Key Account Manager

Job Description

The Key Account Manager (KAM) will have primary commercial responsibility for assigned Industrial Accounts, reporting to the Industrial Sales and Engineering Director. As a key member of the ITW Shakeproof commercial team, the KAM is responsible for all sales and business development activities to achieve revenue, margin, and market share goals for industrial markets. Working collaboratively across the business, this person is charged with the development and execution of sales strategies to grow existing accounts and develop relationships with identified strategic key accounts.

Primary Responsibilities:

Strategic Planning:

Develop and execute value propositions and account-based strategies for target selling and core market expansion in industrial markets.

Comprehension and effective commercial communication of ITW Shakeproof's value proposition and key differentiation across product lines in effort towards achievement of annual and long-range revenue goals.

Closely observe and track customer and market activities related to technology trends, customer needs & pain points, competitive positioning, and adapt strategies as needed.

Partner with Application Engineering and Marketing to identify market trends and growth opportunities.

Sales Growth:

Annual evaluation of existing product line revenue in assigned markets, including growth rates and industry trends with development of a specific, metric based growth strategy based on key targeted products.

Execution of "Hunter" based sales tactics including a high level of direct, client-facing sales activity required for revenue growth of targeted products to targeted customers.

Ensure that defined process for key account management is executed inclusive of sales performance metrics and accountability.

Partner with the Marketing Department to develop differentiated marketing tailored for target markets in effort to support sales revenue goals.

Lead commercial strategy, pricing strategy, customer presentations, negotiations (pricing, performance, T&C's), and support proposal development.

Identification and communication of key competitor activity, pricing, and innovation to the key stakeholders.

Plan, manage and represent ITW Shakeproof's technical capabilities and value proposition at market specific trade shows.

Execution of identified sales department deliverables related to the customer back innovation process to ensure that required new product development initiatives are achieved in alignment with organic growth goals.

Work closely with Customer Service, Engineering, and plant Operations to ensure customer satisfaction and problem resolution.

Sales Analysis & 80/20 Objectives:

Comprehension and practical execution of the ITW toolbox related to sales activity: 80/20 quad analysis, target selling, core market expansion, innovation, differentiation, and monetized value selling.

100% adoption of existing CRM platform for all key commercial activity inclusive of schedule management, trade show follow-up, account management, opportunity management, RFQ generation, forecasting, and lost order activity.

Execute internal sales process for quad analysis and prioritization of all key opportunities to ensure that all high volume / high margin projects are prioritized appropriately.

Execution of monthly business reviews with the leadership team.