Sales Director - General Retail Channel

ITW

2d•$145,000 - $190,000•Remote

About The Position

As a key member of the ITW Global Brands leadership team, the Sales Director is responsible for developing, leading, and executing targeted selling strategies for all categories within the General Retail channel which includes the Mass, Home Improvement, Farm, Hardware, Military, and Convenience markets. This leader drives profitable, above‑market growth by owning the full P&L for the channel ensuring accurate roll‑up of revenue, margin, and profitability, and partnering cross‑functionally to deliver against financial commitments. Success in this role will be achieved through disciplined execution of the ITW growth levers, development and deployment of the business Sales Excellence framework, and strong collaboration across the Automotive Aftermarket Group. The Sales Director oversees approximately $80–90M in annual revenue and reports directly to the VP of Sales. The job involves all categories within the ITW Automotive Aftermarket Group which includes Car Care, Tire Repair and Engine Repair. This position is based Remote from Home.

Requirements

Bachelor’s degree in a related field required. Master’s preferred.
7+ years of previous Sales experience required.
4+ years team management experience.
Experience with managing large retail accounts across Home Improvement, Farm, Hardware, Mass, and Convenience channels (buying process and existing relationships).
Excellent ability to analyze complex Sales data and determine appropriate actions to improve large account position.
Excellent ability in key decision-making and influencing skills.
Excellent negotiation and Sales skills.
Excellent ability to cultivate customer relationships across customer’s multiple departments and at multiple levels vertically including executive leadership.
Excellent communication skills (both internally, across VP/GM & directors, and externally with customer senior management), including professional presentation skills.
Collaborative team player and leader.
Ability to work within a matrix environment and across all levels of the organization.
Strong training and presentation skills.
Able to work under pressure and in deadline environment.
Domestic travel as needed.
Must be able to work independently and obtain results with minimal supervision while influencing subordinates.

Nice To Haves

Demonstrated successes in strategic planning and management in brick and mortar and Ecommerce preferred.
Strategic planning and management for brick and mortar and Ecommerce preferred
Multi-channel strategy development
Retail segment complexity management
Data analysis customer relationships
Drive for results
Embrace & use of ITW Toolbox
Influence and leadership
Business perspective
Selecting, developing and managing people
Leading change
Large negotiation deals

Responsibilities

Partner with the Leadership team to develop and execute Annual and Long Range Plans based on an in-depth understanding of market, business, and Sales activities.
Develop Sales strategies for targeted categories leveraging insights from customers and stakeholders, external market trends, to develop actions/tactics to support the growth strategy.
Manage the long-term strategic development of the channel Sales team with focus on top products to ensure alignment and allocation of the required resources/talents.
Collaborate and align with all functions and other ITW AAM divisions to preserve existing business and pursue growth opportunities.
Responsible for Annual and Long-term Sales Plans for all relevant categories and new opportunities to achieve targeted outcomes.
Own the P&L for the General Retail channel ensuring accurate roll-up of financial performance including revenue, margin, and profitability, and partner cross-functionally to deliver against financial commitments.
Manage and lead the Sales team to achieve above-market growth rates in strategic markets.
Establish team and value-based data-driven selling discipline with well-defined value propositions and business cases that solve customer pain points.
Drive disciplined Sales funnel management through leveraging the Sales process and CRM tool.
Accurately forecast and report (monthly/quarterly) on order intake, revenue, and relevant Sales KPIs that align to the Annual and Long Range Plans.
Drive the development of contracts that are in line with ITW requirements.
Assess, manage, and actively address market, customer and competitor changes.
Provide value-added input to Voice of Customer process to ensure customer pain points and value proposition (discovery interviews, …e.g.) are captured.
Develop a performance driven Sales culture with relevant KPI´s and compensation structure.
Work with other divisional Leaders and the Sales team to further simplify the business and improve/build the continuous improvement culture within the Sales organization.
Drive consistent actions that are aligned with ITW business model.
Develop a high performing results-driven culture and structure.
Foster a culture of inclusion, engagement, and accountability.
Ability to create followership by influencing, embodying, and communicating a compelling vision that aligns with ITW goals and culture.
Create and drive development plans for direct reports and high potential leaders to ensure high quality of the Sales team and talent pipeline.
Effectively lead change management process that ensures organizational capability that executes on the Annual and Long Range Plans.
Coaches through consistent and transparent feedback, development planning, and performance management.
Use appropriate interpersonal styles and techniques to gain buy-in of ideas and plans.
Support other projects and initiatives as assigned.