Sr. Corporate Account Executive - Midwest

Job Description:

Responsibilities

• Meet and exceed established unit and revenue sales quotas for core products and equipment within the assigned territory each month, quarter, and year.

• Develop and execute strategic territory and account plans focused on priority markets, target accounts, competitive conversions, and sustained revenue growth.

• Perform regular face-to-face product demonstrations and technical presentations for key and prospective accounts to influence purchasing decisions.

• Maintain a thorough understanding of the competitive landscape within key accounts, including the inventory and use of competitive technologies.

• Utilize a consultative, value-based, and solutions-focused sales methodology to identify customer needs and drive new revenue-generating opportunities across the assigned territory.

• Independently lead complex, high-value sales opportunities involving multiple stakeholders, extended sales cycles, customized technical solutions, and coordination with internal teams.

• Build and maintain strategic relationships with customer decision-makers at all levels, including operations, engineering, procurement, and executive leadership.

• Maintain accurate territory and account information in Dynamics CRM, including unit volume, revenue, opportunity pipeline, close probability, account activity, and forecasts.

• Manage corporate and strategic accounts through disciplined account planning, pre-call preparation, prospecting, face-to-face visits, and a collaborative team approach.

• Coach and mentor less-experienced sales team members, support onboarding and training activities, and serve as a subject-matter resource for products, applications, account strategy, territory management, and consultative selling.

• Apply 80/20, PLS, and USa principles and techniques to prioritize opportunities, improve territory effectiveness, and make process improvement recommendations to management.

Position Qualification Requirements

Education: Bachelor's Degree Required, preferably in a Technical or Business field or 8 years’ sales experience.

​Experience/Skills:

• 8-10 years of progressive B2B sales experience, including at least 5 years within manufacturing, industrial equipment, automation, or a related technical industry.

• Demonstrated success developing territories, managing strategic accounts, navigating complex sales cycles, and consistently achieving or exceeding unit and revenue goals.

• Proven ability to utilize consultative and value-based selling techniques, develop compelling customer solutions, negotiate effectively, and quantify customer value and return on investment.

• Experience coaching, mentoring, onboarding, or training sales professionals, with the ability to influence and lead others without direct supervisory authority.

• Strong technical aptitude, manufacturing process knowledge, business acumen, and the ability to communicate effectively with technical, operational, procurement, and executive audiences.

• Excellent communication, presentation, customer service, territory planning, time management, organizational, and follow-up skills, with a high degree of accuracy, integrity, resilience, self-discipline, and accountability.

• Proficiency in Microsoft Office and experience using CRM platforms, such as Microsoft Dynamics or Salesforce, to manage customer activity, account strategies, pipelines, and forecasts.

Other Requirements and Conditions

Physical/Visual Activities or Demands: Physical/visual activities or demands that are commonly associated with the performance of the functions of this job.

While performing the duties of this job, the employee is frequently required to talk, hear, sit and type, occasionally twist/turn, reach above shoulder and outward, stand, walk, bend, grasp with hands on a regular, daily basis and lift, stretch, and squat throughout the day. Must be able to lift up to 50 lbs. Specific vision abilities required by this job include concentrated attention, close vision, far vision, depth perception, color vision, and the ability to bring object into sharp focus. 

Working Conditions: Working conditions commonly associated with the performance of the functions of this job.

Typical Office (20%) & Plant Conditions while visiting customers (80%) Travel (>60%) Significant Automobile driving (80%)

Machines, Tools, Equipment and Work Aids that may be representative but not all inclusive of those commonly associated with this position: Computer, Microsoft Office Suite, calculator, telephone, scanners, printers. Electronic test equipment such as Oscilloscope and Multi-meter.

License(s)/Certification(s) Required: None

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees may be required to follow other job-related instructions and to perform other job-related duties as requested, subject to all applicable state and federal laws. Must have a valid driver’s license. Intensive overnight travel in the field is to be expected.

Certain job functions described herein may be subject to possible modification in accordance with applicable state and federal laws.

"Commonly associated" is not intended to mean always or only. There are different experiences that suggest other ways or circumstances where reasonable changes or accommodations are appropriate.

All activities, demands, conditions and requirements are linked to essential job functions.

As an Equal Opportunity/Affirmative Action Employer, Diagraph Marking & Coding does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship or other categories protected by federal, state or local laws. EOE/M/F/Vet/Disability

Compensation Information:

The specific hiring salary within the posted pay range will depend on the successful candidate’s qualifications and prior experience. $93,000 (entry-level qualifications) to $115,000 (highly experienced).

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.