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ITW Business Development Manager - Remote in Danvers, Massachusetts

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. www.itw.com .

Polymers & Fluids segment is composed of highly branded products serving diverse markets that require value-added, differentiated solutions. These product offerings include adhesives, sealants, coatings, lubricants, additives, and cleaners for Transportation, Electronics, automotive aftermarket, MRO, Industrial Cleaning and Lubrication, New Energy, and Marine industry customers with unique needs. ITW differentiates through leading brand positions, technology, and innovation, and strong focus on specific niche opportunities. PPF East Asia is a division with regional headquarter in China and we have operations cross Korea, Japan, Hong Kong and countries in Southeast Asia.

The Business Development Manager (BDM) will be responsible for growing our sales with the Key Customers of the electronic market in the U.S. (west coast mainly). The BDM reports to the BD& Marketing Manager who sits in East Asia. The BDB is responsible for developing relationships and driving sales and CBI (Customer Back Innovation) projects with current and potential key customers in the defined target market segments to meet revenue growth objectives for the division.

The BDM works closely with the functional areas of Marketing, R&D, Technical Service, Sales, and other key stakeholders as needed. The BDM creates and maintains intimate relationships with key accounts to drive targeted sales and CBI projects that support our divisional strategy and financial goals and likewise meet and exceed customers’ expectations.

RESPONSIBILITIES

Define and execute strategic plan: 15%

  • Define the strategic plan for the Key Account with BD& Marketing Manager’s support.

  • Execute strategic plan and develop new Key Customers in the U.S. (west coast mainly) in order to achieve our business objectives and annual plan targets in terms of revenue and margin.

Explore new business opportunities and build long-term relationships with target Key Accounts in U.S. (west coast mainly) : 15%

  • Explore new contacts and execute high-quality sales calls in target key accounts of the electronic market in the U.S(west coast mainly).

  • Promote ITW’s products and technical solutions. Try to build long-term relationships with key accounts.

  • Manage new contacts and business opportunities information. Form strategic action plans.

Manage the relationship with current and potential Key Accounts in U.S. (west coast mainly) : 15%

  • Create a contact network at the different customer level and in different departments to do lobbying.

  • Understand key accounts’ organization charts and decision-making process.

  • Identify the influencers and the key decision-maker.

  • Manage communication and relationship with customers in case of claims and logistic/quality crisis

  • Align and tailor the customer message with each people/department involved in the topic.

Identify new sales opportunities and CBI ( Customer Back Innovation) opportunities in customer side: 30%

  • Identify new sales opportunities, customer pains, customer expectations, and suitable projects with the support of the Marketing, Technical Service and R&D department

  • Set up and manage regular tech days on the customer side with the support of the Marketing team, and Product Manager. Present and teach to customers our new technologies, products, views, approaches, and solutions.

  • Prepare with product manager, Marketing, and Technical Services the values propositions and arguments for new customer or new product request selection and priority level

  • Identify potential CBI (Customer Back Innovation) opportunities. Try to build co-develop projects with key accounts if possible. Sum up and share information with the Marketing and R&D team to start new product development project.

  • Manage customer’s expectations and align information with customers in all 4 stages of CBI process (Discover, Create, Develop, Deploy).

Spec-in in new projects and collaborate with the East Asia team to ensure close the business : 25%

  • Drive the negotiation process. Negotiate prices in case of modification (technical, volumes, raw material, and inflation) and any market effect.

  • Spec-in in new projects.

  • Collaborate with the East Asia team to manage CMs‘ testing schedule and align information.

  • Follow the forecast and review sales revenue with the East Asia team.

Respect the ITW policy in terms of anti-corruption, quality, security and environmental: Inform or report any dysfunction which should impact product, environment and or security for the people

  • Bachelor’s Degree required (or equivalent work experience).

  • 8+ years of experience in Sales with proven track record growing revenue over targets required

  • 5+ years in electronic industry and Key Account Management experience is preferred – a proven trackrecord of driving a portfolio of innovative diversified products is preferred.

  • B2B experience with Electronic OEM’s, Tier I Suppliers selling engineered and technical products required.

  • Travel requirement: 40% travel through U.S. 10% travel to East Asia.

  • Excellence communication, both oral and written, and presentation skills.

  • Passion and drive to deliver results

  • Demonstrated ability to build productive business relationships, to influence and negotiate with key account

  • Highly organized and efficient.

  • Solid business acumen.

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. _

ITW is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

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