Key Account Manager

Company Description

Illinois Tool Works (ITW) (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $16 billion. The company's seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required.

ITW has approximately 50,000 dedicated colleagues in operations around the world who thrive in the company's unique, decentralized, and entrepreneurial culture. We offer unparalleled access to challenging opportunities in high-growth, diverse industries, and markets around the world.

Our team members are essential in developing innovative methods of continuous improvement, exceptional customer service, and a safe work environment. We believe having a diverse and inclusive team enables us to better serve our customers and contributes to the continued overall success of our organization.

Zip-Pak is the global leader in resealable solutions for the flexible packaging industry.  Our expertise in zipper, application technology, and packaging systems makes Zip-Pak the primary choice of brand owners, OEM’s, and converters for innovative resealable solutions.  Zip-Pak’s lean, modern, and continuous manufacturing environments produce zippers using high-volume plastic extrusion.  Manufacturing sites are in the United States, Europe, and South America. Provides overall account leadership and acts as key customer interface for an array of large accounts, to maintain, create, and gain share.  Additionally, will be responsible for obtaining and developing new opportunities in targeted markets with similar customer types to support growth.  

Job Description

• Key customer interface: establishes productive, professional multi-level relationships with key personnel in key customer accounts and targets·        

• Proactively search, identify, and obtain new business opportunities with new and existing customers 

• Provides ‘80/20’ approach to ensure key territory objectives are met 

• Provides overall leadership for the account and coordinates the involvement of company personnel, including technical, service, and management resources, to meet account performance objectives and customers’ expectations 

• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts 

• Active pipeline development and management with a focus on increasing active customers and growing volume sales 

• Leads all significant account planning processes including budget development, establishment of income targets, and calling activities 

• Develop and maintain action plan for how accounts will achieve targets and identify specific actions to improve earnings 

• Proactively leads activities to assess, clarify, and validate customer needs on an ongoing basis to develop efforts that best address customer requirements· 

• Develop, manage, and execute contract negotiations 

• Works closely with Customer Service, Field Technical Service and plant Operations personnel to ensure customer satisfaction and problem resolution 

• Maintain close communications with Marketing and R&D to recommend and promote new applications and technologies relating to market and customer trends. 

Deliverables:   

• Achieves targeted sales plan in designated accounts 

• Meets assigned expectations for profitability 

• Develop customer value propositions to grow revenue through new customer acquisition and increases in share at existing targeted accounts 

• Develops cross-functional relationships across multiple customer geographical locations 

• Achieves strategic customer objectives defined by company management 

• Provides territory business plan which includes strategic customer account plans for selected accounts 

• Optimal use of company resources, including T&E expenditures as well as use of support personnel, to achieve territory goals and high customer satisfaction ratings 

Qualifications

Education and Experience 

• Must have a bachelor’s degree in a related field; five to seven years sales experience including experience with large accounts, value added selling and additional business experience a plus 

• Process Driven: Demonstrated success in using a sales process to grow sales or other areas of responsibility 

• Ability to read and interpret contract language, as well as write reports and high-level business correspondence 

• Communicate and effectively present information and respond to questions from leadership, employees and customers 

• Proven ability utilizing