Account Manager, Toyota

ITW • Troy, MI

1d • Hybrid

About The Position

ITW Deltar Fasteners is seeking an Account Manager to be responsible for providing sales and account management for the Toyota account and related tiers. The role reports to the Regional Sales Manager with additional support from Global counterparts. The Account Manager will focus on growing existing accounts, developing new accounts, and establishing strong customer relationships. This position involves initiating and following up on new product development and growth opportunities, collaborating with the Sales Manager to establish strategies for customer penetration and growth on selected Focused Platform launches. The role requires leveraging local and global market knowledge to grow and introduce new products, applying an "outside – in" ITW discipline. Nurturing customer relationships to gain insights and identify competitive advantages through "cradle to grave" relationships is key. The position also involves ownership of comprehensive market research, analysis of product reports, developing a new business opportunity funnel, and managing top opportunities to meet annual sold order requirements in collaboration with the global ITW team. Driving customer engagements through value-add interactions such as Lunch & Learns, A2Mac1/Vehicle Teardown Events, Line-Walks, Tech Shows, and Wellness Visits is expected to increase customer intimacy at both Tier and OEM levels. Fostering relationships at various levels within the customer base (Early/Adv. Engineering, Purchasing, Management, Plant persons) and working with Regional Sales Managers and Global counterparts to develop local growth opportunities by leveraging the Global portfolio are also core responsibilities. Developing and maintaining benchmarking tools for vehicle areas and associated products, and working closely with the global Key Account Manager and colleagues from other global regions are essential.

Requirements

• Bachelor’s degree - B.A. /B.S. from four-year College
• Minimum 5-7 years of sales experience in the automotive industry
• Sales experience with EV OEMs
• Proven track record of product knowledge including plastic fasteners
• Overall knowledge of all areas of the vehicle – interior/exterior, body/chassis, doors, fluid and electrical routing.
• Ability to develop project budgets where cost, value and profit are fully understood.
• Supports Sales Manager and team with product forecasts such as Monthly /Quarterly reporting as well as in times of Capacity management, Long Range Plan and Annual Plan.
• Excellent interpersonal, communication, program management and presentation skills with ability and willingness to communicate, and work with other regions and locations.
• Proven ability to deal with changes in the business or its environment.
• An inner drive to understand, communicate and exceed established agreed upon goals.
• Proven ability to generate respect and trust from staff and external customers/contacts, including the ability to work collaboratively with colleagues and staff to create a results driven, team-oriented environment.
• Excellent personal computer skills in Microsoft Excel, Word and PowerPoint.
• Willing to travel; primarily domestic and occasionally world-wide.

Nice To Haves

• Master’s Degree a plus
• Technical understanding and experience with plastic fasteners (and/or plastic injection molding) is a plus.
• Knowledge of 80/20 Toolbox and its principles or proven ability to focus and prioritize task and objectives

Responsibilities

• Provide sales and account management for the Toyota account and related tiers.
• Grow existing accounts and develop new accounts.
• Establish strong contacts with customers.
• Initiate and follow up on new product development opportunities and growth opportunities.
• Establish strategies and goals for customer penetration to ensure growth with core type products on selected Focused Platform launches.
• Leverage local & global market knowledge to focus on growing products and introduce new ones applying an “outside – in” ITW discipline.
• Nurture customer relationships that provide insight and a landscape where ITW has a competitive advantage through our “cradle to grave” relationships.
• Own comprehensive market research aligned with strategic growth priorities to understand market niche and growth opportunities within ITW products.
• Maintain a continuing analysis of product reports for each of the products that the Product Manager will own.
• Develop a funnel of new business opportunities and manage the list of top opportunities to enable annual sold order requirements, collaborating with ITW global team members.
• Drive Customer Engagements though value add interactions: such as Lunch & Learns, A2Mac1/Vehicle Teardown Events, Line-Walks, Tech Shows, and Wellness Visits.
• Increase customer intimacy at both Tier and OEM though routine engagements.
• Foster relationships at various levels within our customer base (Early/Adv. Engineering, Purchasing, Management, Plant persons, …).
• Develop local growth opportunities by leveraging Global portfolio to proliferate opportunities that may be new to our region but still fit within our product portfolio and manufacturing capabilities.
• Develop and maintain benchmarking tools for vehicle areas and associated products.
• Work closely with global Key Account Manager and colleagues from other global regions.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior