ITW Division Sales Director in Carol Stream, Illinois
The Divisional Sales Director is responsible for managing global sales, creation of a sales strategy, product portfolio oversight, segment management, and team leadership to exceed organic growth goal targets.
The Sales Director reports into the Vice President / General Manager (P/L holder) and is a member of the Divisional Leadership Team (DLT) along with functional leadership peers in Operations, Finance, and Strategic Marketing & Engineering, and Human Resources. The Director owns four direct reports and approximately twenty indirect reports in sales and field service.
Partner with the leadership team to develop and execute Annual and Long Range Plans based on an in-depth understanding of the market, business, and sales activities.
Partner with the Strategic Marketing Director to drive the strategic segmentation process of the business.
Develop sales strategies for targeted market segments and geographical markets leveraging insights from customers, stakeholders, and external market trends, to develop actions/tactics to support the growth strategy of ITW Zip-Pak.
Manage the long-term strategic development of the global account management team, with a focus on the top customers and products to assure alignment and allocation of the required resources/talents within the sales organization.
Work closely with the Key Account team to identify and capture global growth opportunities in new markets with key customers while leveraging market and customer insights.
Collaborate and align with all functions and other ITW businesses to preserve the existing business and pursue growth opportunities.
*/Sales Planning and Management/
Responsible for annual and long-term sales plans for all relevant market segments and new opportunities to achieve targeted outcomes.
Manage and lead the sales team to achieve above-market growth rates in strategic markets.
Institutionalize team and value-based selling discipline with well-defined value propositions and business cases that solve customer pain points.
Drive disciplined sales to funnel management through leveraging the sales process and CRM tool.
Accurately forecast and report (monthly / quarterly) on order intake, revenue, and relevant Sales KPI´s that align to the Annual and Long Range Plans.
Assure the alignment of sales plans and forecast with other functions within ITW Zip-Pak as a basis for active resource management.
Assess, manage, and actively address market, customer and competitor changes.
Provide value-added input to Voice of Customer process to ensure customer pain points and value proposition (discovery interviews, preference interviews, …e.g.) are captured.
Identify and drive cross-selling opportunities within the ITW product portfolio.
Develop a performance-driven sales culture with relevant KPI´s and compensation structure.
Work with other divisional leaders and the sales team to further simplify the business and improve/build the continuous improvement culture within the sales organization.
Drive consistent actions that are aligned with the ITW business model.
*/Team Leadership and Development/
Develop a high performing results-driven culture and structure.
Fosters a culture of inclusion, engagement, and accountability.
Ability to create followership by influencing, embodying, and communicating a compelling vision that aligns with ITW goals and culture.
Create and drive development plans for direct reports and high potential leaders to ensure high quality of the sales team and talent pipeline.
Effectively lead change management process that ensures organizational capability that executes on the Annual and Long-Range Plans.
Coaches through consistent and transparent feedback, development planning, and performance management.
Use appropriate interpersonal styles and techniques to gain the buy-in of ideas and plans.
B.S. / B.A in a business or other applicable discipline. MBA preferred.
10+ years of experience in value-based selling with experience in commercial leadership positions within the packaging, consumer products, food, or beverage industry.
3+ years of experience in the successful leadership of a sales force.
5+ years of global/key account management experience with a track record of building and managing senior-level customer relationships.
Demonstrated track record of delivering on annual and long-range plans.
Success developing a strategic vision for commercial organization and partnership with other key functions, i.e. Operations, Engineering, etc.
Sales leadership experience in market segmentation, prospecting and closing deals across more than one continental geography.
Lead change initiatives and influence strategic priorities to drive results through others.
Communication & working with remote staff in a diverse and multicultural environment.
Talent development - experienced in talent assessment, coaching and developing talent to have a high-performing team.
Strong skills in change management, influencing, analytical thinking, problem-solving, and communication.
Experience building organizational readiness and capability to meet changing business conditions.
Excellent time management, prioritization, and project management abilities.
Financial acumen with the ability to interpret and leverage data analysis to drive targeted outcomes.
Experience institutionalizing CRM and sales process effectively
Zip-Pak is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.