Global Sales Director in Hendersonville, TN at ITW Specialty Products

Date Posted: 3/23/2018

Job Snapshot

Job Description

Description Position at ITW Dynatec

Working in conjunction with the Vice President / General Manager and the Director of Strategic Marketing this person is charged with the development and execution of sales strategies to penetrate key accounts and aggressively expand relationships. This position is responsible for maintaining a high customer satisfaction level by managing a team of Sales, Market, Account, and Distribution Managers.  The Global Sales Director is responsible for the revenue, talent management, and overall effectiveness of the global sales organizations. Additionally, the candidate will play a key role in leading collaboration efforts across the sales, marketing, service, and engineering teams to plan and execute customer-back innovation initiatives that capitalize on opportunities identified from customer feedback and market research.

This position will be based in our headquarters in Hendersonville, TN.

Primary Responsibilities:


Organizational Design and Strategic Planning:

•       Partner with the leadership team to develop and execute Annual and Long Range Plans based on in-depth understanding of market segmentation, technology trends, customer needs & pain points, and competitive position.

•       Ensure appropriate global organizational design, infrastructure and support to efficiently manage customer relationships and carry out sales activities in support of revenue and margin targets across all markets; ensure appropriate resources are dedicated to targeted key customers

•       Partner with Vice President / General Manager to analyze existing sales organizational structure and overhaul global channel management strategy

•       Develop global metrics to measure progress towards organic growth objectives. Advise/update all key stakeholders on a regular basis.

•       Select and implement frameworks for value-added selling and key account management and drive down throughout the global sales organization



Sales Growth and Planning:

•       Develop and implement strategies for targeted selling that will enable global sales team to drive accelerated growth within target end-user markets; drive change from relationship based selling to value selling based across all global markets leverage well-defined value propositions and business cases to encourage customer action

•       Partner with Director of Strategic Marketing to identify growth opportunities and global market trends; monitor customer, global market, and competitor activities in order to identify organic growth opportunities to refine sales tactics and strategies.

•       Partner with Human Resources Director to ensure consistent compensation structure across global footprint; review commission plans on an annual basis and ensure plans appropriately incentivize team to drive both growth and product strategies.

•       Lead global sales pipeline, forecasting, planning and budgeting process; foster global B2B relationships with key customers leveraging technical selling skillset

•       Establish high levels of quality, accuracy and process consistency in planning, forecasting and budgeting approaches used across the global sales organization

•       Understand the Dynatec Value Proposition and drive the global sales team to sell solutions leveraging a value-added approach.

Team Leadership and Development:

•       Lead a global change management process to build organizational capability to sell ITW Dynatec solutions aligned with the ITW Dynatec value proposition(s)

•       Lead and develop talent to maximize individual, team and organizational effectiveness.  Foster a culture of engagement, cascading vision, and creating goal alignment

•       Identify, develop and monitor development plans for direct reports and high potential leaders to ensure high quality of the sales team and change team members as appropriate. Build a strong pipeline of talent with a special emphasis on early-in-career talent to ensure a diverse high performing organization with an ultimate goal of exporting talent across both the global organization and the broader ITW enterprise

•       Grow technical skills such as growth segment-specific applications, equipment knowledge and adhesive expertise, and project management skills.

•       Drive enterprise strategy and continuous improvement culture throughout the global sales organization by using “80/20” tools to simplify processes and meet annual targets.

Job Requirements:


•       Bachelors degree in Business, Marketing or Engineering preferred; MBA preferred.

•       8+ years of progressive sales leadership experience with targeted selling, setting strategic direction and key account relationships.

•       Technical selling experience and analytical acumen required; experience with equipment or automation manufacturing preferred.

•       A demonstrated track record of strategic thinking, sales results and market share improvement in a value based selling environment with global experience highly preferred.

•       Drive for results required; experience with some P&L management preferred.

•       Strategic thinking with ability to accelerate and influence change preferred; presentation skills required.