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OEM Sales Leader

2 months ago

Troy, Michigan, United States ITW Automotive Full time
Job Overview

Company Overview:
Illinois Tool Works Inc. (NYSE: ITW) is a leading global diversified manufacturing enterprise that provides specialized expertise, innovative solutions, and value-added products to fulfill essential customer requirements across various sectors. With approximately $14.1 billion in global revenues, ITW operates through seven primary segments, engaging in 57 countries and employing around 45,000 skilled professionals. Our workforce, many of whom possess specialized engineering or scientific knowledge, plays a pivotal role in our global innovation leadership, supported by a robust portfolio of over 16,000 active patents.

Division Overview:
ITW StampTech Fasteners, a significant division within the Automotive Segment, caters to all major OEMs and their tier suppliers by providing stamped fasteners and assemblies. The division is committed to enhancing profitability through innovative solutions and application engineering, establishing strong partnerships with our clients.

Role Summary

The Sales Manager will report directly to the Sales Director and will oversee the development and execution of all sales initiatives within the designated OEM market(s).

  • Collaborate with the Sales Director in North America and Japan to set strategic direction, performance objectives, and a vision that aligns the sales and engineering team's resources to ensure market growth and product penetration.
  • Utilize local market insights to enhance product offerings and introduce new solutions, applying an 'outside-in' approach.
  • Foster and maintain relationships with key customer stakeholders (Purchasing, Engineering, Manufacturing) to leverage ITW's competitive advantages through comprehensive relationship management.
  • Guide and support OEM Account Managers in driving customer engagement through value-added interactions such as educational sessions, product demonstrations, and technical showcases.
  • Lead OEM Account Managers in securing new business opportunities while managing a pipeline of high-potential projects using CRM tools, ensuring accurate monthly forecasting and reporting.
  • Develop and implement a data-driven customer growth strategy for assigned accounts, detailing objectives, methodologies, and key milestones for success.
  • Work closely with Marketing to conduct thorough market research aligned with strategic growth priorities, identifying niche markets and opportunities for expansion.
  • Continuously analyze reports on new and lost business to identify trends early and take proactive measures.
  • Employ ITW's innovation strategies through the ITW Toolbox.
  • Embrace the ITW Leadership Development framework, focusing on identifying and nurturing future leaders.
  • Exhibit personal effectiveness and leadership that fosters a high-performance culture.
  • Promote an environment that aligns with ITW's values and corporate culture.
  • Manage budgets for the responsible OEM teams.
Qualifications
  • A minimum of 5 years of demonstrated sales growth in JOEM accounts.
  • At least 5 years of experience in sales management.
  • Bachelor's degree (B.A./B.S.) in Business or Engineering from an accredited institution; a master's degree is advantageous.
  • Experience in automotive plastic or metal fastener sales is preferred.
  • Proven track record of expanding JOEM accounts and/or leading a JOEM sales team.
  • Demonstrated success in customer negotiations.
  • Experience in formulating and executing customer growth strategies.
  • Ability to establish data-driven sales targets aligned with long-term growth objectives.
  • Proficient in developing budgets and sales forecasts that align with business plans.
  • Exceptional interpersonal, communication, and presentation skills, with a willingness to collaborate with colleagues across regions, particularly in Asia.
  • Ability to cultivate respect and trust among staff and external stakeholders, fostering a collaborative, results-oriented environment.
  • Adaptability to changes in the business landscape.
  • Willingness to travel, primarily domestically with occasional international travel.

Additional Information:
All information will be kept confidential in accordance with EEO guidelines. ITW is an equal opportunity employer, valuing diverse perspectives and experiences, and fostering workplaces where all employees can thrive and reach their full potential.