Director of National Accounts

Job Description:

ITW Food Equipment Group LLC designs and manufactures commercial food equipment for food service and retail customers through its subsidiaries. The company’s products include ware washing equipment; cooking equipment, including ovens, ranges, and broilers; refrigeration equipment, including refrigerators, freezers, and prep tables; food processing equipment, including slicers, mixers, and scales; and kitchen exhaust, ventilation, and pollution control systems. ITW FEG has the largest service network in this industry to support our global customers, with highly specialized technicians and best-in-class supply chain procedures. The company was incorporated in 2001 and is based in Troy, Ohio. ITW Food Equipment Group LLC is an Illinois Tool Works Inc. subsidiary.

SUMMARY

The Director of National Accounts in the Commercial Food Equipment Service industry is a dynamic and entrepreneurial leader responsible for driving revenue growth and building strategic relationships with North America’s largest retail, commercial, and other accounts. This role involves leading a team of National Account managers, both centrally and regionally located, to achieve organic growth, renewals, price negotiations, and customer satisfaction. The Director will design and engage with Executive sponsors, leveraging 80/20 principles that align with ITW core values to build an ITW-Caliber team. The Director will provide training in sales techniques, achieve national accounts sales targets, and promote partnerships with key accounts, including home office relationship managers, product specialists, business analysts, sales, marketing, and Commercial Food Equipment professionals. Building internal partnerships across channels to promote the One Team value system and serve shared clients effectively is crucial. This role involves creating national customer acquisition strategies targeting segmented marketplaces and providing regular reports on sales-related activities to track revenue growth, quota attainment, and budget. The Director will install CRM disciplines to accelerate time to customer value and ultimately drive $200M in annual revenue.

Core Competencies:

Strategic Planning and Execution: Develop and implement strategic sales plans to accomplish national account goals and achieve revenue targets. Identify new business opportunities and market trends. Monitor and analyze sales performance metrics.

Account Management: Negotiating contracts with national accounts, including pricing, terms of sale, service agreements and other key elements. Manage and nurture relationships with key national accounts. Provide ongoing support to high-value clients, ensuring they receive high-quality customer service. Inform clients of new products and services and recommend solutions that fit their business needs. Negotiate contracts and agreements to maximize profitability.

Team Leadership: Lead a team of National Account managers both centrally and regionally located. Design and engage with Executive sponsors from North America’s largest retail, commercial, and other accounts. Foster a collaborative and high-performance culture. Conduct regular performance reviews and provide feedback.

Cross-Functional Collaboration: Collaborate with Sales, Marketing, Demand Generation, Business Development, and other organizational stakeholders. Align sales strategies with overall business goals. Participate in cross-functional meetings and projects.

Market Analysis and Reporting: The Director will be proficient in data analysis and interpretation, adept at analyzing complex data and translating it into clear, compelling value propositions for customers, and utilize data to inform decisions and drive strategic conversations. Must be able to demonstrate exceptional negotiation skills, ensuring favorable outcomes for both the company and the customers. Conduct market research to identify trends and opportunities. Prepare and present sales reports to senior management. Utilize data to make informed business decisions.

Driving Revenue Growth: Develop annual business plans and create strategies to target key customers and increase market share. Collaborate with account managers to align solutions with market demands. Prioritize opportunities and monitor performance to ensure alignment with company objectives. Maintain critical client relationships and support the acquisition of new business. Exhibit strong customer service orientation, the ability to understand and meet the needs of national accounts, and the skill to establish and maintain long-term relationships with key accounts.

Communication: Possess excellent verbal and written communication skills, the ability to effectively present information and negotiate with clients, and the skill to create polished and impactful presentations that effectively communicate value to customers.

Supervisory Responsibilities

• This position will be asked to lead and influence the work of others and requires strong collaboration, influencing, business insight, strategic decision making, and large-scale project management skills with key stakeholders

MINIMUM QUALIFICATIONS

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.

Education and Work Experience

• BS Degree in Business, Marketing, Sales, or relevant field of study
• At least 10 years’ extensive sales experience
• At least 5 years of people leadership experience, preferred in the food service industry

PHYSICAL DEMANDS & WORK ENVIRONMENT

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment: This position will require travel to meet with clients and attend industry events. The role is office-based with occasional remote work flexibility.

Physical Demands

While performing the duties of this job, the employee is:

• Regularly required to sit
• Operates standard office equipment

Working Conditions

• Office environment
• Noise level in the work environment is usually moderate

Hours of Work

• Normal business hours with extended hours as needed
• Traveling up to 50%