Heavy Industry Segment Manager in Ruhr at ITW

Date Posted: 1/15/2020

Job Snapshot

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    At least 7 year(s)
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Job Description

ITW Performance Polymers is a world leader in the research, development and manufacture 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.

The Heavy Industry Segment Manager is a key sales leadership position at ITW Performance Polymers who leads, manages, motivates, develops and retains a successful sales team in EMEA to meet and exceed the segment’s growth objectives. The ultimate objective is to drive profitable top line growth and increased market share though effective promotion and selling efforts, and channel management.  This role is also actively involved in partnering with the Sales Director to craft the division’s growth strategy based on a strong understanding of the Heavy industry market, our customers, the competitive landscape and ultimately what it takes to win. Heavy industry market being defined as follows: Petrochem, Mining, W&A, other.



  • Work closely with the division’s Marketing and Technical teams to gain an in-depth knowledge of our Heavy Industry customers, channels, products, and applications to fully understand what drives value and competitive advantage in this segment. Develop and apply action plans for strategic processes, to drive sales growth and source new Heavy industry markets and customers.
  • Lead the development and execution with strong commercial plan for the Heavy industry segment in collaboration with the General sales manager and Business Development manager.
  • Lead a team of Regional Sales Managers and Technical sales team to achieve aggressive growth targets with direct accounts and channel partners.
  • Manage all sales activities and assist the Heavy industry sales team in managing their territories through effective prospecting, funnel management and account planning, ensuring adequate prioritization of efforts to maximize profitable growth.
  • Use ITW 80/20 business model to increase sales force effectiveness to capture market share in targeted segments.
  • Work closely in collaboration with the General sales manager to implement and execute Sales Excellences tools and processes that support the divisions growth strategy.
  • Utilize SalesForce.com to effectively collect and analyze key sales information, and to manage robust sales processes such as pricing, funnel, account and territory management.
  • Grow, manage and validate sales funnel reflecting well quantified probability of winning the business.
  • Establish a Go-To-Market approach and tactical plans for new products introduction.
  • Partner with General sales manager and peers to assess and re-organize our distribution channels, to optimize our market penetration and leverage our direct sales force.
  • Manage the Heavy industry pricing approval process and price increases to adequately reflect the ITW Performance Polymers competitive advantage and ensure the segment achieves its profitability targets. 
  • Hire, develop and retain a strong team of regional and/or industry specific sales leaders to support our short and long-term growth objectives.
  • Recommend and implement appropriate organization changes in a timely manner.
  • Manage accurate forecast of revenue in line with business expectations and own the Heavy Industry segment budget to meet profit plan requirements. Apply countermeasure process in a timely manner when actual sales fall short of forecast.
  • Prepare monthly reporting package on sales performance relative to Outlook and PY.
  • Actively participate and support in Voice-of-Customer efforts that inform the division’s business strategy.
  • Actively collaborate on devising and developing company literature, presentations and sales tools.
  • Represent company at trade shows and association meetings to promote our brands and solutions.
  • Promote, support and adhere to all safety, environmental and quality related policies and procedures.
  • Establish close relationships at senior levels with key industry partners, current and potential customers; able to gain direct access to and effectively collaborate with the customers’ key decision makers.

Job Requirements


  • 7+ years industrial (B2B) sales experience, including at least 3 years in sales leadership roles; Must have 5+ years’ experience selling into the Heavy Industry. Established relationships with principal clients in petrochem, mining or related W&A market is a plus. Specialty chemical industry experience is a plus.  Bachelor’s Degree in Engineering or related technical field, chemical engineering background preferred.
  • Proven track record of achieving organic growth targets and experience in developing and implementing robust strategic sales plans.
  • Strong communication and interpersonal skills; ability to effectively engage at all levels within the organization and external contacts.
  • Demonstrated ability to influence others, negotiate outcomes, and articulate and execute action plans to sales staff as well as internal and external customer groups.
  • Strong listening and analytical skills to interpret information from the sales staff and customers, and translate them into selling requirements.
  • Proven track record of effectively leading change and improving sales force effectiveness within a diverse commercial team.
  • Strong process-orientation, deep knowledge of and experience implement best practices in Value Selling, Voice of Customer, Funnel Management, Account Planning, Call Planning is preferred.
  • Self-starter, with strong sense of urgency and ownership, and proven teamwork skills.
  • Capable of successfully handling multiple tasks simultaneously and of quickly grasping complicated situations.
  • Must be able to travel up to 50% of the time.


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