Account Manager, Tiers

Job Description:

ITW (Illinois Tool Works Inc.) is a Fortune 300 company and is one of the world’s leading diversified manufacturers of specialized industrial equipment, automotive components, consumables, and related service businesses. ITW businesses serve local customers and markets around the globe, with operations in 55 countries and an employee base of more than 43,000 women and men who adhere to the highest ethical standards. 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 17,000 granted and pending patents.

The foundation of our company is the ITW Business Model, a unique and differentiated set of core capabilities and business practices that comprises three key elements: ITW’s 80/20 Front to Back Process, customer-back innovation and a decentralized entrepreneurial culture. Our strategy is to leverage the full potential of the ITW Business Model to generate solid growth with best-in-class margins and returns. ITW is committed to operational excellence and innovation that helps our customers create the products and services that make our lives better.

The Seats & Motion Division within the ITW Automotive Segment delivers highly differentiated, precision-engineered plastic solutions to our “80” global OEMs & Tiers across North America and Europe through customer back innovation, targeted at addressing the emerging pain points associated with passenger seating & comfort, and ensuring best-in-class quality & delivery through our commitment to 80/20 operational excellence. ​ 

Position Summary:

The Account Manager will report to the Global Sales Manager and will be responsible for providing sales and account management to the major OEM and tier customers.  Responsible for growing existing accounts, develop new accounts and establish strong contacts with customers.  Initiates, and follow up on new product development opportunities and growth opportunities to support the division.

Primary Responsibilities:

• Along with the Global Sales Manager, establish goals for customer penetration and pipeline development to drive growth with core products.
• Work closely with the Global Sales Manager to ensure sales strategies and customer targets are achieved.
• Meet or exceed annual Sold Order and Material Margin targets.
• Conduct market research, leverage local market knowledge, and maintain competitive benchmarking to identify growth opportunities, support future platform wins, and expand existing and new product offerings.
• Develop and maintain strong relationships with key accounts, OEMs, Tier suppliers, and decision-making stakeholders across engineering, purchasing, quality, planning, and leadership functions, while expanding access to new and existing customer organizations.
• Constantly scan customers for customer-back innovation opportunities to sustain growth and partner with the Innovation Team in the innovation process as required.
• Lead RFQ activities and coordinate cross-functional teams to develop winning business strategies, ensure customer commitments are achieved on time and within budget, support successful program launches from RFQ through SOP, and maintain customer satisfaction during post-SOP production.
• Manage and review customer contracts in partnership with the ITW Legal Department.
• Travel throughout assigned territory to call on regular and prospective customers, solicit orders for existing and new product lines, and communicate and negotiate prices and terms of delivery with customers.
• Prepare customer reports, internal updates, business reviews, pipeline reports, and market intelligence summaries as required.
• Demonstrates personal effectiveness and leadership that creates a high-performance, collaborative, and results-oriented culture consistent with ITW values and culture.
• Other tasks and duties as assigned.

Position Skills and Experience Requirements:

To perform this job successfully, an individual 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 individuals with disabilities to perform the essential functions.

• Education: Bachelor’s degree (B.A./B.S.) in Engineering or equivalent experience; Master’s degree preferred.
• Minimum 5 years of sales experience in the automotive industry, with proven product knowledge, including plastic fasteners.
• Ability to develop budgets and product forecasts aligned with Annual Plan and Long-Range Plan objectives.
• Proven ability to deal with changes in the business or its environment.
• Knowledge of 80/20 Toolbox and its principles or proven ability to focus and prioritize task and objectives.
• Excellent interpersonal, communication, presentation, and collaboration skills, with the ability to build trust and credibility with customers, colleagues, and cross-functional teams across regions and locations.
• Excellent computer skills, including Microsoft Excel, Word, and PowerPoint.
• Willingness to travel primarily domestically and occasionally internationally.

Special Requirements:

Position requires travel, primarily within assigned region (approx. 25-50%).  Must have valid driver’s license and good driving record. Must be able to travel internationally, if required.

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.