Americas Sales Manager in Glenview, IL at ITW Specialty Products

Date Posted: 11/7/2018

Job Snapshot

Job Description

ITW Description:

Founded in 1912, Illinois Tool Works Inc. (NYSE: ITW) is a diversified, Fortune 200 manufacturing company that delivers specialized expertise, innovative thinking and value-added products to meet critical customer needs in a variety of industries. Ranked among Fortune’s Magazine’s most admired companies, the company focuses on solid growth, improving profitability and strong returns across its worldwide platforms and divisions. These divisions serve customers and markets around the globe, with a significant presence in developed as well as emerging markets. ITW’s revenues totaled $14.3 billion in 2017.

 

Division Description:

ITW Specialty Films designs, manufactures and markets specialized coated and/or metalized films for the Transaction Card, Security Documents, Medical IV bags, and Consumer Packaging markets. The division leverages unique core competencies and technologies in films, foils, laminates, holography and transfers to address customer needs globally. Operates in 13 locations (NA, EU, Asia).

 

Essential Duties and Responsibilities

 

  1. People Manager – Build nurture and guide the team.  50%

    1. Manage approximately 1 - 2 Technical Representatives and 3 - 4 Sales Representatives to achieve annual organic sales revenue growth goals, VM and OI goals in each market segment.

    2. Provide systematic coaching and guidance to the Sales Representatives on a routine basis to manage to a high level of performance.  Complete semi-annual and year-end performance reviews and participate in the division’s annual talent review process.

    3. Are great talent managers - Hires and develops great diverse talent and encourages continuous learning that support business results.

    4. 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

    5. Ensures utilization of human resource talent within its organization structure and champions the ITW Leadership Development framework, developing talent within the business. Identifies and develops key leaders for future roles

    6. Recruit, hire and on-board new Sales Representatives and Technical Representatives as necessary.

    7. Travel with direct reports to key customers on a routine basis to provide face-to-face coaching and guidance.

    8. Analyze, develop and recommend an incentive compensation structure for the team.

    9. Set clear expectations, sales goals, forecasting accuracy targets and routine reporting requirements.

  2. Customer Manager – Strategize and foster customer engagement.  25%

    1. Establish strong relationships with ITW Specialty Films Division’s key customers in at multiple levels and across various functions within the customer’s organization.  Meet with customers on a routine basis to understand their business and their current and future requirements in a high level of detail.

    2. 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

    3. Assist with customer proposals, customer negotiations, and sales contract development.

    4. Lead the team to move downstream in the value chain to identify and engage directly with key brand owners, decision makers and specifiers in the strategic market segments. 

    5. Provide the critical quarterly outlook for the “80” customers in the Americas.

    6. Develop strategic account plans for key customers that provide a plan for sales growth in the LRP timeline.

  3. Business Manager – Align, steer and improve the business.  25%

    1. Develop and implement strategies to deliver innovative product offerings that address the major needs and problems of our customers in core market segments. Takes appropriate steps to protect and safeguard ITW intellectual property.

    2. Develop an annual sales plan that meets the division’s sales and margin objectives.

    3. Develop and implement strategic sales short and long-term outlooks and forecasts that are consistent with business objectives/goals that support corporate initiatives. Follows up on action items and provides feedback to ITW teams.

    4. Informs the functional teams of customer’s progress and intentions by obtaining information on their behalf and defining the business needs and environment to best position ITW for profitable growth

    5. Prepares and gives presentations to management on matters concerning Sales Outlook & Annual planning and analysis, product selection and simplification, changing business environment, technology and innovation at key customers, competitors, or market segment

    6. Develop a strategic plan to grow existing products at existing and new customers as well as new products at existing customers by driving customer-backed innovation through the Sales and Innovation teams.

    7. Collaborate with Marketing to identify new sub-markets within existing market segments.

    8. Assess ITW Specialty Films Division’s sales force requirements and recommend changes to improve sales effectiveness at key customers.  Determine the optimal number of Sales Representatives and Account Managers for the region and each market segment.

    9. Manage the sales pipeline (CRM) to achieve the necessary quantity and dollar amount of sales opportunities required to meet the annual sales budget.

