Regional Sales Representative - Great Lakes

divh2Regional Sales Representative/h2pThe 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./ppEssential Duties:/pulliResponsible for total sales of assigned product segment and SKUs within a defined geographic territory. Will be expected to meet or exceed the sales plan for the defined territory for the sales period./liliIndustrial MRO Product Lines: LPS, Dykem, SCRUBS, Dymon, Rustlick, Acculube, and Spray Nine/liliDevelop 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./liliProvide 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./liliDevelop 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./liliReporting

Communicate as required within the business all necessary information from financial results to strategic intent within the assigned territory./liliSalesForce.com (SFDC)

Utilize the system for all areas of documentation required within the region./liliFunnel/Pipeline Management: Foster all leads and opportunities through SFDC to meet all funnel goals, overdrive when possible, and ensure that all funnel opportunities are kept current./liliSPA: Enter all required SPAs in a timely fashion to ensure proper evaluation and approval of all potential SPAs./liliCBI: Document all opened CBI opportunities and provide information as required from product management and RD to help drive new product development opportunities./liliSales Campaigns: Enter all data required for sales campaigns as required by the management team or campaign leaders./liliOther: Any additional requests, reports, or details required by the sales management team./liliCustomer 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./liliCoordinate and communicate as necessary on open orders, shipping, accounts receivable, etc., to ensure complete account management always./liliAttend business meetings, trade shows, or other required industry/business events as required./liliExecute any ad-hoc or newly introduced projects, plans, campaigns, or initiatives the commercial management team deems necessary to implement./liliComply with timelines for all Workday activities, required trainings, and any additional necessary requirements, such as Dayforce vacation tracking./liliSupports 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./liliFollows the 80/20 philosophy in prioritizing daily tasks and serves as a contributing member of the Technical Operations Staff./liliA professional represents the company in a number of diverse settings, including active participation in required audits and other related meetings./liliFoster, communicate, and exemplify the values of ITW; act with integrity and trust, operate with simplicity, treat everyone with respect, and take shared risk./liliTravel is required (75% or more)./liliPerforms other duties as assigned./li/ulpEducation/Experience/Other Competencies/pulliBachelors degree in Business, Marketing, or related field preferred./liliMinimum of five (5) years sales experience in an industrial manufacturing environment./liliProficient in Microsoft Office programs (Word, Excel, PowerPoint) and Outlook. Strong written, verbal, and collaborative communication skills./liliExperienced in conducting effective and professional sales/product training via in-person or virtual (Webinar), to groups and various media forums./liliExperience in successful sales strategy formulation and execution./liliProven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers./liliKnowledge of marketing principles and experience in gathering market intelligence and conducting competitive analysis./liliBusiness classes/ seminars, including organization and time management, Business Administration, and various sales helpful./liliWell-developed emotional quotient, able to relate well to people at all levels inside and outside the organization, such as operators, executives, suppliers, customers, etc./liliCommitment and willingness to strive toward achieving goals and business objectives. Acts with a sense of urgency to drive results./liliPossess an entrepreneurial spirit and are willing to take initiative with a focus on the key initiatives and opportunities for improvement and growth./liliAble to adapt effectively to changes in the work environment in a positive manner; able to deal with frequent change, delays, or unexpected events./liliExcellent communication skills with all levels of the company and customers./liliAble to effectively work with and through others in a collaborative environment./liliTakes ownership and drives positive change./liliExcellent verbal, written, interpersonal, communication, and presentation skills with experience in working with all levels of the company and outside resources./liliProficient time management and prioritization skills./liliAbility to travel 75% or more for business demands; includes overnight./liliSelf-starter, highly motivated, follows directions well, and can work with little or no supervision./li/ulpCompensation Information: 100,000 - 120,000/ppITW 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./ppAll 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./p/div