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Distribution Manager in Danvers, MA at ITW

Date Posted: 1/3/2019

Job Snapshot

  • Employee Type:
  • Location:
    Danvers, MA
  • Job Type:
  • Experience:
    At least 7 year(s)
  • Date Posted:

Job Description


The Distribution Manager will be actively involved in devising and implementing the division’s commercial growth plan with our top OEM distributors and National Accounts in order for ITW Performance Polymers to achieve its growth targets.  He/she will be responsible for developing and nurturing high level relationships with top distributors and for working in concert with the Sales and Marketing teams on initiatives and programs aimed at driving sales and margin growth. 



  • Promote, support and adhere to all safety, environmental and quality related policies and procedures.


  • National Accounts

  • Actively manage pricing at these accounts.  Maintain detailed records of pricing lists and pricing history, and manage the pricing process through the national account territory.  Protect and grow margins while negotiating the needs of the account base.

  • Ensure adequate pricing lists (e.g., PPFI).  Manage and track SPA sales at specific accounts and report relevant information monthly to accounting to corroborate rebates, marketing funds and pricing policy.

  • Develop and oversee the proper allocation of the marketing budget for these accounts to maximize growth. Work in conjunction with the marketing department to meet the customer needs and drive sales.

  • Drive related EH&S efforts and labeling needs including, but not limited to, IMDG, CA Prop 65, GHS and Canadian compliance.

  • Conduct quarterly business review and annual visits aimed at understanding drivers of current performance along with necessary corrective actions, and at devising mutual growth plans to achieve our joint sales targets. 

  • Distribution Management

  • Maintain close working relationships with all key distributors within North America to keep abreast of customer needs, price/volume information, competitive activities, and industry trends.

  • Develop strategic relationships with key OEM distributors at the upper and regional manager level.  Focus and support their efforts on our focus segments.

  • Collaborate with Segment Managers and Marketing to strategize and execute on plans to drive sales and profitable growth.

  • Develop and grow key OEM distributors within North America. Develop and execute a strategy to deliver the value in this position to the organization.  It is essential to work differently than our large competitors to differentiate ITW Performance Polymers.

  • Leverage SFDC processes and tools to properly communicate efforts to the key stakeholders in the organization.

  • Monitor Special Pricing to assure a cohesive pricing strategy is maintained.

  • Provide periodic reports that includes account information as it relates to target account status, sales volumes, distributor involvement, marketing budget progress and activities.

  • Conduct quarterly business review and annual visits aimed at understanding drivers of current performance along with necessary corrective actions, and at devising mutual growth plans to achieve our joint sales targets.

  • Comply with company policy regarding sales forecasts, expense control, and corporate ethics.

  • Report business expenses in a timely manner using the company provided computer and the Internet based Concur software.


  • Actively manage set of house accounts and relationships with other ITW divisions that do business with ITW Performance Polymers (e.g., ITW Permatex, ITW Poly Mex)

Job Requirements




  • BS degree or equivalent

  • Seven to ten years sales experience handling direct and indirect channels.  Experience in an industrial product and marketplace.

  • Proven track record of delivering revenue growth in B2B business.

  • Strong quantitative and analytical skills, and able to make strategic and operational decisions.

  • Excellent written, oral and presentation skills required; able to speak effectively before groups of customers.

  • Familiarity with the popular Microsoft products, proficient in MS Office.

  • Valid drivers license is required.

  • Ability to travel 15%.

  • Position is located in Danvers, MA.  Must live in or be open to relocation. 



  • Seven to ten years industry or sales experience in composites, plastics, and adhesives with proven progression record.

  • The individual must be an independent thinker and self-starter with the bandwidth to multitask and work on several projects at a given time.  It is important that the individual have superior interpersonal skills with an ability to work with people at multiple levels both inside and outside of the division.

  • Structured, organized individual who is capable of successfully handling multiple tasks and quickly grasp complicated situations. Attention to detail is important.