Global Sales Manager

Company Description

Since its 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. We place a high premium on the development of innovative solutions–most of which are developed in tandem with our customers. And we continue to ensure that our customers receive timely, cost-effective service for the innovative products we provide.

ITW’s differentiated business model is composed of a set of unique core capabilities: our proprietary 80/20 business process, customer-back innovation, and our well-known decentralized entrepreneurial culture. These capabilities are unmistakably ITW—and key to our longevity and strong performance. Learn more about careers at ITW here! Working at ITW

ITW Specialty Films, a global division of ITW within the Specialty Segment, manufactures and markets specialized coated films for the Secure ID, Medical Specialty Bag, and Financial Card markets. The division leverages unique core competencies and technologies in films, foils, laminates, and holography to address customer needs. The division operates in 5 manufacturing facilities (US, UK, and Germany), and offers a fun, fast-paced work environment with a dynamic, collaborative, growth-oriented team.

Job Description

ITW Specialty Films division is seeking a Global Sales Manager to profitably grow its strategic markets in Specialty Medical Bags & Financial Card products.  In this highly visible position, you will be responsible for leading the Go-To-Market strategies and Sales Execution for these markets and be a key contributor to delivering on the Strategic Sales Excellence Framework for the division. To assist with successfully achieving these goals, you will manage a sales team globally for the Specialty Medical Bag market & Financial Card market, which consists of 5 direct reports (2 Global Account Managers,  1 Key Account Mgrs., 1 BDM manager and 1 Sales Rep). This is a fantastic opportunity for someone looking to make a significant impact.

Essential Duties and Responsibilities:

Leads and holds Sales team accountable for building the size and quality of the Sales Pipeline/Funnel by utilizing the processes and tools within ITW’s Strategic Sales Excellence (SSE) framework.

• Builds Sales team capability to develop a short and medium-term sales funnel by customer account as defined by the SSE process
• Manages and holds Sales team accountable for taking a disciplined and systematic approach to utilizing all the sales processes and tools in a timely manner

Leads the execution of Strategic Sales priorities and achievement of Organic Growth goals for the Specialty Medical Bag market

• Ensures Sales team’s utilization of Customer Intimacy progress to drive growth
• Coaches and guides Sales team in utilizing consultative selling skills to probe for pain points, customize and quantify value proposition for customer accounts by leveraging internal capabilities and solutions
• Holds themselves & others accountable for consistently meeting account plan / value add targets
• Manages and guides Global Account manager in negotiating and executing global supply agreements with key customers
• Work closely with product management in setting new product commercial launch plans and execute organic growth goals to plan

Team Leadership and Development

• Leads and develops talent to maximize individual, team and organizational effectiveness while fostering a culture of engagement, cascading vision, and creating goal alignment
• Coaches and develops team through skills assessment, development planning, and performance management
• Influences effectively, not only functionally, but across functions to help achieve buy-in of objective/vision and cooperative execution
• Builds a strong pipeline of talent to ensure a diverse, high-performing sales team

Qualifications

• Bachelor’s Degree in Business Administration, or equivalent experience is required.  MBA is a plus.
• 5-7 years of progressive valued add sales experience of premium product line, business development experience is a plus.
• Preferred experience in industrial technical sales within the markets of industrial business to business
• Experience in guiding and negotiating large revenue supply agreements
• Experience in selling a value-added premium product line
• Experience managing a formal sales process, moving opportunities along a trackable process
• Ability to develop and implement strategies
• Strong business analytical skills, with 80/20 mindset
• Excellent time management, prioritization abilities,