National Sales Manager in Newburyport, MA at ITW

Date Posted: 2/4/2020

Job Snapshot

  • Employee Type:
    Full-Time
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    2/4/2020

Job Description

Division Overview:
ITW Foils/TTR designs, manufactures and markets specialized coated and/or metalized films for the Consumer Packaging and Coding markets. The division leverages unique core competencies and technologies in films, foils, laminates, holography and transfers to address customer needs globally.
Operates in 8 locations (NA, EU, Asia)
 
A: Purpose
The Americas Sales Manager will drive organic sales, meet division growth objectives and will be responsible for directing and coordinating activities of the Americas multi-site regional sales organization. This position is responsible for over $60M in revenues, the top “80” customers, capturing new profitable business, defending and maintaining existing business and sustaining/expanding variable margins.  The primary functions of this critical leadership role is to develop, own and execute the Foils/TTR sales strategy, manage the “sales pipeline”, and coach and develop selling skills in team members.  This leader will also collaborate with the Foils/TTR leadership team to establish Annual Plan and Long-Range Plans, as well as, then lead the North American locations in the execution of those commitments.
 
The successful candidate will be proficient in selling, negotiation, and management of both direct and multiple -step sales channels.  He or She will have or will obtain expertise at leading 80/20 across within the sales and marketing function, have a proven track record at attracting and retaining talented employees, and ensuring profitability and growth are consistent with Divisional objectives. The position develops and leads tactics for a diverse set of customers, market segment(s) or product line(s). 
 
B. Organization Relationships
The Sales Manager reports directly to the Director of Global Sales – Foils/TTR Division.  The Sales Manager will regularly meet and communicate with report directs consisting of TTR sales representatives, Foils sales representatives, and Technical services representatives.
 
Essential Duties and Responsibilities:

 
  • Actively manage the respective “sales processes” for the 2 end market segments.  Routinely coaches and teaches report directs on selling and negotiation techniques to build skills and improve business captured.  Analyzing sales key performance indicators to continue monitoring progress of “sales pipeline” development and closings.
 
  • Manages and directs team through contracts/agreements.  Proficient in product, pricing policies, and agreement frameworks within the Foils and TTR industries to ensure best outcomes for the division. Directs major negotiations, helps team members devise negotiation strategies to promote products and company value propositions. Helps resolve conflicts and finalize negotiations between the company and customers.
 
  • Builds a highly effective sales and technical services team. A disciplined approach to increasing report direct skills in consultative selling process, value-add selling process, and key account management. Champions the ITW Leadership Development framework, developing talent for the business. Identifies and develops key leaders for future roles.
 
  • Provides direction to Division Leadership Team on business related to future business trends by maintaining knowledge of key markets. 
 
  • Directs the focus and activities of regional technical services team. Provides on-site customer support for Foils/TTR products and systems as problems or issues occur.  Identifies and facilitates quick disposition of crises related to misunderstandings, missed commitments, and field problems. Utilizes technical services team to enhance value building at existing and potential key customers.  Diffuses potential points of contention and overcomes objections.   
 
  • Must be able to foster, communicate and exemplify the values of ITW; act with integrity and trust,         operate with simplicity, treat everyone with respect, take shared risk.
 
 Education & Managerial Experience                                                                                           
Bachelor’s degree in Business, Marketing, Engineering, or a related field.  MBA preferred. Five to 10 years in direct and channel selling experience. Five or more years of increasingly responsible experience in technical sales or marketing, including 2-3 years of sales management (min. 2 report directs) and established major customers.  
Drives 80/20 (focus, simplification). Ensures focus on 80 customers and 80 products across the division.  Able to drive change especially as an outcome of implementing ITW Business Model and tools.
 
Proven experience in negotiating and closing projects. Thorough knowledge and understanding of contractual terms and financial modeling (e.g. proposal evaluation). Proven ability to develop and implement business growth strategies and tactics.
Thorough knowledge of key account management and business processes and procedures, including technical and business proposal development.  Proficient in the use of standard business applications software and specialized CRM programs.  Advanced excel skills required.
 
Creates effective cross-functional partnerships to capture input, leverage cross-functional expertise, drive buy-in, and assure successful implementation of customer actions at all levels of the organization.
 
Effectively communicates and influences decisions at all levels of internal and external management and customers.  Ability to respond to significant inquiries or complaints from customers, regulatory agencies, or members of the business community. Strong business analytical skills, with 80/20 mindset.
Analyzes and controls expenditures of Sales Department to conform to budgetary requirements. 
Overnight, long distance travel may be required up to 50% or more.
 
Critical Success Factors
The position should demonstrate traits that are consistent with the 5 ITW leadership qualities mentioned below.
  1. Are experts (great) in the practice of the ITW Business Model – drives the use of tools in the ITW toolbox and teaches others on how to perform USa & 80/20 work.
 
  1. Make great strategic choices - Understands the operational and financial implications of the division strategy and objectives, proactively anticipates needs, and develops and executes strategies while mitigating risk
 
  1. Deliver great results – consistently delivers on financial commitments
 
  1. Are great talent managers - Hires and develops great diverse talent and encourages continuous learning that support business results
 
  1. Provide strong (great) leadership – always act with integrity and promote ITW’s culture & values.
Other important skills are included below:
Teamwork: Actively participates in teams by contributing to operating unit’s goals, offering input and new ideas.
Internal Customer Satisfaction: Builds partnerships with internal customers by regularly demonstrating a high level of expertise and professionalism. Keeps internal customers informed of timelines and action plans. Independently assesses and effectively responds to internal customers’ requests. Implements solutions by following company policies and procedures. Follows through on commitments made to internal customers.
Problem Solving: Ability to determine the best path to resolution. Daily decisions must be made regarding prioritizing multiple issues simultaneously. Solves problems when there are no available precedents, guidelines, or policies by drawing upon experience, research, input from peers, & accountings staff.
Communication: Communicates to the sales managers, operation, customer service, accounting mangers and other departments to ensure effective two-way interaction. Superior written and verbal communication skills are required.
Leadership/Initiative: Actively seeks accounting and financial improvements. Takes responsibility for own career growth, seeking problems that foster skill development. Consistently demonstrates integrity and high work standards.
Business Knowledge: Keeps current with latest company developments along with industry trends.
 
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.
Other (Non-Essential Functions)- Includes functions which are normally performed by persons holding this title. However, these functions may be assigned to other employees as part of a "Reasonable Accommodation" under the ADA.
While performing the duties of this job, the employee is regularly required to sit, stand and walk. The employee frequently is required to talk or hear and use hands. Specific vision abilities required by this job include close vision and distance vision. The employee must occasionally to rarely lift and/or move up to 15 pounds.
Frequent travel up to 50%
Supervisory Responsibilities:
Will supervise and manage NA Sales Reps. and Technical team.
Safety Requirements:
All employees are required and responsible for employee safety, attending safety training, complying with all company safety and work policies and reporting all accidents/injuries immediately to their Manager and HR Department.