What are the responsibilities and job description for the National Account Sales Manager position at ITW?
Company Description
ITW (NYSE: ITW) is a Fortune 250 global multi-industrial manufacturing leader with revenues totaling $12.6 billion in 2020. The company’s seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW’s approximately 43,000 dedicated colleagues around the world thrive in the company’s decentralized and entrepreneurial culture. www.itw.com.
Peerless Food Equipment is dedicated to creating value for the world’s leading wholesale bakeries and commercial food processors by developing and applying innovative technology for excellent solutions. Customers worldwide trust Peerless to create high quality, reliable equipment, meet critical sanitation requirements and provide attentive after sales service to optimize processes and reduce downtime.
Job Description
Incumbent will plan, organize, direct, and control activities to achieve total revenue and profit goals with assigned National Accounts. In this role you will interface with both internal and external senior-level management, Peerless product development personnel as well all relative contacts within assigned National Accounts, authorized agents and suppliers. Individual will direct the activities of the assigned National Accounts through effective account management, Peerless service relationships, agent programs, and end user relationships. The preferred location would be near Sidney Ohio but may also be located remotely within the assigned territory. This role will cover North Central U.S. & International accounts in the Oceanic Region. Position reports to the Director of Sales.
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Essential Duties and Responsibilities
Include the following: (Other duties may be assigned.)
· Responsible for management of customer’s expectations to balance Peerless’ business needs with those customers.
· Develop annual strategic plans and complete account profiles on all assigned active accounts.
· Develop, implement and drive sales action plans to penetrate and maximize sales volume in all designated or target accounts.
· Work with all product lines on enhancements and new product development; marketing programs; sales tools; and pricing strategies related to assigned accounts.
· Position is the liaison between customer and engineering/manufacturing.
· Act as liaison for product development recommendations for customer, market, and/or country to engineering.
· Maintain deep understanding of key operational issues, trends, and emerging strategies of managed account.
· Manage all pricing issues and maintain market level pricing
· Coordinate all account service activity.
· Track competitive trends and pricing and actively communicate findings with appropriate field and product line management.
· Conduct research and identify potential accounts for growth.
· Serve as a first point of contact for all customer requirements. Manage resolution of customer and service complaints.
· Have expertise in specifications, application and all Peerless Food Equipment lines as well as process knowledge of overall bakery and baked goods market.
· Manage and be available to attend all customer and industry trade shows.
· Participation in and completion of all applicable training – including ongoing skill and knowledge development beyond initial training.
Qualifications
· Bachelor degree or equivalent industry experience
· 5-8 years’ experience of progressive sales management and/or targeting National Accounts.
· Demonstrated effective negotiation and sales management skills; ability to follow through on all aspects of the sales process.
· Strong assessment, analysis, judgment and decision management skills
· Experience with product and service sales
· Ability to maintain composure in a very diverse and dynamic environment
· Ability to control margins while generating revenue, financial acumen
· Ability to understand and communicate effectively with multiple cultures.
· Excellent oral, interpersonal and written communication skills
· Proficient in Microsoft Office applications
· Requires up to 75% travel
Preferred Qualifications
· Baking Industry Experience
· Custom capital equipment sales experience
· Knowledge of the wholesale baking industry.
· National account management experience.
· Contract negotiation experience
Additional Information
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 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.
