Sales Manager

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.