Account Manager, Toyota at Illinois Tool Works

Job Description:

ITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $14.1 billion in 2019. 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 45,000 dedicated colleagues around the world thrive in the company’s decentralized and entrepreneurial culture.

ITW Deltar Fasteners serves all the major OEMs and their tier suppliers with plastic fasteners totaling approximately $260M in revenues. Units include: Frankfort, IL; Chippewa Falls, WI and our Commercial Sales and Engineering in Troy, MI.

The division drives profitability by leveraging its innovative solutions and application engineering. In addition to ITW’s industry leading research and development capabilities, ITW Deltar Fasteners enhance our customers’ competitive advantage by:

• Maintaining advanced engineering and manufacturing facilities in NA.
• Exchanging product, process and benchmarking information with sister units worldwide.
• Continually improving processes, material and designs to ensure every product exceeds customer specifications while providing unparalleled value

Job Description

The Account Manager will be responsible for providing sales and account management for the Toyota account and related tiers. They will report to the Regional Sales Manager with additional support and guidance from Global counterparts. Account Manager will be responsible to grow 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.

• Along with the Sales Manager, establishes the strategies and goals for customer penetration to ensure growth with core type products on selected Focused Platform launches.
• Leverage local & global market knowledge to focus on growing products and introduce new ones applying an “outside – in” ITW discipline.
• Nurtures customer relationships that provide insight and a landscape where ITW has a competitive advantage through our “cradle to grave” relationships.
• Ownership of comprehensive market research aligned with the strategic growth priorities, to understand the market niche and growth opportunities within the ITW products.
• Maintains a continuing analysis of product reports for each of the products that the Product Manager will own.
• Develop a funnel of new business opportunities and to manage the list of top opportunities to enable annual sold order requirements, collaborating with ITW global team members.
• Drive Customer Engagements though value add interactions: such as Lunch & Learns, A2Mac1/Vehicle Teardown Events, Line-Walks, Tech Shows, and Wellness Visits.
• Increase customer intimacy at both Tier and OEM though routine engagements.
• Foster relationships at various levels within our customer base (Early/Adv. Engineering, Purchasing, Management, Plant persons, …).
• Works with Regional Sales Manager and Global counterparts to develop local growth opportunities by leveraging Global portfolio to proliferate opportunities that may be new to our region but still fit within our product portfolio and manufacturing capabilities.
• Develops and maintains benchmarking tools for vehicle areas and associated products.
• Work closely with global Key Account Manager and colleagues from other global regions.

Qualifications

• Bachelor’s degree
• B.A. /B.S. from four-year College; Master’s Degree a plus
• Minimum 5-7 years of sales experience in the automotive industry
• Sales experience with EV OEMs + proven track record of product knowledge including plastic fasteners a plus.
• Requires overall knowledge of all areas of the vehicle – interior/exterior, body/chassis, doors, fluid and electrical routing. Technical understanding and experience with plastic fasteners (and/or plastic injection molding) is a plus.
• Ability to develop project budgets where cost, value and profit are fully understood. Supports Sales Manager and team with product forecasts such as Monthly /Quarterly reporting as well as in times of Capacity management, Long Range Plan and Annual Plan.
• Excellent interpersonal, communication, program management and presentation skills with ability and willingness to communicate, and work with other regions and locations.
• Proven ability to deal with changes in the business or its environment.
• An inner drive to understand, communicate and exceed established agreed upon goals.
• 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 results driven, team- oriented environment.
• Knowledge of 80/20 Toolbox and its principles or proven ability to focus and prioritize task and objectives
• Excellent personal computer skills in Microsoft Excel, Word and PowerPoint.
• Willing to travel; primarily domestic and occasionally world-wide.

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.