Director of Sales

Job Description:

Position Summary:

As a key member of the ITW Hartness division leadership team, the Director of Sales reports to the VP/GM and is responsible to develop, lead and implement target selling strategies for all market segments globally (primarily North America) that drive and support profitable above market growth for the Division. This role splits focus on external end users as well maximizing growth strategies in channel management.

The position will be based on site in Greenville SC, the Division HQ of ITW Hartness.

Primary Responsibilities:

Strategic Planning

• 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.
• Partner with the Strategic Marketing Director to drive the strategic segmentation process of the business.
• Develop sales strategies for targeted market segments and geographical markets leveraging insights from customers and stakeholders, external market trends, to develop actions / tactics to support the growth strategy of ITW Hartness.
• Manage the long-term strategic development of the global account management team, with focus on the top customers and products to assure alignment and allocation of the required resources / talents within the sales organization.
• Work closely with Key Account team to identify and capture global growth opportunities in new markets with key customers while leveraging market and customer insights.
• Collaborate and align with all functions and other ITW businesses to preserve existing business and pursue growth opportunities.

Sales Planning and Management

• Responsible for annual and long-term sales plans for all relevant market segments and new opportunities to achieve targeted outcomes.  
• Manage and lead the sales team to achieve above market growth rates in strategic markets.
• Institutionalize team and value-based selling discipline with well-defined value propositions and business cases that solve customer pain points.
• Drive disciplined sales funnel management thru leveraging the sales process and CRM tool.
• Accurately forecast and report (monthly / quarterly) on order intake, revenue, and relevant Sales KPI´s that align to the Annual and Long Range Plans.
• Assure the alignment of sales plans and forecast with other functions within ITW Hartness as a basis for active resource management.
• Drive the development of contracts with global accounts / key customers with T&C’s 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, preference interviews, …e.g.)  are captured.
• Identify and drive cross-selling opportunities within ITW product portfolio.
• 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 and maintains an enterprise first philosophy in all behaviors.

Team Leadership and Development

• Develops a high performing results-driven culture and structure and ensures a high "say do" ratio both personally and within the team.
• Leverages the ITW Culture framework and fosters a culture of inclusion, engagement, and accountability.
• Ability to create followership by influencing, embodying, and communicating a compelling vision that aligns with ITW Hartness 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.

Job Requirements:

• Bachelor’s degree in a related field.
• 10+ years’ experience in value-based selling with experience in commercial leadership positions in a capital equipment based industry.
• 3+ years’ experience in successful leadership of a sales force.
• 5+ years of national / key account management experience with a track record of building and managing senior level customer relationships that include end users and channel partnerships. 
• Proven experience of managing a national organization.
• Demonstrated track record of delivering on annual and long-range plans.
• Strong skills in change management, influencing, analytical thinking, problem solving, and communication.
• Experience building organizational readiness and capability to meet changing business conditions.
• Excellent time management, prioritization, and project management abilities.
• Financial acumen with ability to interpret and leverage data analysis to drive targeted outcomes.
• Experience institutionalizing CRM and sales process effectively
• Willingness to travel world-wide (up to 40%); can fly commercially without restriction and maintains driver's license and ability to rent vehicles.
• Cross-cultural awareness

Preferred Requirements:

• Experience selling industrial capital equipment (B2B) into consumer goods industry, preferably in the packaging space
• Executive experience in a line discipline (sales, marketing, operations, or engineering).

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.