Segment Manager - Heavy Industries

Company Description

• ITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $14.1 billion in 2019. The company’s seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW’s approximately 45,000 dedicated colleagues around the world thrive in the company’s decentralized and entrepreneurial culture. www.itw.com. 

Polymers & Fluids segment is composed of highly branded products serving diverse markets that require value-added, differentiated solutions. These product offerings include adhesives, sealants, coatings, lubricants, additives, and cleaners for Transportation, Electronics, automotive aftermarket, MRO, Industrial Cleaning and Lubrication, New Energy, and Marine industry customers with unique needs. ITW differentiates through leading brand positions, technology, and innovation, and strong focus on specific niche opportunities. PPF East Asia is a division with regional headquarter in China and we have operations cross Korea, Japan, Hong Kong and countries in Southeast Asia.

Job Description

The Heavy Industry Segment Manager is a key sales leadership position at ITW Performance Polymers who leads, manages, motivates, develops, and retains a successful sales team in NA to meet and exceed the segment’s growth objectives. The ultimate objective is to drive profitable top line growth and increased market share though effective promotion and selling efforts, and channel management.  This role is also actively involved in partnering with the Sales Director to craft the division’s growth strategy based on a strong understanding of the Heavy industry market, our customers, the competitive landscape and ultimately what it takes to win. Heavy industry market being defined as follows: Petrochem, Mining, W&A, other.

PRIMARY RESPONSIBILITIES

• Work closely with the division’s Marketing and Technical teams to gain an in-depth knowledge of our Heavy Industry customers, channels, products, and applications to fully understand what drives value and competitive advantage in this segment. Develop and apply action plans for strategic processes, to drive sales growth and source new Heavy industry markets and customers.
• Lead the development and execution with strong commercial plan for the Heavy industry segment in collaboration with the Sales Director and Business Development manager.
• Lead a team of Regional Sales Managers to achieve aggressive growth targets with direct accounts and channel partners.
• Manage all sales activities and assist the Heavy industry sales team in managing their territories through effective prospecting, funnel management and account planning, ensuring adequate prioritization of efforts to maximize profitable growth.
• Use ITW 80/20 business model to increase sales force effectiveness to capture market share in targeted segments.
• Work closely in collaboration with the Sales Director to implement and execute Sales Excellences tools and processes that support the divisions growth strategy.
• Utilize SalesForce.com to effectively collect and analyze key sales information, and to manage robust sales processes such as pricing, funnel, account and territory management.
• Grow, manage and validate sales funnel reflecting well quantified probability of winning the business.
• Establish a Go-To-Market approach and tactical plans for new products introduction.
• Partner with Sales Director and peers to assess and re-organize our distribution channels, to optimize our market penetration and leverage our direct sales force.
• Manage the Heavy industry pricing approval process and price increases to adequately reflect the ITW Performance Polymers competitive advantage and ensure the segment achieves its profitability targets. 
• Establish close relationships at senior levels with key industry partners, current and potential customers; able to gain direct access to and effectively collaborate with the customers’ key decision makers.
• Hire, develop and retain a strong team of regional and/or industry specific sales leaders to support our short and long-term growth objectives.
• Recommend and implement appropriate organization changes in a timely manner.
• Manage accurate forecast of revenue in line with business expectations and own the Heavy Industry segment budget to meet profit plan requirements. Apply countermeasure process in a timely manner when actual sales fall short of forecast.
• Prepare monthly reporting package on sales performance relative to Outlook and PY.

Qualifications

• 7+ years of industrial (B2B) sales