National Account Manager in Markham at ITW Construction Products

Date Posted: 3/17/2018

Job Snapshot

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Job Description

Position at ITW Construction Products Canada

This position will develop, maintain and expand relationships with assigned head office retail accounts to ensure sales plans are executed and revenue and profitably targets aligned with CPC overall market segment plans are achieved and surpassed.

Primary Responsibilities

    • Achieve and surpass the CPC annual retail account revenue/margin targets.
    • Manage an account portfolio of head office key accounts including national accounts and affiliated branches.
    • Identify and develop high, deep and wide relationships with key decision makers and influencers at accounts. Use relationships to develop in-depth understanding of accounts’ business.
    • Use knowledge & analysis to develop account-specific strategy to place and grow ITW products at retailers.
    • Lead and coordinate head office & branch level activities with Territory Sales Reps to ensure key account programs and selling activities are fully maintained and aligned with the National key account plan set out in the annual plan.
    • Contribute to the annual planning process and provide regular input to forecast monthly/annual sales outlook using all available data sources (POS data, Industry trends, Inventory positions, purchase history, etc.)
    • Collaborate with sales and marketing teams to support and implement value-added customer-centric solutions based on account needs and opportunities while delivering company results.
    • Present strategic plans to target accounts, gain commitment and drive strategies/tactics to drive sales plans.
    • Work with the Sales Director to develop, support and implement account penetration plans and strategies that will include quarterly business reviews for assigned key accounts.
    • Establish and maintain contact with existing and potential channel partners and key customers to implement CPC’s plan and targeted segment strategies to drive market share growth
    • Pro-actively and regularly assess, clarify and validate customer account needs and communicate these findings to internal stakeholders. This can include shortage issues, customer claims and returns and administrative needs of accounts. Work to effectively develop and recommend timely solutions to address customer needs.

Job Requirements

  • University Degree, Major in Business/Marketing preferred. 5 Years sales experience with 2 years (National) key account management experience.
  • Strong communication skills both written and verbal.
  • Computer proficient with Microsoft, PowerPoint, Excel, MS Word and Outlook
  • Ability to present information to small informal groups as well as large groups.
  • Demonstrated ability to analyse sales data and determine appropriate actions to improve account position
  • Professional networking/relationship building skills
  • Exposure to industry associations
  • Results driven with ability to manage multiple priorities with highly effective follow through skills
  • Planning & Organizational skills
  • Conceptual aptitude
  • Professional networking/relationship building skill