Regional Parts Sales Manager

Job Description:

COMPANY DESCRIPTION

Hobart Service and Parts, both part of Illinois Tool Works (ITW), have been supporting the food equipment industry for over 125 years. Together, we provide industry-leading service solutions and parts distribution for commercial food equipment across the country. With more than 1,800 associates nationwide, we serve as trusted partners to our customers—helping keep their operations running efficiently. Our employees are committed to delivering exceptional customer service, giving back to the communities where they live and work, and living out ITW’s core values of Integrity, Simplicity, Trust, Respect, and Shared Risk.

SUMMARY
Reporting to the Director of Business Development and Sales, the Regional Parts Sales Manager builds, maintains, and expands relationships with customers, channel partners, and internal stakeholders, to support growth in the aftermarket parts sales business.  The main objective for the Regional Parts Sales Manager is to drive increased parts sales revenue while maintaining or growing margin in a competitive relationship-driven market. This role is responsible for achieving sales, profitability, and other sales orientated objectives, while supporting the entire range of aftermarket service parts sales and customer segments within their territory, to drive growth through collaboration, exploration, and alignment of opportunities.

This position will require a high-energy, results driven individual that is equipped to take on growth initiatives for the Hobart Parts division, develop strategic business plans, and oversee performance and productivity of designated customers and channel partners to achieve results.  Applicants must have proven ability to perform in an environment that supports shared risk-taking, along with the ability to influence business partners and drive accountability through contractual requirements, processes, and relationship building.

The ideal candidate will be able to cultivate and grow business with existing clients, while identifying and developing new partnerships across multiple levels within their region.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The Regional Parts Sales Manager will be responsible for supporting and executing revenue growth plans to increase the ITW FEG parts market penetration.  This leader is responsible for profitable revenue growth through existing and new channels utilizing the ITW 80/20 and Front-To-Back (FTB) methodologies.  This is a critical role for the parts business and is responsible to provide business results to achieve annual revenue growth. Key deliverables include:

• Drive Revenue Growth: Responsible for creation and implementation of sales objectives and strategies. Track performance metrics for sales channels to create focus and drive continuous improvement.  Support service parts financial planning and monthly revenue outlook. Achieve outlook for sales and margin goals. Partners with channel partners to develop relevant, timely and successful sales plans, campaigns, programs, and special promotions to drive parts revenue growth. 

• Drive Strategic Channel Management: Manages joint partner planning processes, developing mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. Proactively assesses, clarifies, and validates partner needs on an ongoing basis. Meet assigned targets for profitable sales volume and strategic objectives for distribution partners.  Manage potential channel conflict through excellent communication internally and externally. Maintain face-to-the-customer contact to support the customers and channel partners with product, process, promotions, and training.
   
• Provide positive customer service experience for Hobart Parts customers: Develop and nurture relationships with customers, establishing productive, professional relationships with key stakeholders.  Ensure appropriate resources are engaged to provide world-class support, aligning with changing requirements and market trends. Develop, recommend, and implement process and system enhancements designed to streamline performance and capability with focus on continuous improvement.
   
• Support Market and Industry Analysis: Support research initiatives to better understand parts competitiveness, market share, and distributor/dealer performance helping to influence development of future products, services, and business growth.  Effectively research market and industry trends