Industrial OEM Segment Manager in Manchester at ITW

Date Posted: 1/14/2020

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Manchester
  • Job Type:
  • Experience:
    5 years
  • Date Posted:
    1/14/2020

Job Description

ITW Performance Polymers is a world leader in the research, development and manufacture of structural and semi-structural adhesives, grouting and chocking compounds, sprayable syntactic materials and wear-resistant coatings and repair compounds.
Our products are designed to reduce customers’ costs by eliminating steps in their manufacturing processes, reducing the number of parts in an assembly or improving the quality of assembled finished goods.



OVERALL RESPONSIBILITY


Within a defined territory the Industrial OEM Sales Manager is responsible for –


  1. Increasing ITW group sales revenues
  2. Increasing ITW market share
  3. Management and development of the Sales Managers located throughout Europe
  4. Partnering with the Sales Director to create the division’s growth strategy 

 

PRINCIPLE RESPONSIBILITIES


  • Work closely with the division’s Marketing and Technical teams to gain an in-depth knowledge of our Industrial OEM customers, channels, products and applications to fully understand what drives value and competitive advantage in this segment.  Develop and apply sales growth and source new Industrial OEM markets and customers. 


  • Own tactical and operational planning with Sales Director and BDM to determine primary objectives within region.


  • Develop and support a robust channel network that includes Industrial Distribution as well as Direct Service providers to our end users.  


  • Lead the development and execution with strong commercial plan for the Industrial OEM segment in collaboration with the Sales Director.


  • Lead the team of Regional Sales Managers to achieve aggressive growth targets with direct accounts and channel partners.


  • Manage all sales activities and assist the Industrial OEM sales team in managing their territories through effective sales management with one-on-one meetings, reviewing prospecting, funnel management and call planning, ensuring adequate prioritisation of efforts to maximize profitable growth.


  • Use ITW 80/20 business model to increase sales force effectiveness to capture market share.


  • Utilize SalesForce.com to effectively collect and analyse key sales information and to manage robust sales processes such as pricing, funnel, account and territory management. 


  • Grow, manage and validate sales funnel reflecting well quantified probability of winning the business.


  • Collaborate with the Sales Director and Industrial OEM Product Manager to establish a Go-To-Market approach and tactical plans for new product introduction.


  • Manage the Industrial OEM pricing approval process and price increases to adequately reflect the ITW Performance Polymers competitive advantage and ensure the segment achieves its profitability targets.


  • Establish close relationships at senior levels with current and potential customers; able to gain direct access to the customers key decision makers.


  • Hire, develop and retain a strong team of regional sales leaders to support our short and long-term growth objectives.


  • Recommend and implement appropriate organization changes in a timely manner.


  • Manage accurate forecast of revenue in line with business expectations and own the Industrial OEM segment budget to meet profit plan requirements.  Apply countermeasure process in a timely manner when actual sales fall short of forecast. 


  • Actively contribute to Outlook flashes and have clear understanding of sales performance relative to Outlook and PY.


  • Prepare monthly reporting package on sales performance relative to Outlook and PY.


  • Actively participate in and support Voice-of-Customer efforts that inform the division’s business strategy.


  • Actively collaborate on devising and developing company literature, presentations and sales tools.


  • Represent company at trade shows and association meetings to promote our brands and solutions. 






Job Requirements

SKILLS AND COMPETENCIES:


  • Bachelor’s degree in Engineering or related technical field, chemical engineering background preferred.  AND/OR significant and successful sales experience (5+ years), including at least 3 years in a sales leadership role.  Must have 5+ years of selling in the relevant industry (Transportation), with a proven track record in new business development.
  • Demonstrated competency for developing and maintaining relationships with distribution and direct accounts in listed industry. 
  • Previous experience managing sales processes through a robust CRM is essential.
  • Proven track record of achieving organic growth targets and experience in developing and implementing robust strategic sales plans.
  • Strong communication and interpersonal skills; ability to effectively engage at all levels within the organisation and external contacts.
  • Demonstrated ability to influence others negotiate outcomes and articulate and execute action plans to sales staff as well as internal and external customer groups.
  • Strong listening and analytical skills to interpret information from the sales and customers and translate them into selling requirements.     
  • Proven track record of effectively leading change and improving sales force effectiveness within a diverse commercial team.
  • Strong process-orientation, deep knowledge of and experience implementing best practices in Value Selling, Voice of Customer, Funnel Management, Account Planning and Call Planning strongly preferred.
  • Self-starter, with strong sense of urgency and ownership, and proven teamwork skills
  • Capable of successfully handing multiple tasks simultaneously and quick grasping complicated situations.
  • Must be able to travel 50% or more of the time.