Key Account Manager - Soft Drinks in Itasca, IL at ITW

Date Posted: 10/2/2018

Job Snapshot

  • Employee Type:
  • Location:
    Itasca, IL
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Sales Strategy

  • Develop a broad and deep base of customer relationships that translates into a trusted supplier status.
  • Understand customer landscape and competitive environment to develop compelling value propositions that drive value for both our customers and Hi-Cone.
  • Develop a long-term strategy to drive market penetration, increase market share and create long-term profitable growth.
  • Drive outside-in opportunities. Understand and anticipate customer/market trends and identify where sustainable opportunities exist for Hi-Cone.
  • Meet or exceed annual sales volume and revenue targets for key account(s).
  • Work with management towards the development of a robust strategic key account plan, used to direct activity to drive accelerated organic growth and sales funnel of opportunities.
  • Cleary communicate to the business via pre-call and call reports, market and competitive information, machine and consumable forecasting and responsible management of a territory expense budget.
  • Apply Enterprise Strategy Initiatives and ITW toolbox as required to accounts and products.
  • Become an expert in the ITW Business Model to drive the growth strategy.
  • Coordinate with internal functions to ensure optimal customer support. 
  • Sales Enablement
  • Provide continuous feedback to team members for development planning and performance management.
  • Provide clear communication within Hi-Cone to other functions to ensure customer alignment.
  • Use effective change management skills to effectively to plan, implement and evaluate change.
  • Create strong internal network to improve engagement and drive business results.
  • Develop deep understanding of ITW Business Model to maximize commercial impact.  
  • Job Requirements:
  • Bachelor’s degree is required; MBA is a plus.
  • Minimum of 3-5 years in sales or sales consultant role; experience with large and key account management, focused on market share.
  • Ability to analyze financial data and understand how it will drive success for your customers.
  • Able to build trust and act as a key advisor to external customers.
  • Experience with a system sell, long sales cycle, professional & consultative selling, strategic selling and customer/market analytics (understand market status with customers).
  • Experience with packaging equipment, operations, maintenance; FMCG retail or beverage industry is a plus.
  • Demonstrated ability to communicate and manage customer requirements to all levels, including plant managers, engineering, finance and marketing team members. Ability to interact with c-level personnel.
  • Must possess strong presentation skills and be able to communicate effectively in writing and orally across all audience levels.
  • Must be enthusiastic, tenacious, demonstrate a resilience to commercial obstacles to find effective solutions for customers and possess high energy levels.
  • Can demonstrate organizational intelligence, be a team player and have the ability to self-schedule and prioritize based on the ITW Business Model.
  • The successful candidate will have integrity, a willingness to learn and a desire to win.
  • Experience with projects and time-based activities and deliver reports in a timely manner.
  • Able to demonstrate effective time-management skills and deliver reports on-time.
  • Required to travel between 50%-70% domestically.