ITW DESCRIPTION:
Illinois Tool Works Inc. (NYSE: ITW) is a global Fortune 200 diversified manufacturing company that delivers specialized expertise, innovative thinking and value-added products to meet critical customer needs in a variety of industries. ITW, with approximately 14.5 billion dollars in global revenues, operates 8 major segments with businesses in 57 countries that employ approximately 49,000 women and men. These talented individuals, many of whom have specialized engineering or scientific expertise, contribute to our global leadership in innovation. We are proud of our broad portfolio of more than 16,000 active patents.
The foundation of our company is the ITW Business Model, a unique and differentiated set of core capabilities and business practices that comprises three key elements: ITW's 80/20 Front to Back Process, customer-back innovation and a decentralized entrepreneurial culture. Our strategy is to leverage the full potential of the ITW Business Model to generate solid growth with best-in-class margins and returns. ITW is committed to operational excellence and innovation that helps our customers create the products and services that make our lives better.
The Seats & Motion Division within the ITW Automotive Segment delivers highly differentiated, precision-engineered plastic solutions to our -80- global OEMs & Tiers across North America and Europe through customer back innovation, targeted at addressing the emerging pain points associated with passenger seating & comfort, and ensuring best-in-class quality & delivery through our commitment to 80/20 operational excellence.
Position Summary:
The Jr. Account Manager - Seats and Motion will report to the North American Sales Manager and will be responsible for providing sales and account management to the major OEM customers, applicable Tier customers as well as non-automotive market. Responsible to assist Account Managers to defend existing accounts, develop new accounts and establish strong contacts with customers. Initiates, and follow up on new product development opportunities and growth opportunities to support the division.
Key Responsibilities:
Customer Mapping and Relationship Building
Map sourcing landscape decision makers from OEM through Tiers
Strengthen customer contacts by networking, connecting and proactively developing new relationships across various levels/functions of the customer
Understand customer strategic direction & priorities - gathered from levels in the organization that can speak to a short-term and long-term view
Sales Support
Develop negotiation strategy for each new opportunity with clear understanding of walk-away price and goals
Review all existing business and follow up to ensure protection and carry over of opportunities, especially on next model vehicles
Complete Quotes for current and new products in a timely matter to maximize the value from ITW
Influence and move negotiation forward and/or close the deal
Seize new opportunities and be creative, if necessary, to find unique solutions/agreement
Strategic Alignment
Use comprehensive understanding of competitive landscape and market share to drive 80 focus
Demonstrate strong analytical skills in converting knowledge and benchmark data to insights / actions on "where to play"
Prepare product strategies that deliver value to customer and profitability to ITW.
Bring together stakeholders to create a unified goal / value proposition
Deliver pricing strategy; assign product pricing based on value delivered rather than only customer budget, current solution price or internal cost up approach where possible.
Project Management
Partner with Engineering and Operations to track critical project timelines, manage complex processes, and demonstrate account progress
Business Growth Planning
Utilize long-term business plans to formulate action plan(s) and achieve short-term milestones
Analyze complex financial data to identify trends, facts that set strategy
Other tasks and duties as assigned.
Position Skills and Experience 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.
Education: Bachelor's degree - B.A. /B.S. from four-year College or University in Engineering, Marketing, Communications or equivalent experience; Master's Degree a plus.
Minimum 2 years of sales experience in the automotive industry preferred, proven track record of product knowledge including plastic or metal fasteners. Experience with Seating and Interior applications preferred.
Previous knowledge of plastic injection molding processes and products
Ability to develop budgets and product forecast to a business plan with the Long-Range Plan and Annual Plan measurable.
Proven ability to deal with changes in the business or its environment.
Excellent interpersonal, communication, and presentation skills with ability and willingness to communicate, and work with other regions and locations.
Proven ability to generate respect and trust from staff and external customers/contacts, including the ability to work collaboratively with colleagues and staff to create a result driven, team- oriented environment.
Knowledge of 80/20 Toolbox and its principles or proven ability to focus and prioritize task and objectives
Above average personal computer skills in Microsoft Excel, Word and PowerPoint.
Required to travel; primarily domestic average 20% monthly and occasionally world-wide (1-2 times per year)
Key Competencies:
Value Selling Capabilities (Technical Sales)
Customer Relationship Building Skills
ITW Cultural Fit & Business Understanding
Team Player
Ability to optimize the right sales approach (hunt Vs. farm)
Market understanding (Ability to interpret IHS and A2MAC to develop road map)
Special Requirements:
Position requires travel, primarily within assigned region (approx. 20-50%). Must have valid driver's license and good driving record. Must be able to travel internationally, if required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job
All your information will be kept confidential according to EEO guidelines.
ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.
As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.
_All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws. _
ITW is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
