Sr. National Account Manager

Job Description

Job Description

Job Description:

Company Description:

ITW (Illinois Tool Works Inc.)  is a Fortune 200 company and is one of the world’s leading diversified manufacturers of specialized industrial equipment, automotive components, consumables, and related service businesses. ITW businesses serve local customers and markets around the globe, with operations in 55 countries and an employee base of more than 48,000 women and men who adhere to the highest ethical standards. These talented individuals, many of whom have specialized engineering or scientific expertise, contribute to our global

ITW Residential Construction Divisions (Mechanical Fastening and Power Nailing) provide industry leading, premium branded, cordless nailing systems and mechanical fastening solutions, that deliver superior productivity and reliability to meet the needs of professional remodelers and residential new home builders, with a widely available product portfolio at their preferred retail or dealer outlets. The ’80’ focus for the division is aggressive market growth while sustaining profitability.

Position Summary:

ITW’s Residential Channel Sales Group is seeking a high-impact Senior National Account Manager to drive growth and deepen strategic partnerships across our distribution and LBM (Lumber & Building Materials) channels.

This role’s preferred location is in Glenview, IL or surrounding Greater Chicagoland Area. 

This role leads national partnerships with key COOPs and distributors—including Ace, Orgill, Southern Carlson, National Nail, and top LBM accounts such as Builders FirstSource (BFS) and US LBM—while overseeing growth across our Mechanical Fastening and Power Nailing product categories. The Senior National Account Manager will play a critical role in expanding market share, strengthening channel alignment, and driving product placement across the industry’s most influential distribution networks. Representing top-performing product lines, including Mechanical Fastening (GRK, Tapcon, Teks, Red Head and CBS) and Power Nailing (Paslode), ensuring optimal inventory in distribution and placement at their LBM partners. This role also requires a strategic influencer who thrives in challenging environments, driving incremental growth through strong partnerships and aggressive placement of products at LBM’s.

Core Responsibilities:

Drive Strategic Growth

• Develop and execute national account strategies aligned with divisional growth objectives
• Identify and capture incremental revenue opportunities within distribution and LBM channels
• Expand product assortment, shelf presence, and share of wallet across key partners

Strengthen Customer Partnerships

• Build and maintain executive-level relationships across top distributors and LBM accounts
• Position ITW as a preferred partner through value-driven collaboration and results
• Influence customer priorities to drive focus on ITW brands and categories

Optimize Channel Performance

• Analyze sales, inventory, and profitability data to maximize performance and ROI
• Drive initiatives that improve product availability, inventory turns, and margin
• Ensure strong in-market execution and representation across partner locations

Lead and Collaborate

• Lead and mentor a Key Account Manager and Sales Specialist, fostering a high-performance team environment
• Partner cross-functionally with marketing, operations, finance, and customer experience to deliver growth initiatives
• Leverage ITW’s Enterprise Strategy (80/20 mindset) to improve focus and effectiveness

Negotiate & Influence

• Lead negotiations to secure expanded distribution, improved positioning, and increased partner commitment
• Act as a strategic influencer, navigating complex channel dynamics to achieve win-win outcomes

What Success Looks Like (First 12 Months)

• Develop deep expertise in ITW’s product portfolio and distribution model
• Build strong, trusted relationships with top LBM and distribution partners
• Deliver measurable organic revenue growth and share gains across key accounts
• Improve sales effectiveness by applying ITW’s Enterprise Strategy and cross-functional alignment
• Successfully expand product placement and category presence within key customers

Key Skills & Experiences:

• Proven success managing national accounts within distribution, building materials, or adjacent industries
• Track-record of driving Pull for premium branded products
• Strong track record of driving revenue growth and expanding share within existing accounts
• Experience navigating complex, multi-layered channel environments
• Demonstrated ability to influence without authority across internal and external stakeholders
• Analytical mindset with the ability to translate data into actionable strategies
• Experience leading or mentoring high-performing sales team members
• Ability to challenge status quo and drive thoughtful change with a focus on the 80’s.
• Ability to operate with urgency, accountability, and a results-driven mindset
• Degree in management, business, marketing, sales or equivalent
• Must be able to travel 40-50% of the time.

Work Environment:

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.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to sit, stand, talk, hear, reach with hands and arms, and regularly required to walk. Must be able to lift 40 lbs., able to walk and stand for long periods of time at customer events, trade shows, and job site locations. Position requires approximately 50%  travel and the ability to operate a motor vehicle.

Compensation Information:

We believe our people are our greatest asset. That’s why we invest in creating an environment where you can thrive—both personally and professionally.  For more details, visit our Benefits page.

In addition, our benefits include paid vacation, sick, holiday, and parental leave.

Annual base salary range for this position is $140,000 - $175,000 plus up to $30,000 sales incentive bonus. Please note that this salary information serves as a general guideline. Company considers various factors when extending an offer, including but not limited to the scope and responsibilities of the position, the candidate's work experience, education and training, key skills, as well as market and business considerations.

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.