Sr. National Account Manager

Job Description:

Company Description:

ITW (Illinois Tool Works Inc.) is a Fortune 200 company and is one of the world’s leading diversified manufacturers of specialized industrial equipment, automotive components, consumables, and related service businesses. ITW businesses serve local customers and markets around the globe, with operations in 55 countries and an employee base of more than 48,000 women and men who adhere to the highest ethical standards. These talented individuals, many of whom have specialized engineering or scientific expertise, contribute to our global

ITW Residential Construction Divisions (Mechanical Fastening and Power Nailing) provide industry leading, premium branded, cordless nailing systems and mechanical fastening solutions, that deliver superior productivity and reliability to meet the needs of professional remodelers and residential new home builders, with a widely available product portfolio at their preferred retail or dealer outlets. The ’80’ focus for the division is aggressive market growth while sustaining profitability.

Position Summary:

ITW’s Residential Channel Sales Group is seeking a high-impact Senior National Account Manager to drive growth and deepen strategic partnerships across our distribution and LBM (Lumber & Building Materials) channels.

This role’s preferred location is in Glenview, IL or surrounding Greater Chicagoland Area. 

This role leads national partnerships with key COOPs and distributors—including Ace, Orgill, Southern Carlson, National Nail, and top LBM accounts such as Builders FirstSource (BFS) and US LBM—while overseeing growth across our Mechanical Fastening and Power Nailing product categories. The Senior National Account Manager will play a critical role in expanding market share, strengthening channel alignment, and driving product placement across the industry’s most influential distribution networks. Representing top-performing product lines, including Mechanical Fastening (GRK, Tapcon, Teks, Red Head and CBS) and Power Nailing (Paslode), ensuring optimal inventory in distribution and placement at their LBM partners. This role also requires a strategic influencer who thrives in challenging environments, driving incremental growth through strong partnerships and aggressive placement of products at LBM’s.

Core Responsibilities:

Drive Strategic Growth

• Develop and execute national account strategies aligned with divisional growth objectives
• Identify and capture incremental revenue opportunities within distribution and LBM channels
• Expand product assortment, shelf presence, and share of wallet across key partners

Strengthen Customer Partnerships

• Build and maintain executive-level relationships across top distributors and LBM accounts
• Position ITW as a preferred partner through value-driven collaboration and results
• Influence customer priorities to drive focus on ITW brands and categories

Optimize Channel Performance

• Analyze sales, inventory, and profitability data to maximize performance and ROI
• Drive initiatives that improve product availability, inventory turns, and margin
• Ensure strong in-market execution and representation across partner locations

Lead and Collaborate

• Lead and mentor a Key Account Manager and Sales Specialist, fostering a high-performance team environment
• Partner cross-functionally with marketing, operations, finance, and customer experience to deliver growth initiatives
• Leverage ITW’s Enterprise Strategy (80/20 mindset) to improve focus and effectiveness

Negotiate & Influence

• Lead negotiations to secure expanded distribution, improved positioning, and increased partner commitment
• Act as a strategic influencer, navigating complex channel dynamics to achieve win-win outcomes

What Success Looks Like (First 12 Months)

• Develop deep expertise in ITW’s product portfolio and distribution model
• Build strong, trusted relationships with top LBM and distribution partners
• Deliver measurable organic revenue growth and share gains across key accounts
• Improve sales effectiveness by applying ITW’s Enterprise Strategy and cross-functional alignment
• Successfully expand product placement and category presence within key customers

Key Skills & Experiences:

• Proven success managing national accounts within distribution, building materials, or adjacent industries
• Track-record of driving Pull for premium branded products
• Strong track record of dr