Regional Sales Manager - ITW Pro Brands

ITW Pro Brands is a manufacturer of lubricants, cleaning chemicals, and corrosion preventatives formulated to maximize equipment productivity and product quality for customers. We go to market through B2B with a focus on the automotive, aviation, fabricated metal, food processing and machinery manufacturing market segments. Offering a brand portfolio that is well recognized within these industrial channels, our premium products address customer pain points and our direct sales team provides expert, value-added consulting at the customer level. ITW Pro Brands has 3 manufacturing facilities (Olathe, KS, Tucker, GA and DeWitt, IA) and a formulation lab in Carol Stream, IL and employs 250+ individuals.

Summary:

The Regional Sales Manager is responsible for working with end users and all levels of the distributor network to pull through profitable business with targeted accounts.  This role is responsible for identifying technical, product and service requirements necessary to achieve long-term profitable growth of the business.

Essential Duties:

• Effectively work with end users and distribution principals to develop strategies and implement growth plans.
• Effectively qualify business opportunities to create shorter sales cycles and more successful closed opportunities.
• Execute the industry segment strategy in their assigned geographic territory.
• Implement 80/20 principles to prioritize targeted customer relationships.
• Provide technical and regulatory information to end users and distributors.
• Provide training and support to end users and distributors.
• Develop manager account plans (MAPs) to meet company goals and revenue objectives.
• Provide expertise in manufacturing processes, procedures, and product applications to all levels of the end user accounts.
• Identify industry needs, trends, and opportunities to support new product development initiatives.
• Recording and maintaining all required data and records in CRM timely and accurate. 
• Provide accurate forecasting through active account management of the sales pipeline.
• Provide a consultative sales approach to effectively build and communicate appropriate value propositions.
• Communicate proactively, effectively, and frequently with all cross-functional partners across the division.
• Foster, communicate, and exemplify the values of ITW; act with integrity and trust; operate with simplicity; treat everyone with respect; and take shared risks.
• Ability to travel up to 50%. International travel may be required.

Experience/ Qualifications:

• BS/BA in a related field with 5+ years of industrial sales experience.
• Experience in 4-6 months sales cycles with a targeted strategic account strategy.
• Proven experience in value selling, 80/20 business principle implementation, and customer-back innovation processes.
• Fluent in using Microsoft Office programs (Word, Excel, PowerPoint), Outlook, and CRM systems (preferably SalesForce).

Other Competencies:

• Evaluate and understand financial statements to qualify, manage and grow accounts toward bottom line results. 
• Must be highly collaborative and able to work in a diverse creative team environment. Able to lead through persuasion and influencing. 
• Able to adapt to changes in the work environment; able to deal with frequent change, delays, or unexpected events.
• Excellent verbal, written, interpersonal, communication and presentation skills with experience in working with all levels of company and customer personnel.
• Strong listening and analytical skills to interpret and translate information into selling requirements.
• Effective time management skills to manage a disperse and diverse territory.
• Ability to utilize competitive data for lead generation. 

ITW Pro Brands 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.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. 

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. 

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.