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Account Manager in Detroit, MI at ITW

Date Posted: 4/1/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Detroit, MI
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    4/1/2019

Job Description

POSITION SUMMARY      FFFFFFFF0000000014000500540065007800740033000000000000000000000000000000000000000000000000000000

Directly responsible for proactively driving profitable revenue growth within assigned ITW Industrial Decorating Solutions accounts. The Account Manager actively establishes and develops multiple relationships within accounts, positioning IDS to acquire all sales revenue opportunities available while securing the business long term. Manages all sales related activities within the assigned accounts including qualifying opportunities, conducting sales presentations and demonstrations, processing quotations, negotiating to secure the sale, forecasting, written monthly updates, and assisting in gathering market data and customer input to support the new product development process.

RESPONSIBILITIES:

•         Identify new equipment and consumables opportunities, create sales action plans to pursue, and execute for successful closure of the opportunity.

•         Be the primary customer contact on all new equipment and consumable opportunities that meet minimum sales revenue targets. Provide sales direction and customer feedback to support internal staff (Inside Sales, Application Engineering, Customer Service, and Business Unit Management).

•         Provide pre-sales technical expertise and guidance on product decorating solutions, including both equipment and consumables products to new and existing accounts.

•         Gather all required technical information including specifications and sample parts from customer and forward through internal IDS support staff to identify an appropriate solution and prepare quote requests.

•         Develop cost estimates and ROI justifications that meet customer expectations. Estimates should include equipment pricing, reliable throughput information and consumables consumption expectations. Ensure customer acceptance criteria is understood, attainable, and communicated to responsible customer staff and IDS employees. Ensure all revisions are documented.

•         Assist Sales and Marketing Manager, Business Unit Managers, and R & D Manager with input into sales strategies, forecasts and new product development needs.

•         Proactively drive market segment focused campaigns as directed by IDS management to grow sales and capture market share in identified market segments.  

•         Review key account activity to analyze purchasing patterns and identify opportunities.

•         Qualify and follow up on all marketing generated sales leads in territory.

•         Assist Credit Manager with collections on past due accounts.

•         Participate in trade shows and industry seminars including sales presentations, demonstrations and set-up and tear-down when required.

•         Assist in maximizing territory profitability through appropriate and diligent management of travel and entertainment related expenses.

•         Maintains focus on continuous improvement by applying 80/20, PLS, and USa principles/techniques and makes process improvement recommendations to management.

Job Requirements

Education:  Bachelor’s degree in a business or technical field required

Experience/Skills: 

•         Minimum of five (5) years experience in an outside sales role.

•         Must have experience in capital equipment sales with a long (6 months+) and complex sales cycle.

•         Must have experience effectively managing time in a large geographic territory.

•         Demonstrated track record of establishing and developing solid professional business relationships throughout the customer’s organization including senior management.

•         Good organization and problem solving skills

•         Able to communicate effectively and persuasively in oral and written form

•         Strong leadership skills

•         Work as a team player

•         Ability to speak Spanish not required, but preferred 

•        Travel up to 75%

As an Equal Opportunity/Affirmative Action Employer, ITW Marking & Coding does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship or other categories protected by federal, state or local laws. EOE/M/F/Vet/Disability


ITW Specialty Products
ITW’s Specialty Products segment is composed of diverse businesses whose differentiated and proprietary technology meets the needs of large customers with specific solution requirements. Specialty Products businesses include consumer packaging solutions like zippers on resealable bags and multi-packaging carriers (six-pack rings), software, and equipment for warehouse automation, single-use products for the medical industry, aircraft ground support equipment, and coating and metalizing businesses for the branding and security markets. These diverse businesses all operate in global, high-value, niche markets where ITW expertise and technology provide value-added, differentiated solutions for customers.