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Corporate Account Manager - Welding Group

Apply Job ID REF4870V Date posted 04/14/2022 Address 123 Western US Location, Portland, OR Job Type Full-time Job Status Exempt

Miller® is about building things that matter. We lead the welding industry in building advanced, solution-focused products and meeting crucial needs for welding safety and health.

We’re about the partnership and the work. Our products are designed with our users for manufacturing, fabrication, construction, aviation, motorsports, education, agriculture and marine applications.

Miller Electric Mfg. LLC, is headquartered in Appleton, Wisconsin, and wholly owned by Illinois Tool Works (NYSE: ITW). The company maintains its industry leadership by setting the standard for reliability, quality and responsiveness. Our tagline, “The Power of Blue®,” is inspired by the blue color of Miller equipment.

The company began with an innovation that responded to customer needs, growing from a one-man operation in 1929, to the world’s largest manufacturer of arc welding products. Miller keeps the tradition alive by focusing on its top priority: people.

The Corporate Account Manager (CAM) is responsible for driving profitability and sales across the ITW Welding segment portfolio of products and brands through engagement with national end user accounts and distributor partners for assigned regions and national accounts. This role will collaborate with the ITW Welding divisions and the regional sales teams to drive growth in current national end user accounts and work with management to mutually identify new strategic accounts.  This role will execute with the ITW Values at top of mind: integrity, respect, trust, shared risk, and simplicity.

The role will support corporate account locations primarily located North America.  The ideal location for this role is based in the Western, US.

Essential FunctionS:

The “80”:

Strategic Account Management

  • Execute the use of the ITW Welding key account management process that drives corporate preference for ITW solutions and ensures local execution by regional/international selling teams and channel partners.
  • Coordinate the development and execution of plant-by-plant growth strategies in conjunction with the District Manager(s), and appropriate Industrial Specialists: This includes global pricing and sourcing strategies.
  • Work with ITW Welding resources and appropriate channel partners to develop strategies that align value propositions with customer needs and opportunities.
  • Understand how the customer defines value, develops strategic objectives, and identifies challenges.
  • Assess, identify, and keep ahead of competitive tactics, potential threats and distributor needs

Corporate Account Growth

  • Demonstrate growth in sales revenue, addressable spend and end user engagement thru consistent application of the key account management process, metrics & tools including corporate pricing agreements, strategic account plans, quarterly business reviews, value stream mapping, etc.
  • Identify, evaluate, and prioritize ITW welding opportunities through an understanding of the corporate account culture & key decision makers.
  • Develop professional credibility and position ITW as a strategic partner with senior-level decision makers and influencers (corporate management, global sourcing management, project managers and tech center management) aimed at growing ITW share across all categories within his/her portfolio of end-user national accounts.
  • Establish strategic relationships with the targeted customer’s organization or industry with the goal of becoming the customer’s key strategic partner for welding solutions through portfolio pricing / contract strategies.
  • Direct and help perform voice-of-the-customer research to define and assess segment opportunities

Divisional Alignment:

  • Ensure there is divisional visibility & alignment for targeted national accounts based on the market and addressable potential.
  • Coordinate with and leverage internal, divisional resources as necessary to drive high levels of end user engagement and exposure to our portfolio of solutions.
  • Liaison with R&D and product managers on key segments needs and product innovation opportunities.
  • Bachelor’s degree or equivalent required.
  • Minimum of 5 years of experience as an account manager preferably for a hard-goods industrial, Infrastructure/Construction or Related Industries.
  • Demonstrated ability to analyze account specific needs to develop and implement a strategic plan and to grow business
  • Ability to communicate and build relationships at all levels of the end user (and channel partner if applicable) with excellent presentation skills
  • Thorough understanding of the business dynamics of welding or like market and industry and able to speak to the latest welding and automation technologies
  • Strategic selling skills with a command of value-added sales techniques
  • Comfortable with ambiguity and ability to thrive within a matrix organizational structure
  • Ability to develop and manage relationships with key decision makers and influencers through an excellent executive presence
  •  A proven track record of exceptional organizational, planning and negotiating skills in addition to exceptional verbal and written communication
  • Must be highly motivated and results oriented with the ability to work independently and in a team environment with ability to easily adapt to change, consistently meet deadlines and excellent follow through.
  • Strong PC skills/aptitude. Intermediate Proficiency in MS Office programs (Word, Excel, and PowerPoint) and exposure to Customer Relationship Management (CRM) systems (Salesforce.com)
  • Overnight travel up to 50%
  • 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 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.  

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At ITW, we value our colleagues' unique perspectives, experiences, and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

Equal Opportunities

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. Read more information here.

If you are a qualified individual with a disability and are unable or limited in your ability to use or access this online application system process due to your disability, please email corp_accessibility@itw.com to request assistance. No other requests will be acknowledged.