Channel Account Manager Jobs in Indiana (NOW HIRING)

COMPANY DESCRIPTION

ITW Performance Polymers is a Division within ITW’s Polymers & Fluids segment with headquarters in Massachusetts with additional operations in Pennsylvania, Florida, and Shannon, Ireland. Performance Polymers is a world leader in the research, development, and manufacturing of structural and semi-structural adhesives, grouting and chocking compounds, sprayable syntactic materials and wear-resistant coatings and repair compounds. Our products are designed to reduce customers’ costs by eliminating steps in their manufacturing processes, reducing the number of parts in an assembly or improving the quality of assembled finished goods. These high-quality, differentiated solutions are widely used in markets including wind, transportation, marine, electronics, mining, petrochemical, and other industrial OEM & MRO applications. 

SUMMARY 

The Channel Manager - America’s will be responsible for driving strategic growth and delivering sales targets across our strategic channel partners. This role builds and nurtures strong customer partnerships, collaborates cross-functionally to execute account strategies, and serves as a key advocate for both the customer and the business. This role is actively involved in partnering with the Segment Manager and Key Account Managers to develop and implement plans to maintain and grow strong customer relationships. This position requires a strong understanding of the ITW product portfolio.     

ITW’S BUSINESS MODEL & CULTURE: 

• We have an environment shaped by our decentralized, entrepreneurial culture that brings our exciting ideas to life.  Our people thrive in our “flexibility within the framework” approach. 

• We are committed to providing you with growth and development opportunities that maximize your unique potential. 

• Our culture empowers you to think and act like a business owner – we want your entrepreneurial spirit to thrive! 

• Be a part of One ITW/One Team, where everyone’s contribution matters in our quest to achieve our full potential. 

• We live by our Core Values: simplicity, sharing risk, integrity, respect, and trust. 

• Thrive on building strong partnerships and acting as a trusted bridge between customers and internal teams. 

• Are energized by owning channel strategy and driving measurable sales growth through distribution partners. 

• Think like a business owner, focusing on results while building trust with stakeholders at all levels. 

• Enjoy using market insights and customer data—while staying close to customers in the field to shape winning strategies. 

PRIMARY RESPONSIBILITIES: 

• Lead execution of customer-specific products, pricing, and brand strategy in alignment with segment goals.  

• Collaborate with Key Account Managers to ensure customer priorities are reflected in line reviews and promotional planning.  

• Conduct regular touch points with Channel Partners including Quarterly Business Reviews and training sessions.   

• Assist in developing & executing customer-specific strategies and presentations for product line reviews and strategic account discussions.  

• Serve as a key point of contact for customer inquiries, strategy alignment, and execution.  

• Maintain and update account plans in Sales Force. 

• Partner with Key Account Managers and Segment and Product Manager teams to execute growth strategies.  

• Use ITW 80/20 business model to increase sales force effectiveness in capturing market share in targeted segments.  

• Gather market intelligence to inform customer-centric innovation.  

• Evaluate competitive products, pricing, and promotional execution.  

• Provide insights and feedback to internal teams regarding strategy to improve market positioning. 

• Establish a Go-To-Market approach and tactical plans for new products introduction at Channel partners. 

• Partner with Segment Managers and peers to assess and re-organize our distribution channels with the goal of optimizing market penetration and leveraging our direct sales force. 

• Provide a monthly Channel partner report including account information as it relates to target account status, sales volumes, distributor involvement, and competitive information.  Periodically complete comprehensive, strategic-orientated reports as required. 

• Promote, support, and adhere to all safety, environmental and quality-related policies, and procedures. 

SKILLS & COMPETENCIES: 

• Bachelor’s Degree in Business; Marketing or related field.  

• Minimum of 5-10 years of experience in sales and channel / distribution partner management. 

• 5 -10 years industrial (B2B) sales experience and channel management.   

• Must be able to travel 60% - 70% of the time. 

• Proven track record of achieving organic growth targets with dedicated channel partners (accounts).   

• Experience and ability to implement a nationwide Channel partner strategy.   

• Strong communication and interpersonal skills; ability to effectively engage at all levels within Channel partner network.   

• Strong listening and analytical skills to interpret information from the channel partners and translate them into selling requirements.  

• Ability to identify and collect data, draw valid conclusions, and make recommendations.  

• Capable of successfully handling multiple tasks simultaneously and of quickly grasping complicated situations.  

• Strong organizational talent to interact with and coordinate business together with Key Account Managers in specific regions. 

• Success is measured by the Division’s ability to meet and outperform its sales targets.