Regional Sales Representative - Great Lakes

ITW • Detroit, MI

18h • Onsite

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. ITW is a Fortune 200 global multi-industrial manufacturing leader with seven industry-leading business segments, offering career development and learning opportunities in more than 50 countries across the globe. The company is committed to investing in its people and supporting their growth through unique and relevant development opportunities at each stage throughout the employee life cycle. ITW fosters a decentralized, entrepreneurial culture that empowers employees to think and act like business owners, valuing unique and diverse perspectives, experiences, and ideas. The ITW Business Model guides their focus, and their values include Integrity, Simplicity, Trust, Respect, and Shared Risk.

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.
• 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 entry, CBI documentation, and Sales Campaigns data entry.
• Make calls, direct questions as appropriate with customers, enter the required number of Customer Back Innovation (CBI) 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.
• Support 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.
• Follow the 80/20 philosophy in prioritizing daily tasks and serve as a contributing member of the Technical Operations Staff.
• Represent the company professionally 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).
• Perform other duties as assigned.

Benefits

• Career development and learning opportunities in more than 50 countries across the globe.
• Commitment to investing in our people and supporting their growth through unique and relevant development opportunities at each stage throughout the employee life cycle.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1-10 employees