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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

  • Cross-cultural awareness

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.