    10. Closely manage the team’s travel and entertainment expenses to stay within the provided annual expense budget. 

    11. Assist with the divisions annual Long-Range Plan (LRP) and Annual Plan process each year to develop sales plans for each segment in the Americas.

    12. Share strategic market insight with Sales, Marketing and Innovation functions to drive sales growth at existing and new customers.  Use the Innovation process to provide recommendations for new products at existing customers.  Collaborate with Marketing to develop appropriate sales tools.  Participate in the division’s Front-to-Back exercise as necessary.  Work closely with Marketing to obtain, collect and organize market and industry data. 

    13. Coordinate closely with Operations to ensure customer’s product, quality and delivery requirements are achieved.

    14. Use 80/20 analysis to develop recommendations and action plans for customers in each quadrant.

Job Requirements

Education/Experience

Bachelor’s Degree in sales, marketing, management, or equivalent experience is required.  An MBA is a plus. Five to eight years successful sales team leadership experience is required with emphasis on printing/graphic arts, and/or chemistry including five or more years of high-level program management with major revenue or scope of responsibility. Sales leadership to include experience with technically sophisticated printing or coating applications or laminates with a track record of meeting team sales goals, increasing sales, market penetration, innovative solutions, analytical and forecasting skills, financial statement knowledge and interpretation, hiring, motivating, coaching and training sales staff.  Sales pipeline and CRM software experience a plus.

 

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. Marketing experience should include knowledge of value propositions, trade show planning, market analysis and successful market penetration. Experience in films, coatings, or converting industry ideal.  Excellent communications skills in both a written and oral format with MS Office expertise. Proficient in the use of standard business applications software and specialized CRM programs.  Advanced excel skills required. Strong business analytical skills, with 80/20 mindset.

 

Supervisory Responsibility

The Americas Sales Manager, reports directly to the ITW Specialty Films to the Director of Global Sales – Specialty Films Division.  Sales Manager will regularly meet and communicate with the Divisional team. The manager is responsible for managing the three sales people and one technical direct report. Responsibilities include recruiting, interviewing, hiring, training and coaching employees as well as planning, assigning and directing work, appraising performance and setting clear expectations.

 

Travel Requirements

50%-60% overnight, long distance travel, or as required. 

Key Success Factors

The successful candidate will have or obtain expertise at leading 80/20 across the locations, a proven track record at attracting and retaining talented employees, insuring profitability and growth consistent with ITW corporate objectives. Develops & executes strategies for a diverse set of customers, market segment(s) or product line(s).  Provides leadership as the primary contact for assigned significant and broad customer base.  Has regular interaction with Customers, Division Internal and leadership teams; coordination may cover multiple sites, skills and the ability to work in a diverse and multicultural environment are also essential.

Working Conditions and Physical Effort

  1. Candidate may work from a home office location with phone/internet and close access to a major airport.

  2. Work is normally performed in a typical interior/office work environment.

  3. Limited physical effort required. Frequent sitting and infrequent standing.

  4. Limited exposure to physical risk. Some plant exposure to machinery and flammable substances. Requires PPE (safety shoes and glasses) in plant areas.

     

    ITW offers a competitive compensation and benefits package, including competitively priced medical and dental coverage the first of the month following hire, free life insurance, paid vacation and holidays, and immediate 401k matching. Additional retirement savings contribution (above and beyond 401k) is awarded at no cost after one year.

     

    ITW Specialty Films is an equal opportunity, equal employment, affirmative action employer.  We strive to create a diverse and inclusive work environment where everyone is welcome to contribute their unique talents and ideas.  We encourage applications from females, males, disabled/protected or other veterans, persons with disabilities, all races and ethnicities, sexual orientations and gender identities.  Reasonable accommodation will be made to enable persons with disabilities to apply and to perform the essential job functions. If you require assistance with completing an application, please reply that you require assistance.

     

    If you are a qualified individual with a disability and are unable or limited in your ability to use or access the online application system process due to your disability, please email hrmfg@cfcintl.com to request assistance. No other requests will be acknowledged.