Sales Director

Job Description:

The Sales Director, Industrial MRO ls responsible for driving organic growth by directing and coordinating all sales activities, departments, and resources. The ideal candidate is highly motivated and customer-driven and will develop and implement strategies to drive above-market growth. He/she will lead and develop a high-performing sales organization and sales leadership team by utilizing best practice sales management processes to ensure resources are focused and optimized. This position plays a leading role in delivering the Division's vision to create a sustainable growth engine around a best-in-class sales organization selling the value of our market leading brands.

Qualifications

Core Responsibilities

• Lead development of the long-range sales strategy, define the annual sales plan, and drive the execution of key sales initiatives for the Industrial MRO segment.
• Develops and implements core sales processes and policies to increase sales effectiveness, including the use of existing CRM tools, namely Salesforce.com.
• Lead, manage, and develop a multi-channel sales model and high-performing sales leadership team.
• Develop and maintain an in-depth understanding of the ITW Business Model, its related core competencies and differentiated capabilities and apply this knowledge to provide value-added solutions to customers.
• Build and execute sales plans to create pipeline value growth and improve conversion rates to over-drive targeted growth plans.
• Establish key performance KPIs for the sales organization and manage the development, analysis, and distribution of data and monthly reports to inform both cross-functional teams and drive sales action plans.
• Partner with the Marketing department to develop and implement short, medium and long-term strategic sales and marketing plans.
• Stay on top of industry trends, competitive activities, and price/volume movement to inform resource allocation decisions.
• Own the forecasting process for the Industrial MRO segment to roll up to the Divisional monthly, quarterly, and annual outlook versus plan/budget.
• Build and maintain strategic business relationships with national distributors, key direct customers and end-users and provide voice-of-customer insights to inform product development and customer service.
• Ensure that we use talent effectively within the organization structure and culture. Identify and develop key leaders for future roles.
• Must be able to foster, communicate and exemplify the values of ITW, act with integrity and trust, operate with simplicity, treat everyone with respect, and take shared risk.
• North America travel required.

Required Skills and Experience:

• B.S. degree required in a technical or business field of study is required. An MBA or other advanced degree is preferred.
• Minimum 10 + years of progressive sales management experience in B2B industrial markets through end-user and distributor relationships.
• Exceptional track record of developing and implementing sales growth strategies.
• Expert in selling skills, negotiations and sales management practices.
• Must operate with a General Manager mindset.
• Proven capability establishing good relationships and contributing to a team environment.
• Excellent business and financial acumen and problem-solving skills.
• Strong listening and analytical skills to interpret information from field sales and customers and translate into selling requirements.
• Demonstrated ability to make tough business and leadership decisions.
• Excellent verbal, written, interpersonal, communication and presentation skills, especially when working with peers and managing up.
• Experience with P&L management a plus.

Chemicals and Industrial Manufacturing experience a plus

WORK ENVIRONMENT

• Able to work in a standard office environment.
• Must be capable of working for short periods of time in a manufacturing environment, which may require exposure to heat and cold.
• Possess ability to work in a fast-paced environment.
• Able and willing to travel domestically.
• Ability to adapt to the changes in the work environment; able to deal with frequent change, delays, or unexpected events.

SAFETY

• Must be capable of and willing to abide by all work rules and safety, health and environmental instructions, policies, and procedures.
• Might work with chemicals, some might be hazardous. Follow all safety precautions including review of MSDS if necessary.