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Regional Sales Manager in Southfield, MI at ITW Seats & Motion

Date Posted: 5/15/2019

Job Snapshot

Job 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 leadership in innovation. We are proud of our broad portfolio of more than 17,000 granted and pending patents.

The Seats, Safety & Motion Division within the ITW Automotive Segment delivers highly differentiated, precision-engineered plastic solutions to our “80” global OEMs & Tiers across North America and Europe through customer back innovation, targeted at addressing the emerging pain points associated with passenger seating & comfort, and ensuring best-in-class quality & delivery through our commitment to 80/20 operational excellence. ​ 

Position Summary:

Provide strategic guidance and leadership for the Seats & Motion Sales Team, North America. With guidance from Global Sales & Technical Manager, manages sales team to develop a regional sales approach and strategy to market products and meet or exceed targets. 


Reporting: Global Sales & Technical Manager


Key Responsibilities & Deliverables:

  • Participate in regional strategy development through the collection and analysis of customer wants and needs, market trends and competitive positions; Drive Sales Strategy and Implementation in region.

  • Work closely with the Global Sales & Technical Manager to develop current customer base by providing technical solutions and ensure sales strategies and customer targets are achieved by self and team.

  • Develop Product Portfolio to propose business development goals (Eg: penetration by OEM, $ per car by OEM, Project Status Report) to the Divisional Leadership Team.

  • Develop and maintain strong business relationships with key accounts within the territory comprising both direct accounts and representatives’ major accounts.

  • Constantly scan customer for customer back innovation opportunities to sustain growth and partners with innovation team in the innovation process as required.

  • Demonstrate Seats and Motion value proposition by understanding target market drivers and pain points and use evidence-based sales techniques to drive conversion.

  • Understands and guides team in effectively communicating the value proposition of our product line.

  • Travels throughout assigned territory to call on regular and prospective customers to solicit orders for existing and new product lines, communicate and negotiate prices and terms of delivery with customers.

  • Financial accountability – Meet or exceed annual Sold Order and Material Margin Targets.

  • Demonstrates a sound 80/20 mindset in Sales Strategy, Customer communication and Sales approach.

  • Assists operations and engineering with customer dialogues/negotiations, if necessary.

  • Manage and review customer contracts with the ITW Legal Department.

  • Support company continuous improvement initiatives by utilizing the ITW Toolbox.

  • Develops a high performing team that consistently delivers or exceeds targets.

  • Champions the ITW Leadership Development framework and demonstrates personal effectiveness and leadership that creates a culture of high performance.

Job Requirements


Position Skills and Experience Requirements:

  • Bachelor’s degree from four-year college or university in Engineering or other technical field and experience in related positions.

  • 5 – 7 years of sales leadership experience with demonstrated ability to drive Sales Excellence.

  • Strong knowledge of the automotive industry.

  • Understanding of plastic injection molding is a plus.  
  • Strong financial abilities including working knowledge of budgeting, sales and business development tools.
  • A high energy, team player with demonstrated ability to build a high performing team and collaborative cross-functional relationships and motivate others to excel.
  • Excellent communication skills and ability to build consensus and gain internal alignment across different stakeholder groups – cross functional team and Division leadership. 
  • Entrepreneurial spirit coupled with a strategic, forward-thinking approach to business growth
  • Sound 80/20 mindset, understanding and demonstrated experience. 

  • Must be computer literate.



Special Requirements:

Position requires travel, primarily within assigned region (approx. 25-50%).  Must have valid driver’s license and good driving record. Must be able to travel internationally, if required.


Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

Automotive OEM
ITW’s Automotive OEM segment designs and manufactures innovative fasteners, interior and exterior components, and powertrain and braking systems for OEMs and their top-tier suppliers. ITW’s automotive businesses have a high level of customer intimacy, enabling customer-back innovation to address complex needs such as vehicle efficiency, safety, and quality. Deep market knowledge and strong manufacturing process capabilities allow ITW’s automotive businesses to be nimble, niche problem solvers for their sophisticated customers.