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Global Sales and Marketing Director

3 months ago

Lakeville, United States Illinois Tool Works Full time

ITW Description: Founded in 1912, ITW (NYSE: ITW) is a global industrial company centered on a differentiated and proprietary business model. The company’s seven industry-leading segments leverage the ITW Business Model to generate solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW’s more than 45,000 dedicated colleagues around the world thrive in our decentralized, entrepreneurial culture. In 2023, the company achieved revenues of $16.1 billion, with roughly half coming from outside North America. To learn more, please visit www.itw.com Division Description: ITW Electronics Assembly Equipment (EAE) Division is made up of four brands strongly recognized by Contract Manufacturers and OEMs in the Electronics and Industrial Markets. The Division designs, develops, manufactures, and markets capital equipment primarily used in the assembly process of Printed Circuit Boards (PCBs) and other industrial applications. In 2023 the Division had revenues above $183M and is positioned for above market rates of growth. For more information visit: www.itweae.com . Position Overview: We are looking for a strategic and results-driven Global Sales and Marketing Director to support the evolution of our sales strategy and go to market execution. This position plays a critical role in being customer obsessed and identifying ways to drive profitable growth. The ideal candidate will have a proven track record of success in driving revenue growth, building and leading high-performing sales teams, and developing and implementing effective sales strategies. Responsibilities: Leadership of global sales and marketing team including accountability for: segment strategy, bookings targets and forecasting, planning and execution of sales strategy, market segmentation and external analysis (customer, competitors), key metrics, marketing strategy and market development planning. Manages, organizes, staffs, and develops a marketing and selling organization capable of achieving the appropriate coverage in a market segment to meet market penetration, customer service, pre-sale support and volume targets consistent with division plans and objectives. Ensures sales opportunities are handled through the most efficient sales channel. Manage creative staff and external resources to support marketing plans. Establishes the plan for orders, revenue and sold margin, and delivers to those plans. Through subordinate staff, develops and executes annual sales plans. Accountable for definition of annual prospecting and pipeline building initiatives and programs, to support and grow a worldwide market organization. Monitors worldwide sales activity to ensure progress against the plan and takes corrective action throughout the year to achieve volume and growth objectives. Forecasts future business for each fiscal year, and updates the forecast periodically, as required. Collaborates with Product Management and Engineering to provide insight on current and future product offerings and programs. Through subordinate managers, oversees the effective and optimized use of the Strategic Sales Excellence Framework. Manages pipeline sales data in Salesforce.com and continually updates data. Reviews metrics and results on a regular basis to identify trends and/or potential problem areas. Defines and implements processes to effectively develop, maintain, and manage customer relationships. Identifies key accounts, develops, and executes plans that deepen and broaden relationships with our customers. Works with Product Management on new product introduction and develops sales strategies, marketing plans, and playbook to support the introduction. Establishes sales metrics for new products and executes plans to achieve targets. Works with Parts, Service and Support team on aftermarket offering to support customer needs and meet division objectives. Lead development of advertising, PR, social media, trade show, and sales tool strategies to promote brand and differentiated product features. Establishes annual operating budget for marketing / selling and manages against that budget. Has an ability to manage in a multi/cross-cultural environment. Seeks understanding through broad cultural “lens”. Should be flexible/adaptable to different cultures but resolute in terms of upholding ITW Values Qualifications: Bachelor’s degree; MBA or equivalent preferred. Experience managing a complex go to market strategy (both direct and channel sales). Minimum 15 years of experience in a marketing, selling or product management capacity. Minimum 5 years of engineering experience preferred. Minimum of 10 years of experience managing a technical sales organization. International experience with cross-cultural awareness highly desired. P&L management experience preferred. Broad understanding of standard high-tech/capital equipment sales methods and practices, particularly competitive selling techniques. Strong oral and written communication skills. Working knowledge of components and processing involved to develop strategic account management and sales plans. Thorough understanding of financial business concepts and marketing Ability to establish effective relationships with customers and business partners. Experience with managing complex sales teams and programs. Willing to travel approximately 40% of time. #J-18808-Ljbffr