Illinois Tool Works Inc.
Regional Sales Representative (Southeast)
Illinois Tool Works Inc., Atlanta, Georgia, United States, 30383
ITW Pro Brands is a manufacturer of lubricants, cleaning chemicals, and corrosion preventatives formulated to maximize equipment productivity and product quality for customers. We go to market through B2B with a focus on the automotive, aviation, fabricated metal, food processing, and machinery manufacturing market segments. Offering a brand portfolio that is well recognized within these industrial channels, our premium products address customer pain points and our direct sales team provides expert, value-added consulting at the customer level. ITW Pro Brands has 3 manufacturing facilities (Olathe, KS, Tucker, GA, and DeWitt, IA) and a formulation lab in Carol Stream, IL and employs 250+ individuals.
SummaryThe Regional Sales Representative (RSR) is a consultative sales role responsible for working with the end users and all levels of the Distributor network to pull through profitable business with targeted accounts. The RSR is responsible for territory management, identifying and qualifying customer’s needs, developing new sales opportunities, and optimizing existing accounts to increase product market share and new product sales.Essential DutiesResponsible for total sales of assigned product segment and skus within a defined territory.Industrial MRO: LPS (Ind MRO SKUs), Dykem (Ind MRO SKUs), SCRUBS, Dymon, and Spray Nine. Meet or exceed sales plan for the defined territory for the sales period.Distribution Partners (regional and branch locations):
Strategy – Develop and document a strategic vision to partner with “80” distributor locations to organically grow revenue with them within the assigned territory.Execution – Provide appropriate education, engage in ride alongs, complete business reviews, exhibit at open houses, develop co-op marketing programs in tandem with Marketing to drive top of mind behavior at the distributor.
End Users:
Strategy – Develop and document a strategic vision to grow with end users within their assigned territory.Execution – 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.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.Minimum Qualifications• Bachelor’s degree in Business, Marketing or related field preferred.• Minimum of two (2) to five (5) years’ experience in sales in a manufacturing environment.• Bilingual and to read, write and speak Spanish proficiently, preferred.• Proficient in Microsoft Office programs (Word, Excel, Power Point) 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 experienced in gathering market intelligence and conducting competitive analysis.• Business classes/seminars including organization and time management, Business Administration and various sales helpful.• Must be able to handle multiple tasks simultaneously, manage priorities and work independently as well as on a team.• Must possess a mechanical aptitude.Additional Skills• Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization.• 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 willing to take initiative with focus on the key initiatives and opportunities for improvement and growth.• Self-starter, highly motivated, follows directions well and can work with little or no supervision.• 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 company and outside resources.• Proficient time management and prioritization skills.• Knowledge and experience in International business development and sales between US and Canada to include export requirements, currency conversion and business customs.• Ability to travel 75% or more for business demands; includes overnight.
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SummaryThe Regional Sales Representative (RSR) is a consultative sales role responsible for working with the end users and all levels of the Distributor network to pull through profitable business with targeted accounts. The RSR is responsible for territory management, identifying and qualifying customer’s needs, developing new sales opportunities, and optimizing existing accounts to increase product market share and new product sales.Essential DutiesResponsible for total sales of assigned product segment and skus within a defined territory.Industrial MRO: LPS (Ind MRO SKUs), Dykem (Ind MRO SKUs), SCRUBS, Dymon, and Spray Nine. Meet or exceed sales plan for the defined territory for the sales period.Distribution Partners (regional and branch locations):
Strategy – Develop and document a strategic vision to partner with “80” distributor locations to organically grow revenue with them within the assigned territory.Execution – Provide appropriate education, engage in ride alongs, complete business reviews, exhibit at open houses, develop co-op marketing programs in tandem with Marketing to drive top of mind behavior at the distributor.
End Users:
Strategy – Develop and document a strategic vision to grow with end users within their assigned territory.Execution – 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.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.Minimum Qualifications• Bachelor’s degree in Business, Marketing or related field preferred.• Minimum of two (2) to five (5) years’ experience in sales in a manufacturing environment.• Bilingual and to read, write and speak Spanish proficiently, preferred.• Proficient in Microsoft Office programs (Word, Excel, Power Point) 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 experienced in gathering market intelligence and conducting competitive analysis.• Business classes/seminars including organization and time management, Business Administration and various sales helpful.• Must be able to handle multiple tasks simultaneously, manage priorities and work independently as well as on a team.• Must possess a mechanical aptitude.Additional Skills• Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization.• 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 willing to take initiative with focus on the key initiatives and opportunities for improvement and growth.• Self-starter, highly motivated, follows directions well and can work with little or no supervision.• 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 company and outside resources.• Proficient time management and prioritization skills.• Knowledge and experience in International business development and sales between US and Canada to include export requirements, currency conversion and business customs.• Ability to travel 75% or more for business demands; includes overnight.
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