Global Sales Director
en ITW Employee Network

Fecha de publicación: 19/05/2020

Descripción del empleo

As a key member of the ITW Hartness division leadership team, the Global Sales Director reports to the VP/GM and is responsible to develop, lead and implement target selling strategies for all market segments globally that drive and support profitable above market growth for the Division. 

 The position will be based in Greenville SC, the 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.

 Team Leadership and Development

  • Develop a high performing results-driven culture and structure.
  • 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 within the packaging industry.
  • 3+ years experience in successful leadership of a sales force.
  • 5+ years of global / key account management experience with a track record of building and managing senior level customer relationships.
  • Proven experience of managing an organization across more than one continental geography.
  • 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 50%)
  • Cross-cultural awareness

 Preferred Requirements:

  • Master’s degree in related field
  • Experience selling industrial capital equipment (B2B) into consumer goods industry
  • Executive experience in a line discipline (sales, marketing, operations, or engineering).

  ITW Hartness:

ITW Hartness is a world class secondary packaging equipment manufacturer headquartered in the beautiful suburbs of Greenville, SC. Founded on the premise of cutting-edge innovation and a relentless commitment to our customers, ITW Hartness’ world class equipment is designed to our customers’ goals of continuous improvement throughout the production process.

Take this opportunity to join a successful and enthusiastic global team where you can make a significant impact immediately. You will enjoy a competitive salary and generous benefits that includes health, dental, life and LTD insurance, 401k (with match), and a 100% tuition reimbursement program for those who qualify.

 ITW Description:

Since ITW’s founding more than 100 years ago, ITW has become one of the world’s leading diversified manufacturers of specialized industrial equipment, consumables and related service businesses. ITW businesses serve local customers and markets around the globe, with a significant presence in developed as well as emerging markets. The company has operations in 56 countries that employ more than 50,000 women and men who adhere to the highest ethical standards. ITW has 81 businesses divided into 7 Segments, which includes: Welding, Automotive OEM, Food Equipment Group, Construction Products, Polymers & Fluids, Test and Measurement & Electronics, and Specialty. 

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.

Resumen de la oferta

  • Tipo de contrato: Empleado a jornada completa
  • Ubicación: Greenville, SC
  • Tipo de empleo: Ventas
  • Experiencia: Sin especificar
  • Fecha de publicación: 19/05/2020

Sobre Nosotros

¡Bienvenido al sitio Mi Carrera de ITW!

Para ayudarle a aprovechar mejor las oportunidades disponibles para usted en la compañía, el Sitio Mi Carrera y la Red de Talento para Empleados de ITW le permiten acceso a información sobre vacantes internas.

  • El Sitio Mi Carrera le permite buscar y postular a trabajos disponibles en ITW.
  • La Red de Talento para Empleados de ITW le brinda la oportunidad para crear un perfil laboral basado en sus intereses y experiencia. Después de unirse a la red y crear un perfil, recibirá alertas cuando las vacancias internas coinciden con su perfil.

Recuerde que para poder postular a una vacancia interna, debe haber estado en su puesto actual durante un mínimo de 12 meses y haber cumplido con las expectativas de desempeño. Un profesional del departamento de Recursos Humanos y el líder de la unidad deben aprobar todas las excepciones a estos requisitos de elegibilidad. Para obtener más información, consulte la sección de Preguntas Frecuentes (FAQ) de este sitio Web o la guía de recursos para empleados aquí incluida.

**Si tiene alguna limitación respecto a su contrato de empleo, debe considerarla antes de postular.