Account Manager, Ford

ITW•Troy, AL

About The Position

The Account Manager, Ford reports to the Ford Sales Manager and is responsible for developing and strengthening strategic relationships with Ford and applicable Tier suppliers. The role collaborates cross-functionally with Sales, Engineering, Program Management, Operations, Quality, Finance, and Customer Service from concept development through launch and serial production. The Account Manager combines technical understanding, commercial discipline, negotiation, and relationship-building to identify, develop, and convert new business opportunities while protecting and growing existing Ford business. The position requires proactively identifying new opportunities and building networks within Ford’s complex organization, including understanding customer structures, decision-makers, and influencers. Early engagement with Ford Engineering is important to understand design challenges, application, installation, and functional requirements, and opportunities where ITW stamped-metal fastener solutions can add value. The role establishes and executes account growth strategy, builds relationships across Ford functions, leads commercial and project coordination, manages customer issues, and coordinates internal support. It tracks vehicle programs, sourcing activity, forecasts, competition, technology, and market developments; supports sales, profitability, and new-business targets; and prepares account reviews, forecasts, business cases, and presentations. The position also demonstrates personal effectiveness and leadership that contribute to a high-performance culture.

Requirements

Bachelor’s degree (B.A./B.S.) from a four-year college or university in Business or Engineering, or equivalent experience.
At least 5 years of experience in the automotive industry.
Experience working with Ford or a major automotive OEM, with a proven track record of account management and product knowledge.
Proven track record of sales growth.
Ability to develop a sales forecast into a business plan, including business strategies based on OEM information.
Ability to deal with changes in a business environment.
Drive to understand, communicate, and exceed established agreed-upon goals.
Excellent interpersonal, communication, and presentation skills, with the ability and willingness to communicate and work with other regions.
Ability to generate respect and trust from staff and external customers.
Ability to focus and prioritize tasks and objectives.
Willingness to travel, primarily domestically and occasionally worldwide.

Nice To Haves

Engineering background.
Automotive fastener knowledge.

Responsibilities

Establish Ford account penetration and growth goals with the Sales Manager and Market Manager, emphasizing 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.
Build and nurture relationships across Ford Engineering, Purchasing, Program Management, Manufacturing, and other key functions to establish customer relationships and gain early visibility into future opportunities.
Maintain an understanding of Ford vehicle programs, platform launches, production forecasts, sourcing activity, competitive dynamics, and strategic priorities.
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 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 and submissions, RFQ responses, 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 competitive activity, Ford sourcing trends, technology changes, and market developments to target new business and protect existing business.
Achieve sales, profitability, and new-business targets supporting division growth objectives for the Ford account.
Prepare and deliver customer strategy reviews, opportunity updates, forecasts, business cases, and presentations internally and to Ford.
Conduct regular Ford account reviews covering sales performance, pricing, profitability, commercial issues, customer satisfaction, sourcing risk, the new-business pipeline, and alignment with division objectives.
Demonstrate personal effectiveness and leadership that creates a culture of high performance.
Perform other tasks and duties as assigned.