Sales Manager, Corporate Accounts in Appleton, WI at ITW Welding

Date Posted: 10/25/2018

Job Snapshot

Job Description

OVERVIEW:

Comprised of a market-leading portfolio of best-in-class brands, the businesses of ITW Welding work together to provide premium performance delivered through a breadth of solutions encompassing welding, cutting, consumables, and accessories. ITW Welding North America represents Miller Electric Welding Equipment, Safety & Accessories, Hobart Filler Metals, and Bernard / Tregaskiss MIG Guns.

BASIC DESCRIPTION:

This is a key leadership position within the Segment and National Account Sales team that is responsible for driving profitability and sales growth across the ITW Welding portfolio of products and brands. This role will lead, coach, and manage a team of Corporate Account Managers to execute a focused sales strategy within their assigned accounts. This Sales Manager role will be responsible for the following segments: Rail, Ship, and Confab.

As a key leader within the ITW Welding segment, this role will be expected to embrace and exhibit the competencies of a great leader within the organization and coach their leaders to these competencies: expert in the practice of the ITW business model, make great strategic choices, deliver great results, great talent manager, and provide strong leadership.

Essential Functions:

Leadership: Energize your team by reinforcing the North American sales strategy and vision to the team, driving clarity and conviction around “what” the vision is, “why” it matters and engage the team in “how” we execute linked to the ITW business model. Give clarity of the mission through ownership, accountability and executing strategy in the field. Demonstrate the ITW culture through influence and collaboration displayed with words and actions.

Talent Development: Create a high-performance sales team through regular coaching during consistent one on one discussions and observing in the field. Leverage and support high potential individuals in the organizational talent pipeline; Be a champion to develop, hire, and retain a diverse pipeline of talent to drive a competitive advantage through the team.

Divisional Alignment: Collaborate with sales leadership giving them the visibility needed to gain divisional alignment for key target accounts based on the market and addressable potential. Coordinate with and leverage divisional resources as necessary to drive high levels of market engagement and exposure to our portfolio of solutions.

Profitable Growth: Leverage the ITW portfolio, a strong understanding of the competitive marketplace along with available sales and market data to ensure your team delivers consistent profitable growth in excess of prevailing market growth rates.

80/20 Execution: Coach your team on the application of the ITW toolbox and sales tools available to them that support the underlying concepts of focus, simplification, and value-based selling. Ensure crisp focus for your team on those opportunities and activities that provide the greatest value for ITW and our customers and coach your team how to manage those activities that do not.

End User Engagement: Drive a focused engagement process that ensures relationships are developed and maintained with the right decision makers to understand customer behaviors and influence preference for ITW solutions. Drive consistent execution of ITW account management and sales processes to effectively pull end user sales thru our channel partners via knowledge sharing & active collaboration with distribution, ITW regional sales team, and internal ITW divisions.

Job Requirements

MINIMUM QUALIFICATIONS:

  • Bachelor’s degree or equivalent required. Master’s preferred
  • Minimum of 5 years of professional experience as sales management at large, multi-location end-user; preferably in a hard-goods industrial, manufacturing, or technical products market with leadership experience
  • Thorough understanding of the business dynamics of welding or like market and industry; preferably that sells primarily through a distribution channel
  • Comfortable with ambiguity and ability to thrive within a matrix organizational structure
  • Has a willingness to push against status quo and maintain convictions to drive needed change
  • Demonstrated ability to analyze specific needs of markets and regions to implement a plan to grow business
  • Ability to solve client challenges within a senior leadership setting through a strong business acumen and value proposition positioning
  • Possess advanced consulting & advisory skills that have influenced action with leadership and decision makers
  • Strong executive presence and comfortable leading at all levels of an organization
  • Track record of strong credibility and influence within teams, organization, and industry
  • A proven track record of exceptional organizational, planning and negotiating skills in addition to exceptional verbal and written communication
  • Intermediate Proficiency in MS Office programs (Word, Excel, and PowerPoint) and exposure to Customer Relationship Management (CRM) systems (Salesforce.com)
  • Overnight travel up to 50%

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