Account Manager - Dillon Products in Fairmont, MN at ITW

Date Posted: 3/13/2018

Job Snapshot

  • Employee Type:
  • Location:
    Fairmont, MN
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Objective of Role:


Responsible for the development and growth of company’s business activities and revenue from new and existing market segments and channels.  Focus is on understanding the market for those business lines and improving the overall market share.  Performs market research.  Tests ideas in the marketplace.  Tailors sales approach to business segment.

Contributes to business development strategies and provides input into annual business development plans for relevant area to reach required business objectives and revenue.  Works closely with account managers to understand business requirements and market needs.  Recognizes new market segments and opportunities for business development and makes a calculation of returns and investment.  Monitors relevant market development activities to ensure that they are in line with company business aims.  Measures performance against agreed objectives and undertakes remedial action where appropriate.  Works with other business developers to optimize market segment opportunities.  May manage and maintain client relations while realizing renewals and new business with existing clients and acquiring new clients.  May or may not complete actual sales; opportunities may be taken on by Account Managers once interest is secured.

Key Duties:

  • Execute business development plans that generate sustainable revenue growth of the assigned Product Segment sold through Channel Partners targeting vertical market segments.

  • Create Business Development Plans with the Global Sales Manager focusing objectives to penetrate accounts with the aim of product specification in key processing industries / companies.

  • Create and deliver sales presentations targeting C-level executives and operations management that highlight differentiation, benefits and value of the assigned Product Segment.

  • Create and deliver sales skills presentations for the product portfolio to enhance the skillset and performance of the distribution channel (face to face, webinar).

  • Network with industry groups in the key verticals that ensure legislation compliance and identify evolving technology and industry trends.  Identify opportunities that represent growth and/or competitive product/solution differentiation.

  • Work directly with Global Sales Manager, Regional Sales Managers and Distribution Channel Partners to provide field support in penetrating accounts by offering application solutions.

  • Support the Marketing Department to develop a marketing plan for the target vertical market segments that highlight application solutions and product differentiation.  Be the prime attendee at relevant selected exhibitions.

Job Requirements

Education and Experience Level: Requires a Bachelor’s Degree (typically in Marketing or possibly a technical field related to the product lines) and a minimum of 6 years of experience with at least 2 years in sales

                Desirable: Bachelor’s Degree in Engineering, IT, Business or related field

Additional Experience: Ability to manage a large pipeline of opportunities that drive new revenue, proficient at identifying differentiated selling propositions and providing solutions, knowledge of selling automated solutions to designated market sectors

                Desirable: Dillon – Overhead Lifting, Oil and Gas and/or Engineering Specifications Firms

Other Information: Position will require travel up to 50%.  Driving skills required and an acceptable driving record per ITW policy.  Driving records will be audited at time of hire and annually thereafter


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