Regional Sales Representative - Great Lakes

ITW•Cleveland, MI

20h•Hybrid

About The Position

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. This role is responsible for the total sales of assigned product segment and SKUs within a defined geographic territory and is expected to meet or exceed the sales plan for the defined territory for the sales period. The product lines include LPS, Dykem, SCRUBS, Dymon, Rustlick, Acculube, and Spray Nine. The RSR will develop and document a strategic vision to partner with distributor locations to organically grow revenue and grow with end users within the assigned territory by identifying product conversion opportunities, engaging in product trials, and negotiating commercial terms. Administrative reporting, including funnel/pipeline management, SPA, CBI, and sales campaigns, will be managed through Salesforce.com (SFDC). The role also involves coordinating with operations, attending business meetings and trade shows, executing new initiatives, and complying with HR activities. The RSR will support the Operations team, act as a backup for direct reports when required, and follow the 80/20 philosophy. A professional in this role represents the company in various settings and fosters the values of ITW, acting with integrity and trust. Travel is required (75% or more).

Requirements

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.
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.

Nice To Haves

Bachelor’s degree in Business, Marketing, or related field preferred.
Business classes/ seminars, including organization and time management, Business Administration, and various sales helpful.

Responsibilities

Responsible for total sales of assigned product segment and SKUs within a defined geographic territory.
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 organically grow revenue.
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 Salesforce.com (SFDC) for all areas of documentation required within the region, including Funnel/Pipeline Management, SPA, CBI, and Sales Campaigns.
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.
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.