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Field Account Manager

2 months ago

Hartford, Connecticut, United States ITW Full time
Job Summary

We are seeking a highly motivated and results-driven Field Account Manager to join our team at ITW. As a Field Account Manager, you will be responsible for generating sales of products and services through the pursuit of potential and customers within assigned regions to achieve market segment order volume, product mix, and margin targets.

Key Responsibilities
  • Develop and execute an annual Territory Management plan to achieve specified sales volume.
  • Regularly monitor progress against the plan and make modifications, as required, throughout the year.
  • Classify and develop customers according to business potential.
  • Ensure all prospects and customers receive appropriate attention reflecting the customer's classification.
  • Travel planning optimized for cost and time efficiency.
  • Respond to inquiries and seek out potential customers to identify their needs for products or services and qualify leads.
  • Direct customer inquiries and orders to the most efficient sales channel.
  • Partner with Inside Sales Specialist, as assigned, to ensure appropriate type and level of sales coverage for all accounts and prospects in territory.
  • Assemble and coordinate sales teams, as needed, for specific key opportunity or consultative team pursuits.
  • Build successful relationships with key decision-makers and influencers in existing and prospective customers.
  • Generate and present proposals/quotations to customer, independently or with the assistance of other sales functions, in accordance with standard procedures and pricing guidelines.
  • Develop consensus with customers on MTS value proposition(s) prior to solution building, ensuring proposal meets customer needs.
  • Develop and maintain knowledge and expertise of the following areas to enhance sales effectiveness:
    • MTS capabilities, products, components and services and how they apply to customer needs
    • Test methodologies/ technologies and how to apply MTS offerings to satisfy specific customer requirements
    • Customer base, customer organizations, customer needs and market trends affecting customers
  • Use CRM daily for all lead, contact, activity, forecasting, account management and time management monitoring, recording and reporting functions.
  • Perform administrative responsibilities in connection with sales accountabilities, as required.
  • Continuously monitor and respond to competitor activities at prospects and provide timely reporting on competitive activity to sales management and marketing.
  • Interface between customer and MTS by maintaining contact with PE and manufacturing teams regarding delivery, installation, and technical support driving MTS value proposition.
  • Use a systematic process to take opportunities through the pursuit cycle, ensuring each step is conducted and complete in a satisfactory manner prior to moving to the next step/stage.
  • Maintain awareness of and understand how to conduct business relationships via customer supplier portals.
Requirements
  • BS degree in engineering/ technical discipline or equivalent work experience
  • 6 years sales experience; or 3 years other relevant MTS experience and 3 years sales experience
  • Willingness to travel domestically 30-70% of the time, depending on the assigned territory
  • Presentation skills and ability to interface and work directly with customers
  • Ability to build relationships and build consensus among diverse stakeholders
  • Must possess a valid driver's license and able to obtain automobile/liability coverage
  • Knowledge of competitive products and the sales process
  • Strong oral and written communications skills
  • Ability to work with high degree of personal discipline
  • Problem solving and analytical business skills
Preferred Qualifications
  • Solid understanding of test technologies. Fundamental knowledge of test methodology.
  • Understands how specific tests are used within the customer's environment.
  • Skilled at influencing competitive opportunities in favor of MTS.
  • Proficient at selling standard products with little or no AE support.
  • Able to sell custom systems with management/application engineering support.
  • Actively seeks out and identifies new opportunities within assigned accounts.