Strategic Account Manager

ITT Inc. (NYSE: ITT) is a diversified global leading manufacturer of highly engineered critical components and customized technology solutions serving the flow, aerospace and defense, transportation, industrial, and energy markets. Through operational execution, innovation, and disciplined capital deployment, including strategic acquisitions such as SPX FLOW, ITT partners with its customers to deliver enduring solutions to key industries. Headquartered in Stamford, Connecticut, ITT has a market cap of roughly $20 billion and employs more than 15,000 people across 40 countries.

About the role

Will manage and grow an established book of military business for energy absorbing and motion control products, utilizing hydraulic, elastomeric, and wire rope energy absorption technologies. Focus is on increased customer satisfaction, growth of legacy business, and development of new business through established or new accounts. Market is for military customers in the United States with primary responsibility and focus on Naval shipboard equipment and systems, missile defense and transport, military vehicle systems, and weapons recoil, as well as other defense applications requiring energy management. When not traveling to customers, the individual will preferably work in Enidine’s Orchard Park, New York office.

Responsibilities

• Achieve desired yearly Sales, Orders, New Business Wins, and Price Realization targets.
• Make frequent direct sales calls to drive growth, retention, profitability, and optimize market penetration.
• Manage established accounts, negotiate pricing, and provide service and contractual support.
• Familiarity with US government TINA requirements and ability to negotiate and defend profit.
• Work with Pricing Analyst on pricing strategies to optimize profitability.
• Engage with Design Engineering and Program Management to coordinate new product development activities with customers.
• Prepare monthly order forecast.
• Assist with annual Sales and Operations Plan to support business growth objectives and strategic plan.
• Remain cognizant of all pertinent competitive activities worldwide, including technical developments, competitor pricing strategies, and market share data.
• Effective logistic and time planning of sales activities, travel planning, and prioritizing of activities.
• Produce effective verbal and written communication for activities and sales reports, customer correspondence, etc.
• Forge effective communication and working relationships with Inside Sales Representatives and Inside Sales Supervisor necessary to manage and grow customer base.
• Provide voice of customer to help coordinate and expedite factory resources necessary to meet customer requirements.
• Assist with advertising and sales promotion programs as required.
• Coordinate with marketing group for participation in trade shows and other industry activities.
• Attend trade shows and promote products and capabilities at trade show booth.
• Organize and manage sound proposal preparation, pricing establishment, and quotation activities.
• Effectively utilize Oracle ERP System as well as basic understanding of business software programs (Microsoft Excel, Word, Power Point, etc.).
• Recommend, investigate, and document new product opportunities.

Key Performance Metrics

• Achieving yearly Order goals
• New business development and wins (against goal)
• Price realization (against plan)
• Business Unit profitability (against plan)
• Product / Application portfolio diversification (against goal)
• New target account development (against goal)

Requirements

• 4-year BS in Mechanical Engineering.
• 5+ years of outside technical selling experience, with a minimum of 3 years working directly in the military market.
• Significant initiative and ability to develop, implement, and achieve goals.
• Overnight domestic travel (up to 35%) as required.
• Excellent interpersonal skills and ability to work with diverse and global employees, including motivating and enhancing team performance.
• Polished presentation and communication skills.
• Strategic alliances with key contacts in the defense marketplace preferred.

This position requires use of information subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. persons within the meaning of ITAR (U.S. Citizen, U.S. Permanent Resident, Political Asylee, or Refugee).

Pay

Annual base salary range is $92,500.00–$138,100.00 plus incentive plan and benefits. The salary offered to a candidate is based on experience, qualifications, location, and market considerations.

Benefits

• Competitive salary and robust total rewards package.
• Health insurance.
• 401(k).
• Short and long-term disability.
• Paid time off.
• Growth and developmental opportunities.
• Other incentive compensation programs.

Specific benefits may depend on whether the position is part of a collective-bargaining agreement.