Channel Specialist - ITW

Company Description

The Channel Specialist at ITW CCNA will execute key tactics to support channel initiatives within our Fire Sprinkler Segment, in order to meet profitable sales and earnings objectives. The Channel Specialist will partner with the Channel Manager to build high, deep, and wide relationships with key decision makers, maximizing sales opportunities and resolving needs/customer inquiries. Additionally, the Channel Specialist will be responsible for the implementation and deployment of programs and key sales/marketing activities and tactics nationwide to generate demand and increase market share (e.g., merchandising initiatives, targeted campaigns, product training/demonstrations).

ITW CCNA offers a broad range of professional grade anchoring tools and fasteners for numerous construction applications. Our products include structural concrete anchoring systems (Tapcon®, Red Head®), drywall tool and fastener systems (Ramset®), self-drilling screws (Teks®), overhead anchors (Sammys ®) and hollow wall anchoring systems (E-Z Ancor®). Our products are trusted by industry professionals and each brand is the market leader in its respective category in terms of quality, performance and ease of use.

ITW offers its employees a path for advancement, a competitive salary, and a comprehensive benefits package designed to help employees care for themselves, their families, and their futures.

Core Responsibilities:

• Develops high, deep and wide relationships with key decision makers in the channel and at key end user targets in order to maximize sales opportunities. 
• Gathers and provides continuous market insight by obtaining intelligence through multiple external and internal sources.
• Analyzes purchase data (e.g., channel purchase data, POS), market data, competitive landscape, and works to understand trends, performance drivers, threats, and opportunities.
• Recommends and implements channel programs that can deliver maximum benefit/drive profitable revenue growth.
• Drives execution of plans that build our brand within the channel – including development of planograms and deployment of merchandising/POP materials.
• Drives key sales activity within the channel – including execution of campaigns/promotions, coordination/implementation of new product placement, promotions, trade show/event support, and delivering on-site presentations, product reviews, trainings, and demonstrations.
• Works cross-functionally to provide feedback/recommendations and to ensure service levels/customer needs are met.  
• Develops strong knowledge across products, applications, and job-to-be-done.  Communicates product advantages and sells value to customers.

Job Requirements:

• Bachelor’s degree required
• Minimum 3-5 years of sales experience preferred
• Demonstrates effectiveness at determining appropriate actions to improve account position
• Ability to work independently, plan, and effectively prioritize/identify opportunities to maximize returns.
• Results-driven with highly effective follow-through skills
• Strong communication skills including effective presentation skills
• Proficiency in Microsoft Office
• Travel required - 65%+

Job Competencies:

• Building Customer Loyalty and Trust - Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty.  Establishes good interpersonal relationships by helping people feel valued, appreciated, and included in discussions (enhances self-esteem, empathizes, involves, discloses, supports).
• Establishes Strategy—Develops approaches that best position products, services, or ideas; leverages supportive factors, overcomes or minimizes barriers, and addresses unique needs and preferences of key decision makers.
• Sales Ability/Persuasiveness and Gain Commitment - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
• Negotiation - Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
• Business Acumen - Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace. Possesses ability to mine data and utilize information in a strategic manner.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to stand; walk; kneel; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  The employee is required to climb or balance.  The employee must regularly lift and/or move up to 25 pounds, frequently lift and/or move up to 50 pounds, and occasionally lift and/or move up to 60 pounds.

WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Good working conditions involving occasional exposure to noise and chemicals, but with none present to the extent of being disagreeable.

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. We do not accept unsolicited resumes. To be considered an applicant, please apply online to a specific job posting.

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.