Commercial District Manager

Less than 5 years experience  •  Business Services

Salary depends on experience
Posted on 11/24/17
Sacramento, CA
Less than 5 years experience
Business Services
Salary depends on experience
Posted on 11/24/17

OVERVIEW:

Comprised of a market-leading portfolio of best-in-class brands, the businesses of ITW Welding work together to provide premium performance delivered through a breadth of solutions encompassing welding, cutting, consumables, and accessories. ITW Welding North America represents Miller Electric Welding Equipment, Safety & Accessories, Hobart Filler Metals, and Bernard / Tregaskiss MIG Guns.

BASIC DESCRIPTION:

The Commercial District Manager is responsible for driving profitable growth and market share gains through strategic distributor partnerships focused on ITW commercial products at retail. This position centers around creating an effective overall ITW showroom experience for the end user customer through the implementation of commercial programs, the development of commercial go to market strategies, and the execution of strategic account plans. The commercial platform of products targets the fragmented retail market and encompasses a wide range of welding machines, filler metals, safety apparel, guns, consumables, and gas apparatus from across the entire ITW Welding portfolio.

This territory coverage is for northern California, Oregon, and Washington. Ideal location for the candidate to be based out of would be Sacramento/Bay area or along I-5 corridor with proximity to air transportation.

DUTIES AND RESPONPSIBILITIES:

Distributor Account Management

The “80”

•Create account plans for most grow-able, strategic distributor partners driving overall commercial growth and channel market share

•Analyze and map 80/20 commercial market potential and ITW growth opportunities in area of responsibility; align strategies & measure success against the “80s” accordingly

•Establish strategic relationships with distribution leadership and decision makers to be a trusted advisor driving growth for the distributor business through ITW solutions

•Initiate and lead distributor sales meetings, involving senior distributor leadership and key decision makers, focused on current strategic growth initiatives, market insights, and future partnership opportunities

•Provide key distributors with a regular and comprehensive report on progress towards sales goals and program execution, which includes insights on how to achieve those goals where progress is not being met

Defend existing sales base through the use of commercial go to market programs and contribution reports to build distributor advocacy through direct communication with ”80” store level sales personnel

•Conduct monthly reviews with regional sales resources on distributor activity and progress towards commercial goals

The “20”

•Ensure that distributors have the key customer service contacts they need to be self-sufficient

•Establish strategic relationships with distribution leadership and decision makers to be a trusted advisor driving growth for the distributor business through ITW solutions

Commercial Program & Sales Execution

The “80”

•Develop launch/implementation plans and processes that ensure consistent and sustainable execution of channel programs for key distributors

•Execute & communicate commercial programs and promotions within key distributors to drive ITW sales and channel market share

•Profile and implement distributor showroom & merchandising that enhances the point of sale presence, retail image, and presence of ITW Welding products driving the overall customer experience

•Implement distributor training programs that include ITW product knowledge, marketing initiatives, and business processes

•Collaborate with regional resources to determine the “80s” distributor events, trade shows, and customer appreciation functions and assist in determining how the team will provide sales support for those events

•Effectively analyze market and sales data to take corrective action, create localized programs and promotions, and defend existing business as well as identify end user events and messaging that can drive showroom traffic and demand

The “20”

•Electronically communicate commercial programs and promotions to drive ITW sales and channel market share

•Effectively analyze market and sales data to uncover growth opportunities that could move the distributor into the “80s” category

  • Profile and implement distributor showroom & merchandising that enhances the point of sale presence, retail image, and presence of ITW Welding products driving the overall customer experience

Commercial Platform Liaison

•Be the conduit between the commercial go to market team and the regional sales team to ensure consistent execution of programs across the region and uniform communication of initiatives to distribution.

•Assess and keep ahead of competitive tactics, potential threats and overall distributor needs and proactively communicating these trends to the commercial go to market team.

•Provide commercial go to market team with data-driven feedback/recommendations as to the success or failure of our top commercial programs & promotions.

Job Requirements

MINIMUM QUALIFICATIONS:

  • Bachelor’s Degree in marketing, business or related discipline.
  • Minimum of three years of sales or marketing experience; selling and demonstrating industrial products.
  • Previous experience with industrialdistributionchannels preferred
  • Ability to build effective account plans, manage sales opportunities, and effective account management.
  • Strong ability to communicate the value offering to all levels of distributor management.
  • Strong value selling skills with the ability to convert new business.
  • Proficient in Microsoft Office programs and CRM system.
  • Strong communication, presentation, time management, and interpersonal skills.
  • Overnight travel up to 50%
  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job
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