ITW Hiring for Key Account Manager – Beverage Full Time

ITW Hartness:

ITW Hartness is a world class secondary packaging equipment manufacturer headquartered in the beautiful suburbs of Greenville, SC. Founded on the premise of cutting-edge innovation and a relentless commitment to our customers, ITW Hartness’ world class equipment is designed to our customers’ goals of continuous improvement throughout the production process. ITW Hartness is proud to be a Division of Illinois Tool Works (ITW).

ITW Description

Since ITW’s founding more than 100 years ago, ITW has become one of the world’s leading diversified manufacturers of specialized industrial equipment, consumables and related service businesses. ITW businesses serve local customers and markets around the globe, with a significant presence in developed as well as emerging markets. The company has operations in 56 countries that employ more than 50,000 women and men who adhere to the highest ethical standards. ITW has 81 businesses divided into 7 Segments, which includes: Welding, Automotive OEM, Food Equipment Group, Construction Products, Polymers & Fluids, Test and Measurement & Electronics, and Specialty.

Take this opportunity to join a successful and enthusiastic global team where you can make a significant impact immediately. You will enjoy a competitive salary and generous benefits that includes health, dental, life and LTD insurance, 401k (with match), and a 100% tuition reimbursement program for those who qualify.

Job Description

As a key member of the ITW Hartness commercial team, the Key Account Manager (KAM) s to the NA Sales Manager and is responsible for all sales and business development activities to achieve revenue, margin, and market share goals for the beverage markets. Working collaboratively across the business, this person is charged with the development and execution of sales strategies to grow existing accounts and develop relationships with identified strategic key accounts within the beverage space. Additionally, the Key Account Manager will play a key role in leading all market-based deliverables required to execute customer-back innovation initiatives that capitalize on opportunities identified from customer feedback and market research.

This is a field-based role, and the individual can be located anywhere in North America within a reasonable distance from a major airport.

Primary Responsibilities

Strategic Planning:

• Develop and execute value and account-based strategies for target selling and core market expansion in the beverage markets.
• Comprehension and effective commercial communication of the Hartness value proposition and key differentiation across product lines in effort towards achievement of annual and long-range revenue goals.
• Closely observe and track customer activities and the beverage markets as related to technology trends, customer needs & pain points, and competitive positioning, and adapt strategies as needed.
• Partner with the Director of Strategic Marketing to identify market trends and growth opportunities.

Sales Growth

• Annual evaluation of existing product line revenue in assigned markets, including growth rates and industry trends with development of a specific, metric based growth strategy based on key targeted products.
• Execution of “Hunter” based sales tactics including with a high level of direct, client-facing sales activity required for revenue growth of targeted products to targeted customers.
• Ensure that defined process for key account management within the beverage markets is executed inclusive of sales performance metrics and accountability.
• Execution of sales strategy for specific data-based, monetized value propositions across product lines.
• Partner with the Marketing Department to develop differentiated marketing collateral tailored for the beverage industry in effort to support sales revenue goals.
• Lead commercial strategy, pricing strategy, customer presentations, negotiations (pricing, performance, T&C’s), and support proposal development related to all beverage market activity.
• Identification and communication of key competitor activity, pricing, and innovation to the key stakeholders.
• Execution of identified sales department deliverables related to the customer back innovation process to ensure that required new product development initiatives are achieved in alignment with organic growth goals.

Sales Analysis & 80/20 Objectives

• Comprehension and practical execution of the ITW toolbox related to sales activity. Specific process related to sales include 80/20 quad analysis, target selling, core market expansion, innovation, differentiation, and monetized value selling.
• 100% adoption of existing CRM platform for all key commercial activity inclusive of schedule management, trade show follow-up, account management, opportunity management, RFQ generation, forecasting, and lost order activity.
• Execute internal sales process for quad analysis and prioritization of all key opportunities to ensure that all high volume / high margin projects are prioritized appropriately and over-served with top resources, project deliverables and differentiated presentation.
• Execution of annual 80/20 toolbox initiatives required for the beverage markets.
• Execution of bi-annual business reviews for the beverage markets with the leadership team.

Qualifications

• Bachelor’s degree in Business, Marketing or Engineering. Experience in lieu of degree will be considered.
• 5+ years of sales experience with proven success selling into targeted accounts, setting strategic direction, and managing key account relationships.
• 75% travel required to ensure that required levels of client facing activity are achieved.
• Technical selling experience and analytical acumen required; experience with equipment & integrated systems.
• Demonstrated track record of strategic thinking, sales results, and market share improvement in a value based selling environment.
• Excellent verbal, written, interpersonal, communication, and presentation skills with experience in communicating and working with a remote staff.
• Experience with CRM management related to detailed opportunity and forecasting.
• Proven ability to properly qualify a commercial opportunity and develop commercial strategy based upon internal and external dynamics.
• Timely submittal of all required technical information to facilitate efficient and accurate development of proposals.
• Strong skill set related to articulating value proposition, differentiation, and key selling points.
• Proven experience in negotiating and closing multi-million-dollar projects inclusive of financial due diligence, terms and conditions, and purchase contracts within company guidelines.
• Excellent understanding of market dynamics and packaging trends in the beverage industry.
• Demonstrated ability to produce results within a team environment and to gain alignment and develop productive working relationships at all levels of the organization.
• Excellent time management, prioritization and project management skill set.

Additional Information

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.

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.