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. 

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 analytics to drive business solutions and strategy development 

• Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form 

• Learning agility and desire to analyze, and interpret general business periodicals, professional journals, technical procedures, and/or governmental regulations to increase knowledge of our market and competition 

• Computer Skills: Excel skills along with CRM experience a plus 

• Travel: The job will require significant travel, up to 75%

• Work Environment: The employee will be required to work out of their home or in a typical office environment. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Chicago Based 

• Supervisory Responsibilities: None 

Additional Information

ITW offers its employees a path for advancement, a competitive salary, and a comprehensive benefits package designed to help employees care for themselves, their families, and their futures.

All your information will be kept confidential according to EEO guidelines.

ITW is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
We do not accept unsolicited resumes. To be considered an applicant, please apply online to a specific job posting.
If you are a qualified individual with a disability and are unable or limited in your ability to use or access the online application system process due to your disability, please click here for information on how to contact us directly.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. 

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. 

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. 

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. 

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.