National Account Manager - 3-Step Distribution (U.S. National Accounts)

ITW • Sacramento, CA • 11h ago

Job Description:

About ITW Evercoat

ITW Evercoat is the global leader in professional auto body repair solutions, offering a premium portfolio of body fillers, putties, adhesives, and marine repair products. As a division of Illinois Tool Works (ITW) a Fortune 200 company with over 100 years of innovation, we operate using a proven 80/20 business model that drives focus, simplicity, and long-term success. We foster a culture grounded in Integrity, Respect, Trust, Shared Risk , and Simplicity .

Position Overview

We are seeking a highly motivated and results-driven National Account Manager to lead and grow relationships with key 3-step national distribution partners across the U.S. Reporting to the Director of Sales, this strategic role will serve as the primary point of contact for some of our largest customers-developing account strategies, growing revenue and share, and leading cross-functional efforts to deliver a superior customer experience.

Key Responsibilities

Serve as the strategic lead and relationship manager for major national accounts in the 3-step distribution channel.

Develop and execute account plans that align with business growth targets, margin goals, and market strategy.

Build and maintain strong, multi-level relationships across customer organizations, fostering trust and long-term loyalty.

Coordinate internal resources including sales, marketing, product management, technical support, and operations to ensure customer expectations are met or exceeded.

Lead contract negotiations and promotional planning to maximize revenue and profitability.

Identify and capitalize on new business opportunities with existing and prospective customers.

Provide accurate forecasts, manage the sales pipeline, and contribute to annual budget planning.

Monitor and report on competitive activity, customer needs, and market trends to inform product development and strategic direction.

Serve as a key voice of the customer, collaborating with R&D and Marketing on emerging technologies, programs, and innovations.

Key Deliverables

Achieve or exceed annual sales and margin targets for assigned national accounts.

Drive market share growth above the industry rate within designated accounts.

Cultivate cross-functional influence across geographically dispersed customer locations.

Deliver account strategies with clear metrics, timelines, and ownership.

Qualifications

Bachelor's degree in Business, Marketing, or a related field (MBA preferred).

Minimum 5 years of progressive sales experience, including national account or key account management in a distribution-driven business.

Proven track record of delivering measurable revenue growth and building long-term customer relationships.

Strong financial and business acumen, including knowledge of cost structures and pricing models.

Excellent communication and interpersonal skills; able to lead through influence and collaboration.

Proficiency in MS Office (Excel, PowerPoint, Outlook); CRM system experience preferred.

Ability to work independently in a remote environment with minimal supervision.

Willingness and ability to travel 50%+ nationwide.

Key Competencies

Strategic Thinking & Business Acumen - Demonstrates strong market insight, financial understanding, and ability to synthesize complex information into actionable strategy.

Relationship Management & Influence - Builds trust across diverse internal and external stakeholders; leads through communication and collaboration, not authority.

Results Orientation - Highly driven to exceed goals, improve performance, and deliver value to customers and the business.

Leadership in a Matrix Environment - Coordinates across functions and teams to align resources and achieve shared objectives.

Physical Requirements

This position requires regular communication, frequent travel (including air travel), and extended periods working from a computer. Occasional lifting of up to 40 pounds may be required. Reasonable accommodations will be made for qualified individuals with disabilities.

Why Join ITW Evercoat?

Be part of a trusted global brand with a 70+ year heritage of innovation.

Thrive in a decentralized, entrepreneurial culture that values autonomy and performance.

Work with passionate teammates and customers who value quality and partnership.

Access comprehensive benefits and professional development through ITW.

ITW Evercoat is proud to be an Equal Opportunity Employer. We welcome and encourage diversity in the workplace. All qualified applicants will be considered for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other legally protected status.

Compensation Information:

$83,250.00 - $138,750.00

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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