Channel Manager

Company Description
ITW Commercial Construction is a leading manufacturer with a proven history of creating innovative fastening solutions used by the professional commercial contractor in concrete anchoring and flooring, drywall, metal building, fire protection, plumbing, electrical, and HVAC applications. We take pride in our commitment to being a customer centric organization with operational excellence, superior service, and new product development that has guided the company through decades of growth by meeting the ever-changing needs of the commercial construction industry. Focusing on the needs of our end-users enables us to customize our product offering and service based on their requirements. ITW Commercial Construction encompasses the leading brands of Buildex (Teks, Sammys), Red Head (TruBolt, Tapcon), Ramset (Trakfast), and PNA (Diamond Dowel) with an overall history dating back to 1910.
ITW CCNA is seeking a Channel Manager to lead sales efforts within our Facilities Maintenance/MRO Segment. The Channel Manager develops, manages, and leads the implementation of strategies and programs to defend and profitably grow our business through all Facilities Maintenance/MRO channels.
The Channel Manager aligns efforts with the overall segment strategy and broader annual/long-range plans of ITW CCNA. The Channel Manager collaborates with both internal and external stakeholdersand builds high, deep, and wide relationshipsto ensure channel needs are understood and objectives are met. Additionally, the Channel Manager leads the development of programs/agreements to support profitable growth, researches and resolves customer problems, and drives the execution of key sales tactics.
ITW offers its employees a path for advancement, a competitive salary, and a comprehensive benefits package designed to help employees care for themselves, their families, and their futures.

Core Responsibilities:
Leads direct report(s) to profitably support and grow CCNA market share and meet/exceed Annual Plan targets and performance objectives.
Develops and coaches talent to maximize potential and build organizational talent pipeline.
Develops and executes channel strategies along with programs/agreements/contractsto defend and profitably grow ITW CCNAs market share within assigned segment.
Measures segment channel performance and analyzes/interprets data to create business plans to drive revenue for assigned channel partners considering product mix, price, and cost-to-serve.
Drives accountability for plans/actions that build our brand within the channel.
Manages and measures/monitors program effectiveness for assigned customer base, and makes adjustments - as needed - to ensure goals are met.
Coordinates and implements new product placement, promotions, and tactics to grow sales.
Works cross-functionally to provide feedback/recommendations and to ensure service levels/customer needs are met.
Develops high, deep and wide relationships with key decision makers, maximizing sales opportunities.
Develops strong knowledge across products, applications, and job-to-be-done. Communicates product advantages and sells value to customers.
Job Requirements:
Bachelor degree required
5+ years of progressive sales experience with key account responsibility
Experience with industrial channels preferred
Proven ability to influence customers
Ability to analyze sales data to determine appropriate actions to improve account position
Ability to lead/influence teams (prior management experience a plus)
Strong communication skills; both written and verbal
Proficiency in Microsoft Office
Travel required - 50%+
Job Competencies:
Building Customer Loyalty and Trust- Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty. Establishes good interpersonal relationships by helping people feel valued, appreciated, and included in discussions (enhances self-esteem, empathizes, involves, discloses, supports).
Establishes StrategyDevelops approaches that best position products, services, or ideas; leverages supportive factors, overcomes or minimizes barriers, and addresses unique needs and preferences of key decision makers.
Sales Ability/Persuasiveness and Gain Commitment- Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
Negotiation- Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties. Possesses ability to say no while being held accountable for developing a long-term partnership with Customer.
Strategic Decision Making Able to obtain information and identifying key issues and relationships relevant to achieving a long-range goal or vision; committing to a course of action to accomplish a long-range goal or vision after developing alternatives based on logical assumptions, facts, available resources, constraints, and organizational values.
Business Acumen- Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace. Capable of understanding basic legal agreements and financial documents. Possesses ability to mine data and utilize information in a strategic manner.
Talent Development - Experience assessing performance of current team, drive performance management, and make tough calls where necessary- with support. Ability to provide positive and constructive feedback to improve employee performance. Holds team accountable for action plans and deadlines. Ability to attract, develop, and retain a diverse pipeline of talent.

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