Key Account Manager

ITW•Greenville, SC

8d•Remote

About The Position

As a key member of the ITW Hartness Commercial Team, the Key Account Manager (KAM) – Markets TBD reports to the Sales Director and is responsible for driving profitable growth within targeted market segments identified as strategic priorities for the division. Specific markets will be disclosed during the interview process. This role is uniquely focused on accelerating market penetration and expanding Hartness' presence in growth areas where significant opportunity exists to increase market share, customer engagement, and commercial performance. The Key Account Manager will develop and execute market-specific growth strategies across a combination of end-user customers, system integrators, OEMs, and strategic partner accounts throughout North America. Working collaboratively across the organization, the KAM is responsible for building high-value relationships with key decision makers, identifying and converting new business opportunities, and delivering revenue and margin performance aligned with divisional growth objectives. Success in this role requires a proactive, opportunity-driven approach that combines strategic thinking, strong commercial execution, and a relentless focus on customer value creation. In addition to commercial responsibilities, the KAM serves as an important voice of the customer within Hartness. This individual will work closely with Product Management, Innovation, Engineering, and Marketing teams to communicate customer feedback, emerging market trends, competitive intelligence, and unmet market needs. The KAM will play a key role in supporting customer-back innovation initiatives (CBI) and helping shape future product and market strategies that support long-term organic growth. This is a field-based role with a strong preference for candidates residing within three hours of the Greenville, SC headquarters and located near a major airport.

Requirements

Bachelor’s degree in Business, Marketing, Engineering, or a related field preferred
3–5+ years of successful experience in sales, business development, key account management, or a related commercial role within a B2B manufacturing or industrial environment.
Demonstrated success developing new business opportunities, executing strategic account plans, and achieving revenue growth objectives.
Technical sales aptitude with the ability to understand customer processes, identify needs, and communicate value-based solutions.
Experience working with end-user customers, channel partners, system integrators, OEMs, or other strategic commercial relationships
Proven ability to develop commercial strategies, qualify opportunities, and manage complex sales cycles involving multiple stakeholders and decision-makers.
Strong business acumen with the ability to articulate differentiated value propositions, communicate customer value, and influence purchasing decisions.
Strong analytical skills with the ability to evaluate market trends, competitive activity, customer needs, and growth opportunities.
Ability to travel up to 50% throughout North America and occasionally internationally (if required)
Ability to travel without restriction via commercial transportation and maintain a valid driver's license.

Nice To Haves

Experience with capital equipment, industrial automation, packaging machinery, or integrated systems is preferred.

Responsibilities

Drive profitable growth within targeted market segments.
Develop and execute market-specific growth strategies across end-user customers, system integrators, OEMs, and strategic partner accounts throughout North America.
Build high-value relationships with key decision makers.
Identify and convert new business opportunities.
Deliver revenue and margin performance aligned with divisional growth objectives.
Communicate customer feedback, emerging market trends, competitive intelligence, and unmet market needs to Product Management, Innovation, Engineering, and Marketing teams.
Support customer-back innovation initiatives (CBI).
Help shape future product and market strategies.
Attend industry events and trade shows, engage with industry associations, and align with key market influencers.
Utilize data, analytics, CRM tools, and the ITW Toolbox to prioritize opportunities, drive accountability, and support profitable growth.
Negotiate commercial agreements, pricing, terms and conditions, and purchase contracts.