Illinois Tool Works Inc. (NYSE: ITW) is a global Fortune 200 diversified manufacturing company that delivers specialized expertise, innovative thinking, and value-added products to meet critical customer needs in a variety of industries. ITW, with approximately 14.1 billion dollars in global revenues, operates seven major segments with businesses in 57 countries that employ approximately 45,000 women and men. These talented individuals, many of whom have specialized engineering or scientific expertise, contribute to our global leadership in innovation. We are proud of our broad portfolio of more than 16,000 active patents. ITW StampTech Fasteners is a large division within the Automotive Segment and serves all the major OEMs and their tier suppliers with stamped fasteners and assemblies. Locations include Gallatin, TN; Lexington, KY; Naugatuck, CT and our Sales and Engineering Office in Troy, MI. The division drives profitability by leveraging its innovative solutions and application engineering to partner with our customers. ITW StampTech Fasteners enhances our customers’ competitive advantage by:
Maintaining advanced engineering and manufacturing facilities in North America.
Exchanging product, process, and benchmarking information with sister divisions worldwide.
Continually improving processes, materials, and designs to ensure every product exceeds customer specifications while providing value.
The Sales Manager will report to the Sales Director and will be responsible for the development and performance of all sales activities in the assigned OEM market(s).
Along with the Sales Director in NA and Japan office, establishes the direction, performance goals, plan, and vision to align the resources of the sales & engineering team to ensure growth and penetration with current “80” launches.
Leverage local market knowledge to focus on growing products and introduce new ones applying an “outside - in” discipline.
Build and nurture customer relationships at management stakeholder levels (Purchasing, Engineering, Manufacturing) that provide insight and a landscape where ITW has a competitive advantage through our “cradle to grave” relationships.
Lead and support the OEM Account Managers to drive customer engagements though value add interactions: such as Lunch & Learns, Vehicle Teardown Events, Line-Walks, Tech Shows, and Wellness Visits.
Lead OEM Account Managers to secure new business wins and to build, maintain, and manage a funnel of top growth opportunities and projects utilizing the CRM. Maintains and manages new business with monthly forecasting and reporting.
Create and implement a data driven customer growth strategy for your responsible account(s) that outlines what we want to achieve, how we are going to achieve it, and the key milestones & enablers for success.
Collaborate with Marketing to perform comprehensive market research aligned with strategic growth priorities, to understand the market niche and growth opportunities by application and product.
Maintains a continuing analysis of reports of new and lost business to detect trends at an early stage to take prompt action.
Apply ITW innovation strategies utilizing the ITW Toolbox.
Embraces the ITW Leadership Development framework, identifying and developing key leaders for future roles.
Demonstrates personal effectiveness and leadership that creates a culture of high performance.
Nurtures an environment consistent with the ITW values and culture.
Develop and maintain budgets for the responsible OEM team(s).
At least 5 years’ proven history of sales growth in JOEM accounts
At least 5 years’ experience in sales management
Bachelor’s degree - B.A. /B.S. from four-year College or University in Business or Engineering or equivalent ITW experience; master’s degree a plus
Automotive plastic or metal fastener sales experience a plus
Proven history of growing JOEM accounts and/or leading a JOEM sales team
Proven history of successful customer negotiations
Proven history of creating and implementing customer growth strategies.
Ability to establish and set data-driven sales targets that tie to long-term growth aspirations.
Ability to develop budgets and sales forecasts to a business plan (Annual and Long-Range Plans) and demonstrate accuracy.
Excellent interpersonal, communication, and presentation skills with ability and willingness to communicate, and work with other regions, especially Asia (Japan and China).
Proven ability to generate respect and trust from staff and external customers/contacts, including the ability to work collaboratively with colleagues and staff to create a result driven, team- oriented environment.
Ability to deal with changes in the business or its environment.
Willing to travel; primarily domestic and occasionally world-wide.
All your information will be kept confidential according to EEO guidelines.ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws. ITW is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
