Senior National Account Manager - Troy, United States - Illinois Tool Works

Description

Hobart Service, an Illinois Tool Works Company, has been in business for over 120 years and is the trusted source for Commercial Food Equipment Service Solutions.

We have over 1,700 associates nationwide who serve as valued partners to our customers.

Our employees are dedicated to providing the best customer service, give back to the communities where they live and work, and demonstrate the ITW values of Integrity, Simplicity, Trust, and Respect.

Incumbent will utilize field sales engagements to achieve total revenue and profit goals with assigned key food service accounts in North America.

Interface with both internal and external senior-level management, ITW Food Equipment Group (FEG) product development and product service personnel as well all relative contacts within assigned Key Accounts, ITW FEG sales organization, and the field service organization.

Individual will direct the activities of the assigned Key Accounts through effective field sales engagements; account management and developing end user relationships.

Incumbent will also have the responsibility of coaching, mentoring, and developing some assigned National Account Managers.

Incumbent will support the development of strategic and tactical programs conducive to increasing Hobart's service presence, penetration, and competitive share in the U.S.

Market that will drive profitability.

These are the most significant job duties performed.

The size, scope and complexity of assigned duties and responsibilities are dependent on the level and experience of the incumbent.

To perform this job successfully, an individual must be able to perform each assigned essential duty satisfactorily.

Other responsibilities or special projects not specifically listed below may also be assigned.
Manage accounts, contacts, opportunities, and other required critical information in CRM on a consistent and timely basis.
Manage the gathering of analytic information needed to support accounts, sales, ROI, and other initiatives.
Update leadership consistently on account status/changes especially those that could have an impact our relationship, revenue, or probability.
Coordinate with National Accounts Customer Care in the effort of delivering positive customer satisfaction in aligned accounts.
Partner closely with the equipment sales National Account Manager(s) to deliver enterprise solutions to address customer pain points.
Develop strategies to defend existing account revenue as well as driving organic revenue//margin growth.

Implement pricing strategies, quotes, and action plans with all assigned key accounts, to ensure that proper margins are maintained in accordance with overall service business strategy.

Develop solutions in assigned National Accounts to win new business and maintain service contract renewal business through customized programs that will enhance profitability.

Represent Hobart Service on various projects and presentations including managing and attending customer events and industry trade shows.
Leverage the ITW segmentation process to prioritize resources & effort to deliver growth.

Additional / Development Responsibilities:
Create and support National Accounts LRP and AOP financial planning and forecasting.
Collaborate with National Account Managers to support account management and business development efforts though the development of sales approaches.
Creates and maintains an on-boarding framework for new hires.
Evaluate and identify new technology or the enhancement of existing technology that can improve sales process and enablement.
Involvement in enterprise projects and training.
Owns & leads GPO and Facility Management segments organic growth strategy & resources, leveraging hybrid sales models.
The requirements listed below are representative of the knowledge, skill, and/or ability required to perform this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Bachelor's degree
At least 7 – 10 years extensive sales experience
This position requires 50%+ travel.
Strong oral and written communication skills
Experience with Microsoft office.
Self-motivated
Strong customer orientation

Preferred Qualifications :
Degree in Sales, Marketing, or related field
National account sales experience
Food service / Food retail experience
Some management experience preferred

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