for driving profitability and sales across the ITW portfolio of products through the engagement with rental company accounts. This role will collaborate with the ITW Welding divisions and the ITW Welding sales team in the engagement of key rental company accounts and work with their management to mutually drive growth. This role will execute with the ITW Values at top of mind: integrity, respect, trust, shared risk, and simplicity.

The role will act as the key representative on behalf of ITW for corporate rental accounts who have their headquarters and branches throughout the U.S. and Canada. Because of this, the location for this role is flexible providing it is in proximity to a major airport due to the extent of travel required.

It is preferred that this role is based out of Appleton, WI area due to the ability to interact face to face with the product divisions on a regular basis or in the Houston, TX area due to the large volume of rental activity within the region.

Essential FunctionS:

The “80”:

Strategic Account Management:

  • Execute the use of the ITW Welding key account management process that drives corporate preference for ITW Welding rental solutions and ensures local execution by the regional and individual branch locations.

  • Coordinate the development and execution of strategies at assigned rental accounts to increase/improve the rent of ITW portfolio products.

  • Work with the ITW divisions to develop the annual commercial agreement for their accounts which will include but is not limited to the selection of key products, annual pricing strategies and service support programs.

  • Work with ITW Welding resources and appropriate rental account partners to develop strategies that align value propositions with their customer’s needs and opportunities.

  • Understand and differentiate between how the rental account(s) and their customers define value. Identify challenges to progress and develop strategic objectives to advance the ITW position.

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

Rental 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 rental 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, project managers 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 assigned rental accounts based on the market and addressable potential.

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

  • Liaison with R&D and

Position Requirements


  • Bachelor’s degree or equivalent required.

  • Minimum of 5 years of experience as an account manager preferably for a hard-goods industrial, Infrastructure/Construction or Related Industries. Experience with the rental channel a plus.

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

  • Ability to communicate both verbally and in writing and build relationships at all levels within an account

  • Thorough understanding of the business dynamics of welding or like market and industry and be able to speak to the latest welding needs in the construction and fabrication markets

  • 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

  • Must be highly motivated and results oriented with the ability to work independently and in a team environment.

  • Must be able to easily adapt to change, consistently meet deadlines and have excellent follow through.


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