Regional Sales Representative – Great Lakes

ITW•Detroit, MI

About The Position

Summary: The Regional Sales Representative (RSR) is a consultative sales role responsible for working with end users and all levels of the Distributor network to drive profitable business with targeted accounts. The RSR is responsible for territory management, identifying and qualifying customers’ needs, developing new sales opportunities, and optimizing existing accounts to increase product market share and new product sales. Essential Duties: Responsible for total sales of assigned product segment and skus within a defined geographic territory. Will be expected to meet or exceed the sales plan for the defined territory for the sales period. Industrial MRO Product Lines: LPS, Dykem, SCRUBS, Dymon, Rustlick, Acculube, and Spray Nine Develop a distribution partner (regional and branch locations) strategy for the assigned region. Develop and document a strategic vision to partner with “80” distributor locations to grow revenue organically. Provide appropriate education, engage in ride-alongs, complete business reviews, exhibit at open houses, and develop co-op marketing programs in tandem with Marketing to drive top-of-mind behavior at assigned distributors. Develop and document a strategic vision to grow with end users within the assigned territory. Identify product conversion opportunities, engage in/coordinate product trials, and negotiate commercial terms as necessary. Administrative Reporting – Communicate as required within the business all necessary information from financial results to strategic intent within the assigned territory. SalesForce.com (SFDC) – Utilize the system for all areas of documentation required within the region. Some examples, but not limited to: Funnel/Pipeline Management: Foster all leads and opportunities through SFDC to meet all funnel goals, overdrive when possible, and ensure that all funnel opportunities are kept current. SPA: Enter all required SPAs in a timely fashion to ensure proper evaluation and approval of all potential SPAs. CBI: Document all opened CBI opportunities and provide information as required from product management and R&D to help drive new product development opportunities. Sales Campaigns: Enter all data required for sales campaigns as required by the management team or campaign leaders. Other: Any additional requests, reports, or details required by the sales management team. Customer Back Innovation (CBI): Make calls, direct questions as appropriate with customers, enter the required number of opportunities, and ensure that any potential CBI opportunity is evaluated properly within the ITWPB business. Coordinate and communicate as necessary on open orders, shipping, accounts receivable, etc., to ensure complete account management always. Attend business meetings, trade shows, or other required industry/business events as required. Execute any ad-hoc or newly introduced projects, plans, campaigns or initiatives the commercial management team deems necessary to implement. Comply with timelines for all Workday activities, required trainings and any additional necessary requirements such as Dayforce vacation tracking. Supports the Operations team to ensure proper coverage of production operations. Act as a backup for direct reports, when required, for critical activities required to serve the customers of ITW Pro Brands. Follows the 80/20 philosophy in prioritizing daily tasks and serves as a contributing member of the Technical Operations Staff. A professional represents the company in a number of diverse settings, including active participation in required audits and other related meetings. Foster, communicate, and exemplify the values of ITW; act with integrity and trust, operate with simplicity, treat everyone with respect, and take shared risk. Travel is required (75% or more). Performs other duties as assigned.

Requirements

Bachelor’s degree in Business, Marketing, or related field preferred.
Minimum of five (5) years’ sales experience in an industrial manufacturing environment.
Proficient in Microsoft Office programs (Word, Excel, PowerPoint) and Outlook.
Strong written, verbal, and collaborative communication skills.
Experienced in conducting effective and professional sales/product training via in-person or virtual (Webinar), to groups and various media forums.
Experience in successful sales strategy formulation and execution.
Proven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers.
Knowledge of marketing principles and experience in gathering market intelligence and conducting competitive analysis.
Business classes/ seminars, including organization and time management, Business Administration, and various sales, are helpful.
Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization, such as operators, executives, suppliers, customers, etc.
Commitment and willingness to strive toward achieving goals and business objectives.
Acts with a sense of urgency to drive results.
Possess an entrepreneurial spirit and are willing to take initiative with a focus on the key initiatives and opportunities for improvement and growth.
Able to adapt effectively to changes in the work environment in a positive manner; able to deal with frequent change, delays, or unexpected events.
Excellent communication skills with all levels of the company and customers.
Able to effectively work with and through others in a collaborative environment.
Takes ownership and drives positive change.
Excellent verbal, written, interpersonal, communication, and presentation skills with experience in working with all levels of the company and outside resources.
Proficient time management and prioritization skills.
Ability to travel 75% or more for business demands; includes overnight
Self-starter, highly motivated, follows directions well, and can work with little or no supervision.

Responsibilities

Responsible for total sales of assigned product segment and skus within a defined geographic territory.
Will be expected to meet or exceed the sales plan for the defined territory for the sales period.
Develop a distribution partner (regional and branch locations) strategy for the assigned region.
Develop and document a strategic vision to partner with “80” distributor locations to grow revenue organically.
Provide appropriate education, engage in ride-alongs, complete business reviews, exhibit at open houses, and develop co-op marketing programs in tandem with Marketing to drive top-of-mind behavior at assigned distributors.
Develop and document a strategic vision to grow with end users within the assigned territory.
Identify product conversion opportunities, engage in/coordinate product trials, and negotiate commercial terms as necessary.
Communicate as required within the business all necessary information from financial results to strategic intent within the assigned territory.
Utilize the system for all areas of documentation required within the region.
Make calls, direct questions as appropriate with customers, enter the required number of opportunities, and ensure that any potential CBI opportunity is evaluated properly within the ITWPB business.
Coordinate and communicate as necessary on open orders, shipping, accounts receivable, etc., to ensure complete account management always.
Attend business meetings, trade shows, or other required industry/business events as required.
Execute any ad-hoc or newly introduced projects, plans, campaigns or initiatives the commercial management team deems necessary to implement.
Comply with timelines for all Workday activities, required trainings and any additional necessary requirements such as Dayforce vacation tracking.
Supports the Operations team to ensure proper coverage of production operations.
Act as a backup for direct reports, when required, for critical activities required to serve the customers of ITW Pro Brands.
Follows the 80/20 philosophy in prioritizing daily tasks and serves as a contributing member of the Technical Operations Staff.
A professional represents the company in a number of diverse settings, including active participation in required audits and other related meetings.
Foster, communicate, and exemplify the values of ITW; act with integrity and trust, operate with simplicity, treat everyone with respect, and take shared risk.
Performs other duties as assigned.