Job Information
ITW Regional Sales Manager - Industrial OEM in Any, Germany
ITW Performance Polymers is a world leader in the research, development and manufacture of structural and semi-structural adhesives, grouting and chocking compounds, sprayable syntactic materials, wear-resistant coatings and repair compounds.
Our products are designed to reduce customers’ costs by eliminating steps in their manufacturing processes, reducing the number of parts in an assembly or improving the quality of assembled finished goods.
We have an environment shaped by our decentralized, entrepreneurial culture that brings our exciting ideas to life. Our people thrive in our “flexibility within the framework” approach.
We are committed to providing you with growth and development opportunities that maximize your unique potential.
Our culture empowers you to think and act like a business owner – we want your entrepreneurial spirit to thrive!
Be a part of One ITW/One Team, where everyone’s contribution matters in our quest to achieve our full potential.
We live by our Core Values:
We focus on the essential core of each business opportunity, fostering simplicity in how we think and execute.
We gain strength through trial and error and work as a team through jointly sharing risk .
We treat our customers and suppliers with integrity and transparency and constantly strive to do the right thing.
We deeply respect diversity at every level of the company and consequently promote an open environment where innovations can emerge from our various backgrounds and experiences.
We trust our team members and are confident that they each work to the highest professional standards and in the company’s best interests.
Within a defined territory the Regional Sales Manager is responsible for increasing ITW Performance Polymers group sales revenues and market share.
PRIMARY RESPONSIBILITIES
To develop and grow sales revenues above market rate within defined geographies and market segments.
To increase ITW’s overall market share within the defined geography.
To manage existing Performance Polymers accounts.
To analyse, identify and develop new, profitable long-term business opportunities within a define territory and define markets.
To implement the plans and strategies of the ITW Performance Polymers Group.
Maintain accurate and up to date call reports and account records, and comply with other sales processes such as pipeline management and pricing approvals.
To provide a monthly territory report including account information as it relates to target account status, sales volumes, distributor involvement and competitive information. In addition to periodically complete larger more strategic orientated reports as required.
To support and contribute to new product development opportunities and subsequent commercialization programs.
To take responsibility for ensuring data informs and underlines subsequent strategy and action,
To develop the company’s ability to meet customer and or market needs with a product or service.
To work with the Marketing department by contributing to marketing literature, including brochures, advertising and promotional materials.
Liaising and working with Product Managers to provide accurate customer feedback on product performance, and support strategic voice-of-customer efforts aimed at understanding market needs and emerging market trends.
To establish, develop and maintain regular business contacts outside direct target accounts that will further strengthen the capabilities, profile and potential revenue stream for Performance Polymers.
The position may be called upon for special assignments and / or other duties as assigned by line management.
To comply with company and group policy (but not limited to) business expenses, sales forecasts, corporate ethics, safety, environmental and quality policies.
To understand and utilize the ITW Toolbox.
Bachelor’s degree in Engineering or Chemistry AND / OR significant and successful sales experience in the technical sales, ideally within a manufacturing environment.
Proven track record in new business development.
Proven experience in project sales and solution sales.
Ability to identify and collect data, drawing valid conclusions and making recommendations.
Able to problem solve.
Fluent in French plus written and spoken English at a level sufficient for business purposes.
Technical understanding of products, concepts and applications.
Excellent verbal and written skills in a business and technical nature.
Hands on approach.
Good understanding of sales and marketing systems and techniques, along with a thorough understanding of the demands of differing routes to market.
Able to build professional relationships.
Regularly displays initiative.
Displays composure under pressure.
Good written and verbal communication skills and the ability to make formal presentations to a large audience.
Experience with Epoxy, Methyl Methacrylate and / or Polyurethane chemistries preferred
Strong computer proficiency with MS Word, Excel, PowerPoint, and Outlook
- An advanced technical or business-related Master’s degree in Business Administration (MBA) from an accredited institution is desirable.
WORKING CONDITIONS
- Up to 50-70% travel.
MEASURES OF PERFORMANCE
- Success is measured by the Division's ability to meet and outperform its sales targets
ITW 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.