The Sales Manager will report to the Sales Director and will be responsible for the development and performance of all sales activities in the assigned OEM market(s).
- Along with the Sales Director in NA and Japan office, establishes the direction, performance goals, plan, and vision to align the resources of the sales & engineering team to ensure growth and penetration with current “80” launches.
- Leverage local market knowledge to focus on growing products and introduce new ones applying an “outside - in” discipline.
- Build and nurture customer relationships at management stakeholder levels (Purchasing, Engineering, Manufacturing) that provide insight and a landscape where ITW has a competitive advantage through our “cradle to grave” relationships.
- Lead and support the OEM Account Managers to drive customer engagements though value add interactions: such as Lunch & Learns, Vehicle Teardown Events, Line-Walks, Tech Shows, and Wellness Visits.
- Lead OEM Account Managers to secure new business wins and to build, maintain, and manage a funnel of top growth opportunities and projects utilizing the CRM. Maintains and manages new business with monthly forecasting and reporting.
- Create and implement a data driven customer growth strategy for your responsible account(s) that outlines what we want to achieve, how we are going to achieve it, and the key milestones & enablers for success.
- Collaborate with Marketing to perform comprehensive market research aligned with strategic growth priorities, to understand the market niche and growth opportunities by application and product.
- Maintains a continuing analysis of reports of new and lost business to detect trends at an early stage to take prompt action.
- Apply ITW innovation strategies utilizing the ITW Toolbox.
- Embraces the ITW Leadership Development framework, identifying and developing key leaders for future roles.
- Demonstrates personal effectiveness and leadership that creates a culture of high performance.
- Nurtures an environment consistent with the ITW values and culture.
- Develop and maintain budgets for the responsible OEM team(s).
Requirements
- At least 5 years’ proven history of sales growth in JOEM accounts
- At least 5 years’ experience in sales management
- Bachelor’s degree - B.A. /B.S. from four-year College or University in Business or Engineering or equivalent ITW experience; master’s degree a plus
- Automotive plastic or metal fastener sales experience a plus
- Proven history of growing JOEM accounts and/or leading a JOEM sales team
- Proven history of successful customer negotiations
- Proven history of creating and implementing customer growth strategies.
- Ability to establish and set data-driven sales targets that tie to long-term growth aspirations.
- Ability to develop budgets and sales forecasts to a business plan (Annual and Long-Range Plans) and demonstrate accuracy.
- Excellent interpersonal, communication, and presentation skills with ability and willingness to communicate, and work with other regions, especially Asia (Japan and China).
- Proven ability to generate respect and trust from staff and external customers/contacts, including the ability to work collaboratively with colleagues and staff to create a result driven, team- oriented environment.
- Ability to deal with changes in the business or its environment.
- Willing to travel; primarily domestic and occasionally world-wide.
ITW
ITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $16
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