Regional Parts Sales Manager

ITW•Piqua, OH

1d•Remote

About The Position

Reporting to the Director of Business Development and Sales, the Regional Parts Sales Manager builds, maintains, and expands relationships with customers, channel partners, and internal stakeholders, to support growth in the aftermarket parts sales business. The main objective for the Regional Parts Sales Manager is to drive increased parts sales revenue while maintaining or growing margin in a competitive relationship-driven market. This role is responsible for achieving sales, profitability, and other sales orientated objectives, while supporting the entire range of aftermarket service parts sales and customer segments within their territory, to drive growth through collaboration, exploration, and alignment of opportunities. This position will require a high-energy, results driven individual that is equipped to take on growth initiatives for the Hobart Parts division, develop strategic business plans, and oversee performance and productivity of designated customers and channel partners to achieve results. Applicants must have proven ability to perform in an environment that supports shared risk-taking, along with the ability to influence business partners and drive accountability through contractual requirements, processes, and relationship building. The ideal candidate will be able to cultivate and grow business with existing clients, while identifying and developing new partnerships across multiple levels within their region.

Requirements

A Bachelor’s degree, with a minimum of 5 years of sales and/or marketing leadership experience.
Strong knowledge and proven capability to develop and implement strategic growth initiatives concurrently through multiple sales channels
Experience leveraging sales, marketing, and technical resources to achieve business objectives
Exceptional communication and presentation skills, both verbal and written
Strong analytical skills
Excellent decision-making skills
Strong negotiating skills
Project management skills
Excellent MS Office (Excel, MSQuery, Access, PowerPoint) capabilities required.
Financial skills, particularly focusing on budget management and investment analysis

Nice To Haves

Master’s in business administration (MBA) is preferred, but not required.

Responsibilities

Responsible for supporting and executing revenue growth plans to increase the ITW FEG parts market penetration.
Responsible for profitable revenue growth through existing and new channels utilizing the ITW 80/20 and Front-To-Back (FTB) methodologies.
Responsible to provide business results to achieve annual revenue growth.
Responsible for creation and implementation of sales objectives and strategies.
Track performance metrics for sales channels to create focus and drive continuous improvement.
Support service parts financial planning and monthly revenue outlook.
Achieve outlook for sales and margin goals.
Partners with channel partners to develop relevant, timely and successful sales plans, campaigns, programs, and special promotions to drive parts revenue growth.
Manages joint partner planning processes, developing mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
Meet assigned targets for profitable sales volume and strategic objectives for distribution partners.
Manage potential channel conflict through excellent communication internally and externally.
Maintain face-to-the-customer contact to support the customers and channel partners with product, process, promotions, and training.
Develop and nurture relationships with customers, establishing productive, professional relationships with key stakeholders.
Ensure appropriate resources are engaged to provide world-class support, aligning with changing requirements and market trends.
Develop, recommend, and implement process and system enhancements designed to streamline performance and capability with focus on continuous improvement.
Support research initiatives to better understand parts competitiveness, market share, and distributor/dealer performance helping to influence development of future products, services, and business growth.
Effectively research market and industry trends providing critical intelligence for strategic planning.
Support the development of a model to understand overall market size and available “white space” to grow parts sales.
Leverage voice-of-the-customer (VOC) feedback processes to prioritize tactical and strategic initiatives driving customer-focused solutions.