Director of Sales in Remote, OR at ITW Polymers and Fluids

Date Posted: 5/15/2020

Job Snapshot

  • Employee Type:
  • Location:
    Remote, OR
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Company Description:

ITW Evercoat is the global leader in the manufacture of professional auto body repair fillers and putties, adhesives, professional car care, recreational marine patch and repair products. Evercoat is a division of Illinois Tool Works Inc within the ITW Performance Polymers and Fluids segment.  We are known for our unique 80/20 business model and core values of Integrity, Respect, Trust, Shared Risk and Simplicity. Illinois Tool Works (ITW) is a Fortune 200 Company headquartered in Glenview, IL.

Job Summary:

As a key member of the ITW Global Body Repair division leadership team, the Director of U.S. Sales is responsible to develop, lead and implement targeted selling strategies for all market segments of the Evercoat domestic body repair business in order to drive and support profitable, above market growth for the Division.   This will be accomplished through execution of the ITW growth levers and development/execution of the division’s Sales Excellence framework.

This position may be based in ITW Evercoat’ s Cincinnati headquarters or out of a home-based office with access to a major airport.

Essential Duties and Responsibilities:

Strategic Planning

  • Partner with the leadership team to develop and execute Annual and Long Range Plans based on an in-depth understanding of market, business, and sales activities.
  • Partner with the Strategic Marketing Director to drive the strategic segmentation process of the business.
  • Develop sales strategies for targeted market segments leveraging insights from customers and stakeholders, external market trends, to develop actions / tactics to support the growth strategy of ITW Evercoat.
  • Manage the long-term strategic development of the U.S. Sales team, with focus on the top customers and products to assure alignment and allocation of the required resources / talents within the sales organization.
  • Collaborate and align with all functions and other ITW businesses to preserve existing business and pursue growth opportunities.

 Sales Planning and Management

  • Responsible for annual and long-term sales plans for all relevant market segments and new opportunities to achieve targeted outcomes.
  • Manage and lead the sales team to achieve above market growth rates in strategic markets.
  • Institutionalize team and value-based selling discipline with well-defined value propositions and business cases that solve customer pain points.
  • Drive disciplined sales funnel management thru leveraging the sales process and CRM tool.
  • Accurately forecast and report (monthly / quarterly) on order intake, revenue, and relevant Sales KPI´s that align to the Annual and Long Range Plans.
  • Assure the alignment of sales plans and forecast with other functions within the division as a basis for active resource management.
  • Drive the development of contracts with key customers that are in line with ITW requirements.
  • Assess, manage, and actively address market, customer and competitor changes.
  • Provide value-added input to Voice of Customer process to ensure customer pain points and value proposition (discovery interviews, preference interviews, …e.g.) are captured.
  • Identify and drive cross-selling opportunities within ITW product portfolio.
  • Develop a performance driven sales culture with relevant KPI´s and compensation structure.
  • Work with other divisional leaders and the sales team to further simplify the business and improve / build the continuous improvement culture within the sales organization.
  • Drive consistent actions that are aligned with ITW business model.

 Team Leadership and Development

  • Develop a high performing results-driven culture and structure.
  • Fosters a culture of inclusion, engagement, and accountability.
  • Ability to create followership by influencing, embodying, and communicating a compelling vision that aligns with ITW Evercoat’s goals and culture.
  • Create and drive development plans for direct reports and high potential leaders to ensure high quality of the sales team and talent pipeline.
  • Effectively lead change management process that ensures organizational capability that executes on the Annual and Long Range Plans
  • Coaches through consistent and transparent feedback, development planning, and performance management.
  • Use appropriate interpersonal styles and techniques to gain buy-in of ideas and plans.

Education and Experience:

  • Bachelor’s degree in a related field required. Master’s preferred.
  • 7+ years selling experience required
  • 3+ years team management experience
  • Demonstrated successes in value based-selling strategies, distribution based markets, and B2B selling.
  • Experience with implementing and institutionalizing CRM system and sales processes.
  • Automotive aftermarket industry experience and/or automotive technical background preferred.

Qualifications and Skills:

  • Excellent communication skills (both internally, across VP/GM & directors, and externally with customer senior management), including professional presentation skills.
  • Collaborative team player and leader. Ability to work within a matrix environment and across all levels of the organization.
  • Strong training and presentation skills.
  • Excellent negotiation and sales skills.
  • Able to work under pressure and in deadline environment.
  • Ability to travel 75% of the time
  • Must be able to work independently and obtain results with minimal supervision while influencing subordinates.

Physical Requirements:

The inability to perform any of the following physical requirements does not preclude an applicant from consideration unless, following an individualized analysis, it is determined that the physical requirement is an essential job function and the applicant is unable to perform such function with or without reasonable accommodation.  Please refer to the Essential Duties and Responsibilities.

ITW is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity.


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