Account Manager, Ford

Job Description:

ITW (NYSE: ITW) is a Fortune 300 global multi-industrial manufacturing leader with approximately $16 billion in revenue and 43,000 employees worldwide. The company operates through a decentralized and entrepreneurial culture, driving innovation and strong performance across its business segments.

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 TM 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 Ford Account Manager reports to the Ford Sales Manager and is responsible for developing and strengthening the strategic relationship with Ford and its applicable Tier suppliers. This position requires strong cross-functional collaboration with teams across Sales, Engineering, Program Management, Operations, Quality, Finance and Customer Service from concept development through launch and serial production. The successful candidate will combine technical curiosity, commercial discipline, negotiation skills and relationship-building capabilities to identify, develop and convert new business opportunities while protecting and growing the existing Ford business.

The ideal candidate demonstrates a hunter mentality, proactively identifying and pursuing new opportunities to expand ITW’s footprint across Ford. The role requires a self-starter who thrives on building networks within complex organizations — understanding customer structures, identifying decision-makers and influencers, and positioning ITW solutions to address unmet needs.New business development often begins within Ford’s engineering organization, where early engagement is critical. The ideal candidate must be technically conversant and comfortable working with Ford engineering teams to understand design challenges, application requirements, installation and functional requirements, and potential improvement areas where ITW stamped metal fastener solutions can add value.

Primary Responsibilities:

• Along with the Sales Manager and Market Manager, establish Ford account penetration and growth goals, with emphasis on targeted vehicle platforms, applications and core product opportunities
• Develop and execute the Ford account strategy using market, vehicle program and application knowledge to identify growth opportunities and introduce new products using an “outside-in” discipline
• Build and nurture relationships across Ford Engineering, Purchasing, Program Management, Manufacturing and other key functions to create cradle-to-grave customer relationships and early visibility to future opportunities
• Maintain an understanding of Ford vehicle programs, platform launches, production forecasts, sourcing activity, competitive dynamics and strategic priorities to support account planning and growth
• Identify, develop and convert new sales opportunities with Ford and applicable Ford Tier suppliers
• Lead commercial and project coordination for the Ford account, including strategic planning, relationship management, RFQs, negotiations, sourcing decisions, pricing actions and development of new opportunities
• Manage and resolve customer commercial issues and conflicts while balancing Ford’s requirements with ITW’s business objectives and profitability expectations
• Work directly with Ford engineering and purchasing personnel throughout the sales process, including application development, part searches, design reviews, coordination with ITW Engineering, sample and test-data requests/submissions, RFQ response, final price negotiation, sourcing alignment, and purchase order review and approval
• Serve as a primary commercial contact for Ford and coordinate internal support for customer requests, problem resolution, product understanding and follow-up actions
• Monitor and report on competitive activity, Ford sourcing trends, technology changes and market developments to strategically target new business and protect existing business
• Achieve sales, profitability and new-business targets supporting the division’s growth objectives for the Ford account
• Prepare and deliver customer strategy reviews, opportunity updates, forecasts, business cases and presentations both internally and to Ford
• Conduct regular Ford account reviews to evaluate sales performance, pricing, profitability, open commercial issues, customer satisfaction, sourcing risk, new-business pipeline and alignment with division objectives
• Demonstrate personal effectiveness and leadership that creates a culture of high performance
• 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. 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
• Experience working with Ford or a major automotive OEM, with a proven track record of account management and product knowledge; automotive fastener knowledge is a plus
• 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 and willingness to communicate, and work with other regions
• Proven ability to generate respect and trust from staff and external customers
• Proven ability to focus and prioritize task and objectives
• Willing to travel; primarily domestic and occasionally world-wide. 

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.