Sales Director - The Americas in Danvers, MA at ITW

Date Posted: 6/25/2019

Job Snapshot

  • Employee Type:
  • Location:
    Danvers, MA
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Position Summary

Reporting to the VP/GM and based outside of Boston, MA, the Sales Director – Americas is a key leadership position at ITW Performance Polymers who leads, manages, motivates, develops and retains a successful sales team to meet and exceed the division’s growth objectives. The ultimate objective is to drive profitable top line growth and increased market share though effective promotion and selling efforts, and channel management.  This role is also actively involved in crafting the division’s growth strategy based on a strong understanding of the market, our customers, the competitive landscape and ultimately what it takes to win.  Responsibilities include but are not limited to:

  • Work closely with the division’s leadership team to gain an in-depth knowledge of our customers, channels, products, and applications to fully understand what drives value and competitive advantage in this space that ultimately result in a robust outside-in strategy for the business.

  • Collaborate with the Sales Director – EMEA to develop and execute a strong commercial plan that converts the division’s outside-in strategy into strong results.  Ensure full alignment with all relevant functions (e.g., Marketing, R&D, Tech Services).

  • Actively own the Outlook process to ensure revenue performance in accordance with PLAN / Outlook.  Proactive application of root cause and countermeasure to address Outlook risks along with effective and timely communication to other relevant functions.

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

  • Define, develop, implement and sustain the division’s Sales Excellence – optimization of the division’s sales organization structure, go-to-market strategy, talent, incentives, sales operations practices and processes aimed at driving sales effectiveness to accelerate organic growth.

  • Manage all sales activities and assist the sales team in the Americas in managing their book of business through effective prospecting, funnel management, account/opportunity planning and other relevant processes / touch-points to ensure adequate prioritization of efforts and maximize profitable growth.

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

  • Establish a Go-To-Market approach and tactical plans for new products introduction.

  • Assess and re-organize our distribution channels to optimize our market penetration and leverage our direct sales force.

  • Actively manage our pricing approval process and price increases to adequately reflect the ITW Performance Polymers’ competitive advantage and ensure the division 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 segment and regional sales leaders to support our short and long-term growth objectives.

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

  • Actively participate and support Voice-of-Customer efforts that inform the division’s short- and long-term outside-in strategies.

  • Actively participate and support the division’s customer-back innovation process to accelerate organic growth

  • 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.

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

Job Requirements

Core Requirements

  • 10+ years industrial (B2B) sales experience, including at least 5 years in significant sales leadership roles; previous experience in the specialty chemical industry a plus.

  • Bachelor’s Degree in Engineering or related technical field, chemical engineering background preferred.

  • Proven track record of achieving organic growth targets and experience in developing and implementing robust strategic sales plans.

  • Proven track record of effectively leading change and improving sales force effectiveness within a diverse commercial team.

  • Demonstrated ability to accurately understand drivers impacting business performance and validate inputs from relevant sources based on actual facts.

  • Strong communication and interpersonal skills; ability to effectively engage at all levels within the organization 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 staff and customers, and translate them into selling requirements.

  • Strong process-orientation, deep knowledge of and experience implement best practices in Value Selling, Voice of Customer, Funnel Management, Account Planning, Call Planning a must.

  • Self-starter, with strong sense of urgency and ownership, and proven teamwork skills.

  • Capable of successfully handling multiple tasks simultaneously and of quickly grasping complicated situations.

  • Must be able to travel up to 50% of the time.

  • Must currently live in or be willing to relocate to the Boston area.