Global Sales Director

1 day ago

Hendersonville, United States Illinois Tool Works Full time

ITW Dynatec, a division of Illinois Tool Works (NYSE:ITW), designs and manufactures a full range of industrial adhesive applications for the disposable hygiene products, automotive, and packaging industries worldwide. ITW Dynatec’s systems are used globally in the manufacturing of diapers and a wide range of other consumer and industrial products. The company’s state-of-the-art technology is backed by a worldwide network of industry-leading customer service and support. Our vision is to put hot melt adhesive exactly where our customers want it each time, every time, better than anyone else in the world. As a key member of the leadership team, the Global Sales Director develops and implements a comprehensive global sales plan that includes new and existing account sales strategies. They will lead cross-regional sales teams to penetrate key accounts and aggressively expand relationships. The Global Sales Director is responsible for the revenue, talent management, and overall effectiveness of the Dynatec Advanced Systems global sales organization. Reporting to Dynatec VP/GM, the Global Sales Director will collaborate with the Dynatec leadership team to establish Annual Plan and Long Range Strategies. Strategy and Sales Deployment: Partners with the leadership team to develop and execute Annual and Long Range Plans based on in-depth understanding of business and operations. Develop the vision, strategic plan and the annual tactics in collaboration with leadership to drive an optimized global sales strategy. Analysis of sales productivity, capabilities, and capacity utilization to drive global and regional decisions. Evaluate and recommend changes in compensation, structure, metrics, or other areas to maximize sales productivity in key markets, geography and across products. Sales Growth: To support Dynatec Front-To-Back strategy. Increase sales in strategic markets and determine sales strategies in non-strategic markets. Lead sales teams to grow strategic markets above market growth rates. Lead and energize Sales Team to sell value and differentiation to the Market. Be the “Voice of the Customer” to the leadership team and create and implement Sales Plans/Accountabilities globally. Sales Planning: Lead sales pipeline, forecasting, planning and budgeting process. Establish high levels of quality, accuracy and process consistency in planning, forecasting and budgeting approaches used by the sales organization. Ensure planning, forecasting and budgeting efforts are appropriately integrated with other planning processes employed within the division. People Leadership & Talent Development: Leads and develops talent to maximize individual, team and organizational effectiveness. Fosters a culture of engagement and accountability, cascading vision, and creating goal alignment. Use appropriate interpersonal styles and techniques to gain acceptance of ideas and plans. Coaches through feedback, development planning and performance management. Champion the effective use of change management principles, strategies and techniques to plan, implement and evaluate change. Builds a strong pipeline of talent to ensure a diverse high performing organization. Lead a change management process to build organizational capability to sell solutions using a consultative approach. Identify, develop and monitor development plans for direct reports and high potential leaders. Create an organizational structure with accountabilities to ensure a high functioning sales force and change talent when required. Specific duties and responsibilities: Be an inspirational leader, engaging and empowering the sales teams and providing support, guidance and mentorship. Create strategies for achieving and exceeding sales targets across all outlets and categories. Establish and optimize systems and processes for pipeline management and leverage them to drive efficiency and build capacity within the sales team. Implement a sales governance framework and internal controls to ensure pricing and margin targets are achieved. Identify, develop and close strategic partnership and enterprise sales. Monitor marketing channels to ensure they support objectives set out across key accounts. Monitor and analyze the competition to identify selling strategies and emerging trends. Identify market categories and strategy for approaching new business opportunities and build a strong network of contacts to generate new business leads. Conduct regular revenue management meetings with GMs and Sales & Reservations teams to track current sales as well as pricing strategy and availability control. Take the lead on new business and active briefs to build compelling brand marketing packages, business models, proposals, presentations for optimal conversion. Minimum Requirements: Bachelor’s Degree in Business Administration, Sales and Marketing or related field, MBA preferred. 10+ years of demonstrated experience in penetrating new markets and creating sustainable differentiation in value added equipment and/or technology sales. Excellent communication, written/verbal and interpersonal skills. International experience and ability to work in a diverse and multicultural environment. Demonstrated success in talent development - acquisition and development. Able to lead people and get results through others. Customer centric, always bringing forth the Customer’s perspective. Ability to shift priorities, demands and timelines through analytical and problem-solving capabilities. Ability to partner with leadership and influence strategic initiatives. Ability to travel domestic and international up to 50%. #J-18808-Ljbffr

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    1 day ago

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