JOEM Account Manager (Metal Fasteners)

Company Description

Founded in 1912, ITW (NYSE: ITW) is a global industrial company built around a differentiated and proprietary business model. The company’s seven industry-leading segments leverage the ITW Business Model to generate solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW’s approximately 45,000 dedicated colleagues around the world thrive in the company’s decentralized, entrepreneurial culture. In 2022, the company achieved revenues of $15.9 billion, with roughly half coming from outside North America.

The ITW StampTech Fasteners TM Division serves the major OEMs and Tier suppliers in the North American automotive market.  The division supplies stamped metal fasteners and engineered fastener assemblies that leverage our deep-draw stamping technologies.  The annual revenue for the division is approximately $160M.  Locations include Gallatin, TN, Lexington, KY & Naugatuck, CT.  

The Division drives profitability by leveraging its innovative solutions and application engineering.  In addition to ITW’s industry leading research and development capabilities, StampTech Fasteners TM enhances our customers’ advantage by maintaining advanced engineering and manufacturing facilities in North America, exchanging product, process, and benchmarking information with sister units worldwide and ccontinually improving processes, material, and designs to ensure every product provides value and meets customer expectations.

Job Description

The Account Manager will provide sales and account management for the JOEMs (Toyota, Nissan, Honda) and related tiers. They will report to the Sales Manager with additional guidance from global counterparts in Japan. The Account Manager will be tasked with growing existing accounts, developing new accounts, and establishing strong contacts with customers.  They will initiate and follow up on new product development opportunities/growth opportunities for the division.

• Along with the Sales Manager, establishes the strategies and goals for customer penetration to ensure growth with core type products on selected focused platform launches.   
• Leverages local & global market knowledge to focus on growing products and introduce new ones applying “outside – in” ITW discipline.
• Cultivates customer relationships that provide insight and a landscape where ITW has an advantage through our “cradle to grave” relationships.
• Ownership of comprehensive market research aligned with the strategic growth priorities, to comprehend the market niche and growth opportunities within the ITW products.
• Develop a funnel of new business opportunities and to manage the list of top opportunities to enable annual sold order requirements, while working with ITW global team members.
• Drive customer engagements though value add interactions: such as Lunch & Learns, A2Mac1/Vehicle Teardown Events, Line-Walks, Tech Shows, and Wellness Visits.
  • Increase customer intimacy at both Tier and OEM though routine engagements.
  • Foster relationships at various levels within our customer base (Early/Adv. Engineering, Purchasing, Management, Plant persons, …).
• Works with Regional Sales Manager and global counterparts to develop local growth opportunities by leveraging global portfolio to proliferate opportunities that may be new to our region but still fit within our product portfolio and manufacturing capabilities. 
• Develops and maintains benchmarking tools for vehicle areas and associated products.

Qualifications

To perform this job successfully, the candidate must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable candidates with disabilities to perform the essential functions.

• Bachelor’s degree - B.A. /B.S. from four-year college; master’s degree a plus

• Minimum 5-7 years of sales experience in the automotive industry
• Sales experience with Japanese OEMs (i.e.: Toyota, Nissan, Honda), proven track record of product knowledge including plastic & metal fasteners a plus. 
• Requires overall knowledge of all areas of the vehicle – interior/exterior, body/chassis, doors, fluid and electrical routing, etc. Technical knowledge and experience with plastic and metals fasteners (or like technologies) is a plus. 

• Ability to develop project budgets where cost, value and profit are fully understood.  Assists Sales Manager and team with product forecasts such as Monthly /Quarterly reporting as well as capacity management, Long Range Plan and Annual Plan.
• Excellent communication, program management and presentation skills with ability and willingness to communicate, and work with other