Job Description: Business Unit Description: ITW Industrial Components, a Business Unit within the ITW Appliance Division, focuses on industrial customers and applications. Markets include packaging, transportation, military/aerospace, off-road vehicles, industrial manufacturing, marine, and more. This global division manufactures electromechanical and electrical components and assemblies, security seals, taps & fitments, and a variety of plastic injection molded parts via various manufacturing processes. We have locations in the US, China, Mexico, United Kingdom, Slovenia, and New Zealand. The division drives profitability by leveraging its innovative solutions and application engineering.
Position Summary: This position reports to the Business Unit Manager and oversees business within the EMEA region. Responsibilities include managing the regional sales team (inside and outside personnel), developing sales strategies, setting and achieving targets, and building strong customer relationships. Additional tasks involve training, motivating, coaching the team, analyzing sales data, and recommending improvements.
Responsibilities and Authority:
1. Manage a regional team of two outside salespeople (Business Development Managers) and two inside sales/support staff (Inside Sales and Customer Service).
2. Ensure sales targets are met or exceeded, focusing on both annual commitments and long-term goals.
3. Prepare accurate sales reports, forecasts, and budgets.
4. Develop strategies to defend current business and promote organic growth.
5. Build and maintain relationships with key accounts and customers.
6. Collaborate with the innovation team on customer-driven innovation solutions.
7. Provide coaching and mentorship to sales team members.
8. Protect ITW's intellectual property.
9. Present sales outlooks, market analysis, and strategic plans to management.
10. Ensure compliance with industry regulations and advise management on necessary actions.
11. Attend seminars, review publications, and participate in professional networks to maintain technical knowledge.
Minimum Requirements:
* Bachelor's degree in Business, Engineering, or a related field.
* 7-10 years of experience in technical sales, including account management and revenue responsibility.
* Experience in manufacturing environments across various products, technologies, and markets.
* Proven negotiation and project closing skills; basic understanding of contractual terms and financial modeling.
* Knowledge of program management, business processes, and proposal development; proficient in CRM and business software.
* Advanced Excel skills.
* Excellent communication, interpersonal, persuasive, and analytical skills.
* Ability to handle inquiries and complaints effectively.
* Strong influence and decision-making skills at all management levels.
* Willingness to travel up to 25% overnight and long-distance.
* Proven ability to develop and execute business growth strategies.
* Strong analytical skills with an 80/20 focus.
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