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Industry Segment Leader in Tucker, GA at ITW

Date Posted: 2/12/2019

Job Snapshot

Job Description

ITW Polymers & Fluids
ITW’s Polymers & Fluids segment is composed of highly branded products serving diverse markets that require value-added, differentiated solutions. These product offerings include adhesives, sealants, coatings, lubricants, additives, and cleaners for global wind energy, automotive aftermarket, aerospace, construction, industrial, and automotive customers with unique needs. ITW differentiates through leading brand positions, technology, and innovation, and strong focus on specific niche opportunities.

Position:            Industry Segment Leader-Fabricated & Primary Metals

Department:     Sales

Reports To:       Industry Segment Manager


Reporting to the Industry Segment Manager and responsible for developing strategic business plans and collaborating with the field sales organization to target and sell high potential opportunities and manage the buying process at large, multi-site customers. Additionally, the Segment Leader will be the expert in the targeted segment, understanding the segment needs and working with Marketing, R&D and Operations to translate those needs into selling tools and products to drive growth in the industry. Partners with Business Unit leaders, such as Technical Sales, Operations, Accounting, and Research & Development.  Industry Segment Leader must enable the organization to achieve its strategic business goals, operational objectives and 80/20 excellence. Minimum of seven to ten years of end-user sales experience preferably in a manufacturing environment.


  • Develop and implement business plans to drive growth in targeted end user segment.
  • Point person for national end-user accounts that have multiple sites and collaborating with field sales teams to drive sales at the local level.
  • Utilize value selling techniques and processes to improve production efficiency and effectiveness for targeted customers.
  • Collaborate effectively with other departments (i.e. Marketing, Operations, R&D) to define, manage and align growth opportunities and initiatives.
  • Identify and penetrate key high potential target accounts; develop and execute strategies to achieve sales and market growth by directly calling on the account, collaborating with Reginal Sales Managers, Independent Sales Reps, Distributors and Brokers.
  • Provide and manage reports in SFDC to demonstrate progress in goal achievement.
  • Professionally represent ITW in a number of diverse settings including active participation in industry associations, trade shows and sales meetings.
  • Highly adept in customer back innovation to translate the needs of the customer into prioritized new product development opportunities.
  • Completes related paperwork, reports, and support functions.
  • Lead continuous improvement activities to improve processes and drive accountability.
  • Utilize the company’s operating business philosophies to their fullest extent: ITW Toolbox: 80/20, Inlining, MRD (Market Rate of Demand), MSF (Market Segment Focus), PLS (Product Line Simplification), USa (Understand, Simplify, act).
  • Responsible for ensuring sales functions are conducted in accordance with company policies and procedures.
  • Responsible for establishing and maintaining good communication and working relations with company personnel and management.
  • Foster, communicate, and exemplify the values of ITW; act with integrity and trust, operate with simplicity, treat everyone with respect, take shared risk.
  • Ensures equipment is operating properly and is well maintained.  Assists operators with equipment operation as required.
  • Drives targets sales, strategizes, and maintains optimum sales mechanisms.
  • Interfaces with others in the organization to ensure customer deadlines are met.
  • Analyzes and resolves customers and end-user’s problems or assists in solving customer related problems.
  • Performs other duties as assigned by the manager or any member of management and/or leadership.

ITW Fluids NA and ITW Pro Brands is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.


Job Requirements


•        Bachelor’s degree in technical field or sales with 7-10 years of end-user sales experience in a manufacturing environment or equivalent combined experience.

•      Experience with Enterprise Resource Planning software (ERP); SAP, JDE, AS400, Microsoft Dynamics Navision a plus.

•         Experience with the Fabricated and/or Metal Manufacturing Industry, not required but a plus.

•         Experience with

•     Proficient with Microsoft Office programs (Excel, Word, PowerPoint, Outlook). Strong written, verbal and collaborative communication skills.

•         Ability to develop and present executive summaries and evaluate financial statements.

•         Ability to perform competitive analysis and account planning.

•         Ability to identify and resolve problems in a timely manner; develop alternative solutions; use reason when dealing with emotional topics/situations.

•         Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.

•         Ability to write routine reports and correspondence via use of available software programs and resources.

•         Ability to see underlying concepts and patterns in complex situations to develop solutions that effectively address underlying problems and root causes.

•         Ability to adapt to a changing work environment in a positive manner.

•         Proven success in developing and engaging others.

•         Excellent communication skills with all levels of the company and customer personnel. Skilled in effective cross functional collaboration and engagement.

•         Professional judgment and sound decision-making skills to progress innovation in the customer.

•         Proven capacity in establishing good relationships and contributing in a team environment.

•         Possess a strong competitive drive to win balanced with the ability to work directly and through others to implement strategies and goals.

•         Demonstrated ability to build and manage relationships across varying customer functions and levels.

•         Demonstrated use of consultative selling skills to identify and communicate value to customer.

•         Demonstrated research through multi-media, networking and trade associations on target segment.

•         Demonstrates ability to effectively manage, coordinate, and handle multiple tasks/assignments simultaneously and able to react to spontaneous changes in priorities.

•         Ability to build end-user value propositions to ITW Pro Brand products.

•         Identify, qualify and quantify business opportunities.

•         Cross functional awareness.

•         Ensures confidentiality on matters that are warranted and should not be disclosed.

•         Possess an entrepreneurial spirit to drive organizational focus on the key initiatives and opportunities.

•         Able to adapt to changes in the work environment.

•         Possesses a sense of self awareness in dealing with others.

•         Proficient time management and prioritization skills.  Organized in managing tasks and responsibilities.

•         Must be highly collaborative and able to work in a diverse creative team environment.

•         Ability to define problems, collect data, establish facts, and draw valid conclusions as related to the job.

•       Flexible work schedule that may include working nights, weekends and to be on call.

•      Ability to travel up to 75% or more.