Key Account Manager

ITW

12d

About The Position

Company Overview: ITW Specialty Films, a division of Illinois Tool Works (ITW), is a global leader in specialty films, supporting the Holographic Foils, Secure ID, Financial Card, and Medical markets. Leveraging ITW’s 80/20 business model, we emphasize innovation and customer-back solutions. We are driven by core values of Integrity, Respect, Trust, Shared Risk, and Simplicity in a collaborative, growth-oriented environment. Overall Purpose: Under the direction of the Global Sales Manager, the Key Account Manager for Specialty Films will lead revenue growth, drive customer engagement, and develop high-impact strategies for Holographic Foils accounts. This position will work in close collaboration with the Global Sales Manager and Product Manager to identify customers’ decision-making process as well as needs and pain points to develop and execute winning strategies for above market growth.

Requirements

Bachelor’s degree in Business, Marketing, Engineering, or equivalent.
5-7 years of progressive valued add sales experience of premium product line, business development experience is a plus.
Demonstrated success in building strategic account plans and excels in sales funnel management, meeting ambitious sales targets, and establishing high-impact customer relationships.
Exceptional value based selling skills and the ability to influence multi-level decision-makers within complex organizations.
Excellent communications skills in both a written and oral format with MS Office, presentation software and contact management software expertise.
Cultural awareness and adaptability to support working with international teams
Fluent in English, additional ability to communicate in German and French would be beneficial
Up to 50% overnight travel as needed including 1-3 international trips within Europe annually

Nice To Haves

Preferred experience in industrial technical sales, chemistry related coatings or laminates, and/or direct from manufacturer products or equivalent industrial experience.
Fluent in English, additional ability to communicate in German and French would be beneficial

Responsibilities

Builds and maintains strong relationships across functional departments beyond procurement within customer organizations, positioning ITW as a key strategic partner.
Use Consultative Selling skills and techniques to position ITW‘s benefits and value proposition as VALUE differentiator for the account.
Proactively identifies, qualifies, and prioritizes business opportunities to build and manage a high-potential sales pipeline for accounts, ensuring a full funnel of vetted opportunities that contribute to annual growth targets.
Leverage customer insights and market trends to uncover needs and challenges, transforming these into customized value propositions that align with the customer’s strategic objectives and deliver measurable business outcomes.
Develops and implements strategic account plans aligned with customer needs and ITW SF’s accelerated growth and innovation objectives.
Meet or exceed aggressive sales goals by expanding ITW’s share within existing accounts and capturing new business opportunities.
Introduces new sales concepts and solutions to customers, handles most technical application questions/issues and provides an analytic and strategic approach to solving customer problems and presenting ITWSF technical solutions that relate to the sales as well as inventory, lead times, pricing, delivery, and payment terms.
Regularly handles basic technical support for process, substrate, application related questions during product qualification and after sales for non-compliance issues. Refers advanced problems to technical support or R&D.
Collaborates closely with Operations, Marketing, R&D, and Customer Service teams to ensure effective delivery, pricing, and support, meeting all customer requirements.
Accurately and completely prepare proposals, quotes and related documentation while collaborating with Global Sales Manager.
Manages assigned accounts by preparing Sales Pipeline information and data, account outlooks, account plans, preparing detailed ROCs (reports of call), regularly calling all accounts, proper documentation of customer information and data entry in sales system, and other business reports.
Travels regularly to assigned accounts to interface with customers to analyze their individual requirements and to present new opportunities.
Demonstrate strong customer focus, listening skills, and competency with customers, in person or by phone.
Meets internal goals of sales expense budgets, travel and other departmental spending.
Participates in trade shows, training, and industry events to expand product knowledge, enhance skills, and support ITW’s continuous improvement initiatives.