Account Manager, JOEM

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.

ITW Deltar Fasteners is a large division within the Automotive Segment and serves all the major OEMs and their tier suppliers with plastic fasteners. Locations include:  Frankfort, IL; Chippewa Falls, WI and our Commercial Sales and Engineering in Troy, MI. 

The division drives profitability by leveraging its innovative solutions and application engineering.  In addition to ITW’s industry leading research and development capabilities, ITW Deltar Fasteners enhances our customers’ advantage

• Maintaining advanced engineering and manufacturing facilities in NA.
• Exchanging product, process and benchmarking information with sister units worldwide.
• Continually improving processes, material and designs to ensure every product exceeds customer specifications while providing unparalleled value.

Job Description

The Deltar Account Manager for will be accountable for providing sales and account management for the JOEMs (Toyota, Nissan, Honda) and related tiers. They will report to the Sales Manager with additional support and guidance from Global counterparts in Japan.  The Account Manager will be accountable to grow existing accounts, develop new accounts and establish strong contacts with customers.  They will initiate and follow up on new product development opportunities and growth opportunities to support 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.   
• Leverage local & global market knowledge to focus on growing products and introduce new ones applying an “outside – in” ITW discipline.
• Fosters 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 understand the market niche and growth opportunities within the ITW products.
• Maintains a continuing assessment of product reports for each of the products that the Product Manager will own.
• Develop a funnel of new business opportunities and to manage the list of top opportunities to enable annual sold order requirements, collaborating 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 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, a 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 accommodations 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 (ie: Toyota, Nissan, Honda), proven track record of product knowledge including plastic fasteners a plus. 
• Requires overall knowledge of all areas of the vehicle – interior/exterior, body/chassis, doors, fluid and electrical routing. Technical understanding and experience with plastic fasteners (and/or plastic injection molding) is a plus. 

• Ability to develop project budgets where cost, value and profit are fully understood.  Supports Sales Manager and team with product forecasts such as Monthly /Quarterly reporting as well as in times of Capacity management, Long Range Plan and Annual Plan.
• Excellent social, communication, program management and presentation s