Job Description: Division Description : ITW Specialty Films designs, manufactures and markets specialized Holographic films for the consumer packaging, trading cards and lottery market under the ShineMark brand. The division leverages unique core competencies and technologies in films, foils, laminates, holography and transfers to address customer needs globally and operates in 8 locations globally. ITW Specialty Films has a fun, fast-paced work environment with a great dynamic support team.
Position Summary: ITW Specialty Films division is seeking a
North American Sales Manager to profitably grow its strategic market in Holographic films. In this highly visible position, you will be responsible for leading the Go-To-Market strategies and Sales Execution for these markets and be a key contributor to delivering on the Strategic Sales Excellence Framework for the division. To assist with successfully achieving these goals, you will manage both a North American sales team, which consists of 3 direct reports and 1 open position to hire and onboard.
Essential Duties and Responsibilities: - Leads and holds Sales team accountable for building the size and quality of the Sales Pipeline/Funnel by utilizing the processes and tools within ITW's Strategic Sales Excellence (SSE) framework.
- Builds Sales team capability to develop a short and medium-term sales funnel by customer account as defined by the Sales Excellence process
- Manages and holds Sales team accountable for taking a disciplined and systematic approach to utilizing all the sales processes and tools in a timely manner
- Leads the execution of Strategic Sales priorities and achievement of Organic Growth goals for the Holographic Films market. Ensures Sales team's utilization of Customer Intimacy progress to drive growth.
- Coaches and guides Sales team in utilizing consultative selling skills to probe for pain points, customize and quantify value proposition for customer accounts by leveraging internal capabilities and solutions
- Holds themselves & others accountable for consistently meeting account plan / value add targets
- Manages and guides sales team in negotiating and executing global supply agreements with key customers
- Work closely with product management in setting new product commercial launch plans and execute organic growth goals to plan
Team Leadership and Development - Leads and develops talent to maximize individual, team and organizational effectiveness while fostering a culture of engagement, cascading vision, and creating goal alignment
- Coaches and develops team through skills assessment, development planning, and performance management
- Influences effectively, not only functionally, but across functions to help achieve buy-in of objective/vision and cooperative execution
- Builds a strong pipeline of talent to ensure a diverse, high-performing sales team
Position Skills and Experience Requirements: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Bachelor's Degree in Business Administration, or equivalent experience is required.
- 5-7 years of progressive valued add sales experience of premium product line, business development experience is a plus.
- Preferred experience in industrial technical sales within the markets of industrial business to business
- Experience in guiding and negotiating large revenue supply agreements
- Experience in selling a value-added premium product line
- Experience managing a formal sales process, moving opportunities along a trackable process
- Ability to develop and implement strategies
- Strong business analytical skills, with 80/20 mindset
- Excellent time management, prioritization abilities, and strong project management skills
- Personally driven to deliver results and motivates others to excel
- Experience in managing and coaching, and holding teams accountable toward objectives
- Ability to identify talent and develop future leaders/managers
- Highly effective cross functional influencer, communicator and collaborate
- Ability to generate respect and trust from team and external constituencies along with the ability to work collaboratively with colleagues and staff to create a results-driven, team-oriented environment
- Excellent interpersonal communication (written and verbal), and presentation skills
- Proficient computer skills, including Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel)
- 50% -60 travel as needed to support sales team in high level customer visits.
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. Compensation Information: Final Compensation decisions will be made on a variety of factors, but our base salary range is $130,000-$160,000 plus variable compensation target.