Segment Manager - Industrial OEM
at ITW Employee Network

Date Posted: 11/18/2019

Job Description

The Industrial OEM Segment Manager is a key sales leadership position at ITW Performance Polymers who leads, manages, motivates, develops and retains a successful sales team in North America to meet and exceed the segment’s growth objectives. The ultimate objective is to drive profitable top line growth and increased market share though effective promotion and selling efforts, and channel management.  This role is also actively involved in partnering with the Sales Director to craft the division’s growth strategy based on a strong understanding of the Industrial OEM market, our customers, the competitive landscape and ultimately what it takes to win.



  • Work closely with the division’s Marketing and Technical teams to gain an in-depth knowledge of our Industrial OEM customers, channels, products, and applications to fully understand what drives value and competitive advantage in this segment. Develop and apply action plans for strategic processes, to drive sales growth and source new Industrial OEM markets and customers.

  • Lead the development and execution with strong commercial plan for the Industrial OEM segment in collaboration with the Sales Director.

  • Lead a team of Regional Sales Managers to achieve aggressive growth targets with direct accounts and channel partners.

  • Manage all sales activities and assist the Industrial OEM sales team in managing their territories through effective prospecting, funnel management and call planning, ensuring adequate prioritization of efforts to maximize profitable growth.

  • Use ITW 80/20 business model to increase sales force effectiveness to capture market share.

  • Utilize to effectively collect and analyze key sales information, and to manage robust sales processes such as pricing, funnel, account and territory management.

  • Grow, manage and validate sales funnel reflecting well quantified probability of winning the business.

  • Collaborate with the Sales Director and Industrial OEM Product Manager to establish a Go-To-Market approach and tactical plans for new products introduction.

  • Support the Sales Director and Distribution Manager in effectively engaging with our distribution channels to accelerate our growth.

  • Manage the Industrial OEM pricing approval process and price increases to adequately reflect the ITW Performance Polymers competitive advantage and ensure the segment achieves its profitability targets. 

  • Establish close relationships at senior levels with current and potential customers; able to gain direct access to the customers’ key decision makers.

  • Hire, develop and retain a strong team of regional sales leaders to support our short and long-term growth objectives.

  • Recommend and implement appropriate organizational changes in a timely manner.

  • Manage accurate forecast of revenue in line with business expectations and own the Industrial OEM segment budget to meet profit plan requirements. Apply countermeasure process in a timely manner when actual sales fall short of forecast.

  • Actively contribute to Outlook flashes and have clear understanding of sales performance relative to Outlook and PY.

  • Actively participate in and support Voice-of-Customer efforts that inform the division’s business strategy.

  • Actively collaborate on devising and developing company literature, presentations and sales tools.

  • Represent company at trade shows and association meetings to promote our brands and solutions.

  • Promote, support and adhere to all corporate ethics, expense controls, safety, environmental and quality related policies and procedures.

Job Requirements

Skills and Competencies:

  • 7+ years industrial (B2B) sales experience, including at least 3 years in sales leadership roles; must have 5+ years’ experience selling into the Industrial OEM industry.  Specialty chemical industry experience is a plus. 
  • Bachelor’s Degree in Engineering or related technical field, chemical engineering background preferred.
  • Previous experience managing sales processes through robust CRM is a must
  • Proven track record of achieving organic growth targets and experience in developing and implementing robust strategic sales plans.
  • Strong communication and interpersonal skills; ability to effectively engage at all levels within the organization and external contacts.
  • Demonstrated ability to influence others, negotiate outcomes, and articulate and execute action plans to sales staff as well as internal and external customer groups.
  • Strong listening and analytical skills to interpret information from the sales staff and customers, and translate them into selling requirements.
  • Proven track record of effectively leading change and improving sales force effectiveness within a diverse commercial team.
  • Strong process-orientation, deep knowledge of and experience implement best practices in Value Selling, Voice of Customer, Funnel Management, Account Planning, Call Planning strongly preferred.
  • Self-starter, with strong sense of urgency and ownership, and proven teamwork skills.
  • Capable of successfully handling multiple tasks simultaneously and of quickly grasping complicated situations.
  • Must be able to travel 50% or more of the time.

Job Snapshot

  • Employee Type: Full-Time
  • Location: Danvers, MA
  • Job Type: Sales
  • Experience: Not Specified
  • Date Posted: 11/18/2019

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