Key Account Manager - North America - Whirlpool in Des Plaines, IL at ITW Specialty Products

Date Posted: 6/28/2019

Job Snapshot

Job Description

ITW Appliance Components serves all the major Appliance OEM in the US, Europe, Asia, and Mexico and their tier suppliers.  This global division manufactures mechanical, electromechanical and electrical components and assemblies with a variety of manufacturing processes.  We have locations in the US, China, Mexico, the UK, Slovenia, Bulgaria and Italy. 


The division drives profitability by leveraging its innovative solutions and application engineering.  In addition to ITW’s industry leading research and development capabilities, the division enhances our customers’ competitive advantage by

    Maintaining advanced global engineering and manufacturing facilities.

    Identifying customer needs to provide continued added value solutions.

    Continually improving processes, material and designs to ensure every solution exceeds customer expectations while providing unparalleled value.


Position Summary:

The Key Account Manager will report to the Global Key Account Manager and have responsibility for developing and managing customer relationships; viewing and analyzing market data and customer trends; understanding and communicating customer tendencies and preferences while partnering with the engineering organization and making go-to-market strategy and playbook regionally; and supporting Divisional strategies and goals.




·        Develops and nurtures customer relationships with key influencers and building ITW Champions at the OEM’s in Engineering and Operations

o   Builds customer intimacy to identify pain points and working on potential solutions with the Product Managers and engineering department internally.

·        Ownership of market and competitor analysis data to understand OEM preferences, trends and direction for the home appliance market.

·        Utilize 80/20 tool box (product, customer and Quad data) to enhance ability to recognize profitable sales opportunities that align with Divisional strategic intent.

o   Take pricing actions and negotiate new business with value pricing, identify potential product line simplification and creating focus for future growth.

·        Collaborates and partners with internal functions across the regions to share information for sales growth and opportunity.

·        Work cross-functionally with internal and external stakeholders to provide feedback, recommendations and technical value. 

·        Ensures that all customer issues are resolved in a timely and professional manner, and escalate or involve others as needed

·        Reviews new product proposals or plans to determine timing, funding, and procedures for accomplishing projects. 

·        Manages price adjustments/misalignments and resolves payment issues.

Job Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


·        Bachelor’s degree – B.A. or B.S from four-year College or University in Engineering, or a similar technical degree.

·        Experience in customer-facing role; negotiation, communication, value selling, and management of expectations, 5-7 years

·        B to B, concentrated OEMs experience a plus

·        Ability to analyze product and customer data to formulate a sales strategy

·        Experience to work cross-functionally with operations, engineering, finance and human resources

·        Ability to communicate technical information to multiple stakeholders with varying knowledge levels.

·        Excellent computer skills required with MS Office suite software, Outlook, and Cognos.  Accurate data input and professional business communication.

·        Excellent written and verbal communication skills, an effective and active listener and have effective interpersonal, persuasive, and analytical skills.  Professional communication skills across diverse cultures and managerial levels.

·        Excellent interpersonal and communication skills.

·        Ability to present information to small informal groups as well as large groups.

·        Able to multi-task, prioritize responsibilities, adapt to change and mange time accordingly where tight deadlines may be present.

·        Possess initiative and ability to anticipate and problem solve independently and collaboratively.

·        Able to use good judgement and discretion with confidential information.

·        Travel required 30%.




EOE/AAF/M/D/V.  ITW is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.