Account Manager, JOEM

Job Description:

Illinois Tool Works Inc. (NYSE: ITW) is a global Fortune 200 diversified manufacturing company that delivers specialized expertise, innovative thinking, and value-added products to meet critical customer needs in a variety of industries.   ITW, with approximately 14.1 billion dollars in global revenues, operates 7 major segments with businesses in 57 countries that employ approximately 45,000 women and men. These talented individuals, many of whom have specialized engineering or scientific expertise, contribute to our global leadership in innovation. We are proud of our broad portfolio of more than 16,000 active patents.

Division Description

ITW StampTech Fasteners 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 $170M.  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 enhances our customers’ competitive advantage by:

• Maintaining advanced engineering and manufacturing facilities in N.A.
• 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

Position Summary

The Account Manager reports to the Sales Manager and is responsible for developing relationships and executing the sales and marketing strategies for different OEMs/tiers. This position requires strong collaboration with teams across sales, engineering, and manufacturing from concept development through launch. The successful candidate will combine technical curiosity, commercial drive, and relationship-building skills to identify, develop, and convert new business opportunities into long-term customer partnerships.

Primary Responsibilities

• Along with the Sales Manager and Market Manager, establishes the goals for customer penetration to ensure growth with core type products on selected, focused platform launches  
• Leverage market knowledge to focus on growing products and introduce new ones
• Nurture customer relationships that provide insight and a landscape where ITW has a competitive advantage
• Carry out comprehensive market research aligned with the strategic growth priorities, to understand the market niche and growth opportunities.
• Identify new sales opportunities with Japanese OEMs
• Manage project coordination, strategic planning, relationship management, negotiation, leadership and innovative development of opportunities  
• Manage and solve conflicts with clients
• Work directly with customer engineering and purchasing personnel to sell product including project development, part searches, interaction with ITW engineering, test data requests/submissions, final price negotiation, and review and sign off purchase orders
• Support customers through problem resolution, product understanding and follow up tasks
• Understand and report on competitors and market trends to strategically target new business
• Achieve sales targets supporting the division’s penetration/growth in the market
• Prepare and deliver presentations both internally and externally
• Conduct reviews on accounts on regular basis to evaluate our customers and whether the products and prices satisfy their needs, as well as the organization’s objectives
• Demonstrate personal effectiveness and leadership that creates a culture of high performance
• Meet deadlines both internally and externally
• Demonstrate personal effectiveness and leadership that creates a culture of high performance
• Other tasks and duties as assigned

Position Skills & Experience Requirements

• Education:  Bachelor’s degree - B.A. /B.S. from four-Year College or University in Business, Engineering, or equivalent experience. An Engineering background is a plus.
• Automotive experience with 5 years or more in industry.
• Proven track record of sales growth.
• Ability to develop sales forecast to a business plan, including business strategies based on OEM.   
• Proven ability to deal with changes in a business environment.
• An inner drive to understand, communicate and exceed established agreed upon goals.
• Excellent interpersonal, communication, and presentation skills with ability