Sales Director, Industrial MRO - ITW Fluids North America

ITW Fluids North America, a Division of Illinois Tool Works (ITW), is seeking a Sales Director for their Industrial MRO commercial segment. The $150 million + division employs 250+ salaried and hourly team members that manufacture, market, and sell a variety of specialty chemical products for the Industrial MRO, Auto OEM, and Aerospace markets globally. Our office and manufacturing site locations are in Georgia, Kansa, Iowa, Maryland.

The Sales Director, Industrial MRO ls responsible for driving organic growth by directing and coordinating all sales activities, departments, and resources.  The ideal candidate is highly motivated and customer-driven and will develop and implement strategies to drive above-market growth. He/she will lead and develop a high-performing sales organization and sales leadership team by utilizing best practice sales management processes to ensure resources are focused and optimized. This position plays a leading role in delivering the Division’s vision to create a sustainable growth engine around a best-in-class sales organization selling the value of our market leading brands.

Core Responsibilities

• Lead development of the long-range sales strategy, define the annual sales plan, and drive the execution of key sales initiatives for the Industrial MRO segment.
• Develops and implements core sales processes and policies to increase sales effectiveness, including the use of existing CRM tools, namely Salesforce.com.
• Lead, manage, and develop a multi-channel sales model and high-performing sales leadership team.
• Develop and maintain an in-depth understanding of the ITW Business Model, its related core competencies and differentiated capabilities and apply this knowledge to provide value-added solutions to customers.
• Build and execute sales plans to create pipeline value growth and improve conversion rates to over-drive targeted growth plans.
• Establish key performance KPIs for the sales organization and manage the development, analysis, and distribution of data and monthly reports to inform both cross-functional teams and drive sales action plans.
• Partner with the Marketing department to develop and implement short, medium and long-term strategic sales and marketing plans.
• Stay on top of industry trends, competitive activities, and price/volume movement to inform resource allocation decisions.
• Own the forecasting process for the Industrial MRO segment to roll up to the Divisional monthly, quarterly, and annual outlook versus plan/budget.
• Build and maintain strategic business relationships with national distributors, key direct customers and end-users and provide voice-of-customer insights to inform product development and customer service.
• Ensure that we use talent effectively within the organization structure and culture. Identify and develop key leaders for future roles.
• Must be able to foster, communicate and exemplify the values of ITW, act with integrity and trust, operate with simplicity, treat everyone with respect, and take shared risk.
• North America travel required.

Required Skills and Experience:

• B.S. degree required in a technical or business field of study is required. An MBA or other advanced degree is preferred.
• Minimum 10 + years of progressive sales management experience in B2B industrial markets through end-user and distributor relationships.
• Exceptional track record of developing and implementing sales growth strategies.
• Expert in selling skills, negotiations and sales management practices.
• Must operate with a General Manager mindset.
• Proven capability establishing good relationships and contributing to a team environment.
• Excellent business and financial acumen and problem-solving skills.
• Strong listening and analytical skills to interpret information from field sales and customers and translate into selling requirements.
• Demonstrated ability to make tough business and leadership decisions.
• Excellent verbal, written, interpersonal, communication and presentation skills, especially when working with peers and managing up.
• Experience with P&L management a plus.

Chemicals and Industrial Manufacturing experience a plus

WORK ENVIRONMENT

• Able to work in a standard office environment.
• Must be capable of working for short periods of time in a manufacturing environment, which may require exposure to heat and cold.
• Possess ability to work in a fast-paced environment.
• Able and willing to travel domestically.
• Ability to adapt to the changes in the work environment; able to deal with frequent change, delays, or unexpected events.

SAFETY

• Must be capable of and willing to abide by all work rules and safety, health and environmental instructions, policies, and procedures.
• Might work with chemicals, some might be hazardous. Follow all safety precautions including review of MSDS if necessary.

ITW Fluids North America 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.

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. 

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.