Senior Account Manager

ITW • Easton, MD • 2d ago

Job Description:

Summary:

The role is responsible for maintaining and growing sales of maintenance chemicals and cleaning & disinfecting products used in aircraft interiors, cabins, waste systems, and exteriors. The territory includes the Americas, with a primary focus on the United States. This is a fully remote position with occasional travel for customer meetings, trade shows, and internal collaboration.

Essential Duties:

Partner with the Global Sales Manager and Product Manager to develop and execute growth strategies targeting airlines, distributors, and cleaning service/MRO companies.

· Meet and exceed annual revenue goals across assigned accounts.

· Drive the launch of new products and achieve targets for new business and new product revenue.

· Build and deepen relationships with cleaning companies and third-party contractors to understand operational pain points.

· Translate customer challenges into actionable sales opportunities using existing or newly developed product solutions.

· Identify and explore new markets and applications within the cleaning segment.

· Expand professional network and customer contact base through virtual outreach, cold calling, referrals, and LinkedIn.

· Provide market intelligence (pricing, annual usage, product strengths/weaknesses, competitive insights) to the Product Manager for inclusion in competitive databases.

· Track contract terms, expiration dates, and renewal opportunities; acquire product samples as needed.

· Manage pipeline opportunities, conversion rates, and at-risk business using Salesforce (SFDC).

· Develop and maintain strategic account plans for key customers.

· Prepare and lead virtual customer meetings, including agendas and documented outcomes.

· Support and lead bid preparation (private and government), RFP responses, and contract negotiations.

· Deliver accurate monthly sales forecasts and 12-month outlooks for assigned territories.

Key Performance Indicators

· Annual Revenue Growth: Achieve 10-15% year-over-year growth.

· New Product Launch Success: Meet or exceed new product revenue targets.

· Customer Retention: Maintain 90%+ retention across assigned accounts.

· Pipeline Conversion: Win 25-30% of qualified opportunities annually.

· Forecast Accuracy: Maintain forecasts within ±5% of actual sales.

· Account Planning: Strategic account plans completed for top-tier customers.

· Outreach Effectiveness: Add a minimum of 50 new qualified contacts annually.

· Responsiveness: Respond to customer inquiries within 24 business hours

Education / Competencies:

· Minimum of 5 years' experience in sales or customer-facing roles.

· Bilingual English/Spanish required; Portuguese a plus.

· Experience with the airline, aviation, or cleaning industry preferred.

· Experience with pricing, bidding, and contract negotiation.

· Salesforce (SFDC) experience preferred.

· Proficiency in Microsoft Office (Excel, PowerPoint, Outlook).

· MBA and/or prior management experience a plus.

· Proven success in direct sales and account management within technical or regulated industries.

· Strong strategic planning and execution capabilities.

· Self-directed and effective in a remote work environment.

· Customer-focused with a solutions-oriented mindset.

· Strong collaboration and cross-functional partnership skills.

· Advanced negotiation and contract management abilities.

· Comfortable navigating complex customer organizations and decision-making structures.

· Innovative thinker with a growth mindset and accountability for results.

· Willingness to travel up to 30%.

Compensation Information:

98,000

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

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