Regional Sales Manager - West Coast

ITW•St. Charles, MO

2d•$141,375 - $235,625•Remote

About The Position

Job Description: Responsibilities: Provide managerial leadership to the regional sales team to meet/exceed sales revenue and margin goals. Champion the division's brand and products in the market. Manage individual performance to established/developed KPIs. Evaluate team performance and develop talent as necessary. Optimize team member skills through coaching and mentoring. Reinforces and guides successful execution of sales methodology and process across the region. Work with cross-functional groups to establish commonality, develop strategy, and drive execution of programs. This includes all sales regions, Field Service, Customer Service/Support, and Marketing. Maintains sales programs within assigned territory by ensuring the team is keeping customers informed about available services, supplies, prices, and new products. Monitors competitive activity and trends within the territory. Ensures the team meets revenue objectives on a monthly, quarterly, and annual basis as well as unit goal objectives by core product line. Works with the regional team to handle all complex issues and projects. As CRM SME, drive team accountability for each territory for funnel hygiene, funnel health, competitive and Diagraph asset base and salesperson activities. Follows company safety guideline policies and maintains company property. In accordance with the National Sales Strategy, create a regional sales strategy and tactics. Maintains focus on continuous improvement by applying 80/20, PLS, and USa principles/techniques and makes process improvement recommendations to management. Qualifications: Education: Bachelor’s degree in business/marketing or engineering preferred; Associate degree in a technical field and at least 10+ years industry experience required. Experience/Skills: Minimum 5 years of industrial related, capital equipment sales, both direct and indirect experience. At least two (2) of those years should be in some type of sales management or people management role. Thorough understanding of the complete sales process including end user focus and strategic selling. Experience in formal performance management measurement, solid financial knowledge/understanding of gross revenue and margin. While experience must reflect strong individual accomplishments, must be able to work effectively in a team-based atmosphere. Must be open to regular overnight travel. Other Requirements & Conditions: Physical/Visual Activities or Demands: Physical/visual activities or demands that are commonly associated with the performance of the functions of this job. While performing the duties of this job, the employee is frequently required to talk, hear, sit and type, occasionally twist/turn, reach above shoulder and outward, stand, walk, bend, and grasp with hands. The employee must carry up to 50 pounds occasionally and push and pull up to 20 pounds occasionally. Specific vision abilities required by this job include concentrated attention, close vision, far vision, depth perception, color vision, and the ability to bring object into sharp focus. Working Conditions: Working conditions commonly associated with the performance of the functions of this job. Typical Office (Remote) (40%) Domestic Travel (up to 60%) Significant automobile driving (66%) Machines, Tools, Equipment and Work Aids that may be representative but not all inclusive of those commonly associated with this position: Computer, Microsoft Office Suite, calculator, telephone, scanners, printers, CRM License(s)/Certification(s) Required: None This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees may be required to follow other job-related instructions and to perform other job-related duties as requested, subject to all applicable state and federal laws. Certain job functions described herein may be subject to possible modification in accordance with applicable state and federal laws. "Commonly associated" is not intended to mean always or only. There are different experiences that suggest other ways or circumstances where reasonable changes or accommodations are appropriate. All activities, demands, conditions and requirements are linked to essential job functions. As an Equal Opportunity/Affirmative Action Employer, ITW Marking & Coding does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship or other categories protected by federal, state or local laws. EOE/M/F/Vet/Disability Compensation Information: The expected compensation range for this position is $141,375-235,625 annually including additional compensation such as bonuses, incentives, or benefits, as applicable. Actual compensation within this range will be determined based on a variety of factors, including but not limited to relevant experience, skills, education, certifications, geographic location, and internal equity. 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. At ITW, we think and act like entrepreneurs. We embrace autonomy, make decisions and take ownership to create innovative solutions for our customers all over the world. ITW is a Fortune 200 global multi-industrial manufacturing leader. Our seven industry-leading business segments offer career development and learning opportunities in more than 50 countries across the globe. We’re committed to investing in our people and supporting their growth through unique and relevant development opportunities at each stage throughout the employee life cycle. Our decentralized, entrepreneurial culture empowers you to think and act like a business owner. We aspire for everyone to perform to their full potential and value the unique and diverse perspectives, experiences and ideas that make us better together. The ITW Business Model gives us the tools to focus on what’s most important, and we’re grounded in our values of Integrity, Simplicity, Trust, Respect and Shared Risk.

Requirements

Minimum 5 years of industrial related, capital equipment sales, both direct and indirect experience.
At least two (2) of those years should be in some type of sales management or people management role.
Thorough understanding of the complete sales process including end user focus and strategic selling.
Experience in formal performance management measurement, solid financial knowledge/understanding of gross revenue and margin.
While experience must reflect strong individual accomplishments, must be able to work effectively in a team-based atmosphere.
Must be open to regular overnight travel.
Bachelor’s degree in business/marketing or engineering preferred; Associate degree in a technical field and at least 10+ years industry experience required.

Responsibilities

Provide managerial leadership to the regional sales team to meet/exceed sales revenue and margin goals.
Champion the division's brand and products in the market.
Manage individual performance to established/developed KPIs.
Evaluate team performance and develop talent as necessary.
Optimize team member skills through coaching and mentoring.
Reinforces and guides successful execution of sales methodology and process across the region.
Work with cross-functional groups to establish commonality, develop strategy, and drive execution of programs. This includes all sales regions, Field Service, Customer Service/Support, and Marketing.
Maintains sales programs within assigned territory by ensuring the team is keeping customers informed about available services, supplies, prices, and new products.
Monitors competitive activity and trends within the territory.
Ensures the team meets revenue objectives on a monthly, quarterly, and annual basis as well as unit goal objectives by core product line.
Works with the regional team to handle all complex issues and projects.
As CRM SME, drive team accountability for each territory for funnel hygiene, funnel health, competitive and Diagraph asset base and salesperson activities.
Follows company safety guideline policies and maintains company property.
In accordance with the National Sales Strategy, create a regional sales strategy and tactics.
Maintains focus on continuous improvement by applying 80/20, PLS, and USa principles/techniques and makes process improvement recommendations to management.