ZIP-PAK an ITW Company
European Key Account Manager
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Job Description
The position oversees sales activities across a wide international territory, including Europe, the Middle East, Asia, Australasia, and the Far East. It is accountable for developing and implementing comprehensive commercial strategies that enhance market penetration, strengthen collaborative partnerships, and accelerate the adoption of innovative solutions.
With a strong focus on optimizing channel performance, the Key Account Manager will champion Zip-Pak’s value proposition, foster high-impact customer relationships, and lead cross-functional initiatives that align with ITW’s 80/20 Business Model and long-term strategic priorities. This role plays a critical part in shaping go-to-market execution, enabling customer-back innovation, leading, and developing high-performing sales capabilities to support scalable growth.
The Key Account Manager will be based in Europe and will report to the EU Regional Manager, with responsibility for specific customers and segments as determined and defined within Zip-Pak Europe’s Strategic Sales Excellence process.
Responsibilities
Foster Key Customer Relationships
- Build strong, personal relationships with key “80” customers to drive customer-back innovation and deliver differentiated products, services, and collaborative solutions.
Develop Market-Driven Growth Strategies
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- Create and refine growth strategies based on customer feedback and evolving market dynamics
- Ability to identify and prioritize high-value opportunities and build a strong pipeline with Lever 1, 2 and 3 opportunities
- Collaboration with EU Regional Manager, Inside Sales, Strategic Marketing and Innovation teams to explore sub-segments, identify growth opportunities, and define strategic direction by market
Drive Accelerated Organic Growth Above Market in Key Markets and Segments
- Lead Zip-Pak’s growth initiatives through CPG’s, converters, distributors and OEM’s, in European, Middle East, Asia, Australasia and Far East markets
- Develop and execute strategic plans including:
- Defending and expanding existing accounts
- Identifying and acquiring new accounts
- Implementing go-to-market strategies and launching innovative initiatives
- Collaborate closely with CPG’s converters, distributors and OEM’s providing tools, insights, and support to ensure consistent execution and measurable results
- Leverage partnerships with OEMs and film producers to support growth through new projects, customer leads, innovation, and market insights
Execute a Disciplined Sales Process
- Ensure consistent application of structured sales processes to drive performance and accountability
- Position solutions to address client pain points and deliver measurable KPI’s such as Lever 1, 2 and 3 opportunities, and revenue and OI
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Leverage the ITW’s Business Model of 80/20 Front-to-Back Process
- Build expertise in applying the business model to strategically lead sales efforts and drive sustainable growth
Champion The Company’s Value Proposition
- Lead efforts to articulate, deliver, and continuously enhance Zip-Pak's value-proposition across all sales channels
Education And Experience
- Bachelor’s degree in business, Sales, Marketing, Engineering or related field required
- At least 5 years of sales experience with direct and indirect sales channel food industry and/or primary packaging experience is a plus
Skills And Qualifications
- Must be able to travel up to 35% of time
- Must exhibit consistent leadership skills and behaviors: Building trust and integrity, emotional intelligence, adaptability, strategic vision, resilience, results oriented, accountability, inclusive team building, growth mindset, and customer-centric focus
- Excellent communication skills, including professional presentation skills
- Collaborative team player and leader.
- Ability to work cross-functionally across all levels of the organization
Compensation Information
The range for this role is $55,000 to $65,000 GBP with a bonus opportunity available of up to 25%.
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