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Segment Manager - Industrial OEM (Remote)

Apply Job ID REF6710N Date posted 05/28/2022 Address 30 Endicott Street, Danvers, MA Job Type Full-time Job Status Exempt

ITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $14.1 billion in 2019. The company’s seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW’s approximately 45,000 dedicated colleagues around the world thrive in the company’s decentralized and entrepreneurial culture. www.itw.com


The Industrial OEM Segment Manager is a key sales leadership position at ITW Performance Polymers who leads, manages, motivates, develops, and retains a successful sales team in North America to meet and exceed the segment’s growth objectives. The ultimate objective is to use Sales Excellence to drive profitable top-line growth and increased market share through effective promotion and selling efforts, and channel management.  This role is also actively involved in partnering with the Sales Director to craft the division’s growth strategy based on a strong understanding of the Industrial OEM market, our customers, the competitive landscape, and ultimately what it takes to win.

 ESSENTIAL RESPONSIBILITIES:

·         Lead the development and execution with strong commercial plan for the Industrial OEM segment in collaboration with the Sales Director.  This will be inclusive of IND OEM Channel partners and may also include MRO partners.

·         Lead a team of Regional Sales Managers to achieve aggressive growth targets with direct accounts and channel partners.  Address shortfalls in performance swiftly, with strong coaching and fast resolution to ensure top performance from all team members.

·         Work closely with the division’s Marketing and Technical teams to gain an in-depth knowledge of our Industrial OEM customers, channels, products, and applications to fully understand what drives value and competitive advantage in this segment. Develop and apply action plans for strategic processes, to drive sales growth and source new Industrial OEM markets and customers.

·         Utilize strong Sales Excellence to manage all sales activities and assist the Industrial OEM sales team in managing their territories through effective prospecting, funnel management and call planning, ensuring adequate prioritization of efforts to maximize profitable growth.

·         Ensure accountability to goals, objectives and overall performance of the IND OEM Team.

·         Use ITW 80/20 business model to increase sales force effectiveness to capture market share.

·         Utilize SalesForce.com to effectively collect and analyze key sales information, and to manage robust sales processes such as pricing, funnel, account and territory management.

·         Grow, manage and validate sales funnel reflecting well quantified probability of winning the business, accurate opportunity values, clear next steps and timelines.

·         Collaborate with the Sales Director and Industrial OEM Product Manager to establish a Go-To-Market approach and tactical plans for new product introduction.

·         Support the Sales Director and other functional leaders in effectively engaging with our distribution channels to accelerate our growth.

·         Manage the Industrial OEM pricing approval process and price increases to adequately reflect the ITW Performance Polymers competitive advantage and ensure the segment 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 regional sales leaders to support our short and long-term growth objectives, ensuring strong accountability.

·         Recommend and implement appropriate organizational changes in a timely manner.

·         Manage accurate forecast of revenue in line with business expectations and own the Industrial OEM segment budget to meet profit plan requirements. Apply countermeasure process in a timely manner when actual sales fall short of forecast.

·         Actively contribute to Outlook flashes and have clear understanding of sales performance relative to Outlook and PY.

·         Actively participate in and support Voice-of-Customer efforts that inform the division’s business strategy.

·         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 corporate ethics, expense controls, safety, environmental and quality related policies and procedures.

 

 

 

Qualifications:

  • Bachelor’s Degree in Engineering or related technical field, chemical engineering background preferred.
  • 7+ years industrial (B2B) sales experience, including at least 3 years in sales leadership roles, plus 5+ years’ experience selling into the Industrial OEM industry or equivalent experience.  Specialty chemical industry and Sales Excellence experience is a plus. 
  • Previous experience managing sales processes through robust CRM.
  • Proven track record of achieving organic growth targets and experience in developing and implementing robust strategic sales plans.
  • 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.
  • Proven track record of effectively leading change and improving sales force effectiveness within a diverse commercial team.
  • Strong process-orientation, deep knowledge of and experience implement best practices in Value Selling, Voice of Customer, Funnel Management, Account Planning, Call Planning strongly preferred.
  • 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 50% or more of the time.

 

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. 

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. 

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.  

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. 

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. 

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.  

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At ITW, we value our colleagues' unique perspectives, experiences, and ideas and create workplaces where everyone can develop their careers and perform to their full potential.

Equal Opportunities

ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status, or any other characteristic protected by applicable federal, state, or local laws. Read more information here.

If you are a qualified individual with a disability and are unable or limited in your ability to use or access this online application system process due to your disability, please email corp_accessibility@itw.com to request assistance. No other requests will be acknowledged.