Process Specialist
at ITW Employee Network

Date Posted: 5/24/2019

Job Description

OVERVIEW:

The Process Improvement Specialist is an “ITW Welding Portfolio Subject Matter Expert”, who will be responsible for developing and executing opportunity sales strategies aimed at growing ITW share within targeted Top-of Pyramid (ToP) accounts through utilization of the “ITW Welding Key Account Sales Process”. The primary focus will be on a deep manufacturing level discovery within Corporate Account generated opportunities and Regional Top of Pyramid (ToP) account opportunities. The Process Improvement Specialist will effectively baseline and document current manufacturing constraints in the welding environment & will develop, validate, and execute a conversion to the ITW solution that will deliver value to the customer. This role will execute with the ITW Values at top of mind: integrity, respect, trust, shared risk, and simplicity.

LOCATIONS:

There are 2 New targeted Zones being added that these roles will cover and ideally reside in.

1) Zone 4 = New York / Pennsylvania / Virginia’s / Carolina’s

2) Zone 6 = Nebraska / Kansas / Missouri / Oklahoma / Arkansas

Essential Functions:

Engage & Discover

  • Engaging at the plant-level through the execution of strategic solutions aimed at corporate white board value drivers to successfully drive sales.
  • Effective utilization of the Process Improvement Potential toolbox throughout the production discovery to support the validation/demo stages of the sales process.
  • Execute a deep manufacturing level discovery by leveraging the appropriate divisional and regional sales resources as necessary to create an effective production baseline and uncover an ITW solution for validation through a Demo which will be used for a customized ROI presentation.
  • Build Value
  • Create and deliver the compelling, customized fact-based ROI presentation for the target customer by working with the appropriate Corporate Account Manager (CAM), District Manager, and / or Regional Manager to build value and pull sales thru our channel partners.
  • Coordinate the involvement of appropriate Divisional resources to assist with specific sales opportunities (demonstration, training, installation, new product development etc.).
  • Build intimate relationships with senior-level decision makers and influencers throughout the conversion process to create a “Trusted Advisor” environment.

Execute & Nurture

  • Develop an understanding of each plant’s business strategies and operational challenges to uncover new potential ITW portfolio solutions.
  • Partner with the regional teams to support their strategic account plans for Regional ToP accounts.
  • Maintain effective communication between Regional, CAMs and Divisional resources and transition continued local level support & nurturing to the appropriate regional sales contact.
  • Assist where needed in the development of CAM account plans.
  • Partner with CAMs and Regional Resources to develop and maintain Yearly Contribution reports at targeted Regional Accounts and CAM accounts.
  • Effective utilization of SalesForce.com and other tools to track opportunities and progress within the sales process.

Job Requirements

MINIMUM QUALIFICATIONS:

  • Bachelor’s degree or equivalent with a minimum of 5 years of experience in technical sales.
  • Excellent knowledge of ITW’s full portfolio of products to include welding equipment, filler metal, guns, fume extraction, automation, and safety products and their application within a manufacturing environment.
  • Strong general business acumen, with emphasis on understanding manufacturing processes and the ITW Toolbox.
  • Technically conversant in the latest welding and automation technologies.
  • Ability to communicate and build relationships with key decision makers and influencers with excellent presentation skills to support the conversion process.
  • Strategic selling skills with a command of value-added sales techniques.
  • Ability to develop strategic plans and proposals around current customer landscape.
  • Highly motivated and results oriented with the ability to work independently and in a team environment to easily adapt to change, consistently meet deadlines and excellent follow through.

Job Snapshot

  • Employee Type: Full-Time
  • Location: Kansas City, MO
  • Job Type: Other
  • Experience: At least 5 year(s)
  • Date Posted: 5/24/2019

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