Sales Representative II-North Central Territory

Company Description

ITW Commercial Construction is a leading manufacturer with a proven history of creating innovative fastening solutions used by the professional commercial contractor in concrete anchoring and flooring, drywall, metal building, fire protection, plumbing, electrical, and HVAC applications. We take pride in our commitment to being a customer centric organization with operational excellence, superior service, and new product development that has guided the company through decades of growth by meeting the ever-changing needs of the commercial construction industry. Focusing on the needs of our end-users enables us to customize our product offering and service based on their requirements. ITW Commercial Construction encompasses the leading brands of Buildex® (Teks®, Sammys®), Red Head (TruBolt®, Tapcon®), Ramset (Trakfast®), and PNA (Diamond Dowel®) with an overall history dating back to 1910.

Job Description

The Sales Representative II at CCNA will develop and implement territory plans to support national and regional sales initiatives to meet profitable sales and earnings objectives. The sales territory will include the following states: MI, OH, PA, KY.

The incumbent’s targets include working with distributor partners and calling on end users (general contractors, subcontractors, specifiers, trade associations, and other key stake holders) with the goal of providing the CCNA solution to the channel.   

• Utilizes Toolbox to analyze end user markets, end user targets and project opportunities leading to market share growth and sales improvement. 

• Uses territory trade focus selling process, value proposition selling techniques, and negotiating skills to close business on-site.   

• Develops, implements and measures territory end-user conversion strategies to maximize CCNA market share growth within targeted end markets. 

• Maps territory by geographic markets, key end user contractors by market, key influencers in each project decision and targets conversions, leading to market share growth within the targeted segment.   

• Develops, recommends, and implements end-user driven pricing and promotional programs at an effective level across the territory for maximum benefit.   

• Provides continuous market analysis of the territory by obtaining intelligence through multiple external and internal sources.   

• Works effectively with District Manager to leverage end user conversions back through the channel in order maximize end user satisfaction and CCNA profitability.   

• Proactively provides feedback and recommendations to District Manager and other CCNA functions such as Marketing, Customer Service and Engineering, and collaborates with these functions to coordinate territory selling plans.

Competencies: 

• Sales Ability/Persuasiveness- Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients. 

• Building Trust- Interacting with others in a way that gives them confidence in one’s intentions and those of the organization. 

• Gaining Commitment- Using appropriate interpersonal styles and techniques to gain acceptance of ideas or plans; modifying one’s own behavior to accommodate tasks, situations, and individuals involved. 

• Risk Taking- Initiating action that tries to achieve a recognized benefit or advantage when potential negative consequences are understood. 

• Impact- Creating a good first impression, commanding attention and respect, showing an air of confidence. 

Job Requirements: 

• Employee must reside in territory: MI, OH, PA, or KY
• Bachelor's degree in Business or related field
• 5+ years of successful sales experience
• Ability to influence decisions and negotiate effectively
• Strong presentation and communication skills (bilingual in Spanish a plus)
• Experience selling into the construction industry
• This position requires business travel to visit end users, job sites, and working in the field with distributor partners (up to 50% overnight travel depending on home location). Some air travel may be required.

Safety Requirements: 

All employees are required and responsible for employee safety, attending safety training, complying with all company safety and work policies and reporting all accidents/injuries immediately to their Manager and HR Department. 

Additional Information

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.

While performing