ITW Pro Brands is a manufacturer of lubricants, cleaning chemicals, and corrosion preventatives formulated to maximize equipment productivity and product quality for customers. We go to market through B2B with a focus on the automotive, aviation, fabricated metal, food processing, and machinery manufacturing market segments. Our premium products address customer pain points, and our direct sales team provides expert, value-added consulting at the customer level. ITW Pro Brands has 3 manufacturing facilities (Olathe, KS, Tucker, GA, and DeWitt, IA) and a formulation lab in Carol Stream, IL, and employs 250+ individuals.
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Responsibilities:
- Total Sales: Responsible for total sales of assigned product segment and SKUs within a defined territory. Meet or exceed sales plan for the defined territory for the sales period.
Distribution Partners (regional and branch locations):
- Strategy: Develop and document a strategic vision to partner with “80” distributor locations to organically grow revenue with them within the assigned territory.
- Execution: Provide appropriate education, joint sales calls, complete business reviews, exhibit at open houses, and develop co-op marketing programs in tandem with Marketing to drive top-of-mind behavior at the distributor.
End Users:
- Strategy: Develop and document a strategic vision to grow with end users within their assigned territory.
- Execution: Identify product conversion opportunities, engage in/coordinate product trials, and negotiate commercial terms as necessary.
Administrative:
- Reporting: Communicate as required within the business all necessary information from financial results to strategic intent within the assigned territory.
- SalesForce.com (SFDC): Utilize the system for all areas of documentation required within the region, including:
- Funnel/Pipeline Management: Foster all leads and opportunities through SFDC to meet all funnel goals and ensure that all funnel opportunities are kept current.
- Contract Management: Execute all contractual process requirements and document within SFDC to ensure compliance with all approval requirements.
- Special Pricing Agreements (SPA): Enter all required SPAs in a timely fashion to ensure proper evaluation and approval of all potential SPAs.
- Customer Backed Innovation (CBI): Document all opened CBI opportunities and provide information as required from product management and R&D to help drive new product development opportunities.
- Sales Campaigns: Enter all data required for sales campaigns as required by the management team or campaign leaders.
- Other: Any additional requests, reports, or details required by the sales management team.
- Coordinate and communicate as necessary on open orders, shipping, accounts receivable, etc., to ensure complete account management.
- Attend business meetings, trade shows, or other required industry/business events as required.
- Execute any ad-hoc or newly introduced projects, plans, campaigns, or initiatives the commercial management team deems necessary to implement.
- Comply with timelines for all Workday activities, required trainings, and any additional necessary requirements.
- Support the Operations team to ensure proper coverage of production operations. Act as a backup for direct reports, when required, for critical activities required to serve the customers of ITW Pro Brands.
- Follow the 80/20 philosophy in prioritizing daily tasks and serve as a contributing member of the Technical Operations Staff.
- Professionally represent the company in various settings, including active participation in required audits and related meetings.
- Foster, communicate, and exemplify the values of ITW; act with integrity and trust, operate with simplicity, treat everyone with respect, and take shared risk.
- Travel is required 75% (50% overnight travel). International travel is not required.
- Perform other duties as assigned.
Minimum Qualifications:
- Bachelor's degree in Business, Marketing, or related field preferred.
- Minimum of two (2) to ten (10) years of experience in sales in a manufacturing environment.
- Proficient in Microsoft Office programs (Word, Excel, Teams, PowerPoint) and Outlook. Strong written, verbal, and collaborative communication skills.
- Experienced in conducting effective and professional sales/product training via in-person or virtual (Webinar), to groups and various media forums.
- Experience in successful sales strategy formulation and execution.
- Proven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers.
- Knowledge of marketing principles and experience in gathering market intelligence and conducting competitive analysis.
- Business classes/seminars including organization and time management, Business Administration, and various sales helpful.
- Must be able to handle multiple tasks simultaneously, manage priorities, and work independently as well as on a team.
- Must possess a mechanical aptitude.
Other Competencies:
- Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization.
- Commitment and willingness to strive toward achieving goals and business objectives. Acts with a sense of urgency to drive results.
- Possess an entrepreneurial spirit and willingness to take initiative with a focus on key initiatives and opportunities for improvement and growth.
- Able to adapt effectively to changes in the work environment positively; able to deal with frequent change, delays, or unexpected events.
- Excellent communication skills with all levels of the company and customers.
- Able to effectively work with and through others in a collaborative environment.
- Takes ownership and drives positive change.
- Excellent verbal, written, interpersonal, communication, and presentation skills with experience in working with all levels of the company and outside resources.
- Proficient time management and prioritization skills.
- Knowledge and experience in international business development and sales between the US and Canada, including export requirements, currency conversion, and business customs.
- Self-starter, highly motivated, follows directions well, and can work with little or no supervision.
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