Sales Representative in Newburyport, MA at ITW

Date Posted: 2/7/2020

Job Snapshot

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    Not Specified
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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 TTR Sales Representative’s primary responsibility will be to grow revenue in the Americas territory, develop market segment strategies, and exceed revenue objectives. This position is responsible for over $8MM in revenues, with the focus of our top “80” customers, capturing new profitable business, defending and maintaining existing business and sustaining variable margins.
The primary function of this key sales role is to assist the sales manager to develop the TTR sales strategy, own and execute the strategy, manage the Americas TTR “sales pipeline”, and achieve the organic growth as identified in the annual plan.  This position will also collaborate with the sales management and marketing group to ensure that specific Go-to-Market strategies and Sales Processes are fully understood and excellence in execution is achieved.
The successful candidate will have excellence in value added selling, negotiation, and management of multiple-step sales channels.  He or She will have a proven track record at driving sales growth through developing specific strategies to gain share with current customers and identifying and securing new customers to become new Division leading accounts.  
B. Organization Relationships
The TTR Sales Representative reports directly to the Americas Sales Manager, Foils/TTR Division.  The Sales Representative will regularly meet and communicate with key function leaders in sales, R&D and operations to inform on market and customer insights.
Essential Duties and Responsibilities:

  • Sell ITW TTR products to existing and prospective distribution channel customers. Distributors can include label converters, value-added resellers, data collection specialists, brokers, printer OEMs, systems integrators while delivering great results and consistently delivers on financial commitments.
  • Excellence in understanding TTR Ribbons, how they are manufactured and how difference between Wax and Resin coatings impact industry OEM printers and applications.
  • Promote ITW Thermal Films’ products and services that align with revenue, inventory, lead time, margin, delivery, and accounts receivable guidelines and Increase market share while closing new business per company goals. 
  • Broad excellence in understanding how TTR Ribbons are processed in end user printers and has ability to make changes to optimize product. Knows substrates used in industrial labels and which are the best solutions. Conducts problems solving recommendations.
  • Consult with customers to learn their business and understand their needs. Educate customers on the difference between value added products and commodity products.  Effectively communicate the value proposition of the ITW Thermal Films’ product line
  • Train the distributors’ sales staff on ITW TTR products and unique competitive differentiators
  • Regularly handle basic technical support for process, substrate, and application related questions during prospecting, qualifying, closing, and post sales
  • Expertise in B2B negotiation across all areas of customer contact. Persuading, pursuing price increases, responding to objections, influencing stakeholders and structuring business agreements. Solving business issues that are satisfactory for both ITW and customer.
  • Excellence in account planning, call effectiveness, frequency, coverage, needs assessment, proposals and ability to close business opportunities. Ability to fully execute account strategy. Effectively uses all sales tools including customer mapping processes. Use of as a CRM tool with timely data entry
  • Develop a strong knowledge of ITW TTR strategy and structure. Full understanding of the 80/20 business model and can communicate its' value and benefits to the Re-seller and their end use customer.
  • 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.
Critical Success Factors
The position should demonstrate traits that are consistent with the 5 ITW leadership qualities mentioned below.
  • 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.
  • 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
  • Communicates to the sales manager, operation, customer service and other departments to ensure effective two-way interaction. Superior written and verbal communication skills are required.
 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.  
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.  Proven experience in negotiating and closing projects. Proficient in 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.
Overnight, long distance travel may be required up to 50% or more.
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%
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.