Regional Sales Representative

2 weeks ago

Pittsburgh, United States ITW Full time
Company Description

ITW Pro Brands is a manufacturer of lubricants, cleaning chemicals, and corrosion preventatives formulated to maximize equipment productivity and product quality for customers. We go to market through B2B with a focus on the automotive, aviation, fabricated metal, food processing and machinery manufacturing market segments. Offering a brand portfolio that is well recognized within these industrial channels, our premium products address customer pain points and our direct sales team provides expert, value-added consulting at the customer level. ITW Pro Brands has 3 manufacturing facilities (Olathe, KS, Tucker, GA and DeWitt, IA) and a formulation lab in Carol Stream, IL and employs 250+ individuals.

Job Description

Summary

The Regional Sales Representative (RSR) is responsible for working directly with end users and limited levels of a distributor network. The RSR is responsible for actively overseeing an assigned territory, identifying and qualifying customers' needs, optimizing existing accounts to increase product market share and profitability, and expanding relationships within their accounts. Prospecting will be key to this position, with 50-60% time required to develop new sales opportunities.

This position will support our Mold Release/ Industrial Coating product segment.

Essential Duties

  • Responsible for total sales of assigned product segments and SKUs within a defined territory.
    • Mold Release: Diamond Kote and Crystal
    • Meet or exceed the sales plan for the defined territory for the sales period.
  • Distribution Partners (regional and branch locations):
    • Strategy - Develop and document a strategic vision to partner "it" "80" distributor locations to grow revenue with them within the assigned territory organically
    • Execution-Provide appropriate education, engage in sales meetings and customer visits, complete business reviews, exhibit at tradeshows, and develop co-op marketing programs in tandem with Marketing to drive top-of-mind behavior at the distributor.
  • End Users:
    • Strategy - Develop and document a strategic vision to grow with end users within their assigned territory.
    • Execution - Identify product conversion opportunities, engage in/coordinate product trials, and negotiate commercial terms as necessary.
  • Administrative
    • Reporting - Communicate all necessary information, from financial results to strategic intent, within the assigned territory as required by the business.
    • SalesForce.com (SFDC) - Utilize the system for all documentation required within the region. Some examples but not limited to:
      • Funnel/Pipeline Management: Fost all leads and opportunities through SFDC to meet all funnel goals, overdrive when possible, and keep all funnel opportunities current.
      • Contract Management: Execute all contractual process requirements and documents within SFDC to ensure compliance with all approval requirements.
      • SPA: Enter all required SPAs promptly to ensure proper evaluation and approval of all potential SPAs.
      • CBI: Document all opened CBI opportunities and provide information as required from product management and R&D to help drive new product development opportunities.
      • Sales Campaigns: Enter all data required for sales campaigns as required by the management team or campaign leaders.
      • Other: Any additional requests, reports, or details the sales management team requires.
  • Customer Back Innovation (CBI): Make calls, direct questions as appropriate with customers, enter the required number of opportunities, and ensure that any potential CBI opportunity is evaluated properly within the ITWPB business.
  • Coordinate and communicate customer needs, such as open orders, shipping, accounts receivable, etc., to ensure complete account management.
  • Attend business meetings, trade shows, or other required industry/business events as needed.
  • Execute any ad-hoc or newly introduced projects, plans, campaigns, or initiatives the commercial management team deems necessary to implement.
  • Comply with timelines for all Workday activities, required training, and additional requirements such as Dayforce vacation tracking.
  • Supports the operations team in ensuring proper coverage of production operations. Act as a backup for direct reports, when required, for critical activities necessary to serve the customers of ITW Pro Brands.
  • Follows the 80/20 philosophy in prioritizing daily tasks and is a contributing member of the Technical Operations Staff.
  • Professional represents the company in several diverse settings, including active participation in required audits and other related meetings.
  • Foster, communicate and exemplify the values of ITW; act with integrity and trust, operate with simplicity, treat everyone with respect, and take shared risk.
  • Extensive travel within assigned territory, along with Mexico and Canada, is required (75% or more)
  • Performs other duties as assigned.
Qualifications

Education / Experience
  • A bachelor's degree in business, marketing, or a related field is preferred.
  • Minimum of two (2) to ten (10) years experience in sales in a manufacturing environment.
  • Proficient in Microsoft Office programs (Word, Excel, PowerPoint) and Outlook. Strong written, verbal, and collaborative communication skills.
  • We are experienced in conducting practical and professional sales/product training via in-person or virtual (Webinar), groups, and various media forums.
  • Experience in successful sales strategy formulation and execution.
  • Proven experience in meeting sales goals/quotas and the ability to prospect and close sales to new and existing customers.
  • Knowledge of marketing principles and experience in gathering market intelligence and conducting competitive analysis.
  • Business classes/ seminars are helpful, including organization and time management, business administration, and various sales.
  • Must handle multiple tasks simultaneously, manage priorities, and work independently and on a team.
  • Must possess a mechanical aptitude.
  • Knowledge of industrial coating products and technology is preferred.
  • Experience and tenacity are required for long sales cycles with technical products.
Other Competencies
  • Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization such as operators, executives, suppliers, customers, etc.
  • Commitment and willingness to strive toward achieving goals and business objectives. Acts with a sense of urgency to drive results.
  • Possess an entrepreneurial spirit and willing to take initiative with focus on the key initiatives and opportunities for improvement and growth.
  • Able to adapt effectively to changes in the work environment in a positive manner; able to deal with frequent change, delays, or unexpected events.
  • Possess an entrepreneurial spirit to drive organizational focus on key initiatives and opportunities.
  • Excellent communication skills with all levels of the company and customers.
  • Able to effectively work with and through others in a collaborative environment.
  • Takes ownership and drives positive change.
  • Excellent verbal, written, interpersonal, communication, and presentation skills, with experience working with all levels of the company and outside resources.
  • Proficient time management and prioritization skills.
  • Knowledge and experience in International business development and sales between the US and Canada including export requirements, currency conversion, and business customs.
  • Ability to travel 75% or more for business demands, including overnight
  • Must handle multiple tasks simultaneously, manage priorities, and work independently and on a team.
  • Self-starter, highly motivated, follows directions well, and can work without supervision.


Additional Information

ITW Pro Brands is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.

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.

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.

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