Illinois Tool Works

Regional Sales Representative - Great Lakes

Illinois Tool Works • $100K — $120K *
US-AnywhereRemote in Michigan, US
Manufacturing & Automotive
5 - 7 years of experience
Reposted Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree in Business, Marketing, or related field preferred
  • Minimum of five (5) years' sales experience in industrial manufacturing
  • Proficient in Microsoft Office (Word, Excel, PowerPoint) and Outlook
  • Experience in conducting professional sales/product training
  • Proven ability to meet sales goals and close new business

Responsibilities

  • Manage total sales of assigned product segment within a defined territory
  • Develop a strategic distribution partner strategy for regional growth
  • Provide education and business reviews to distributors
  • Identify product conversion opportunities with end users
  • Document and report on sales activities in SalesForce.com
  • Attend business meetings and industry events regularly
  • Support Operations as a backup for critical customer service activities

Benefits

  • Comprehensive training and ongoing support
  • Opportunities for professional development
  • Hybrid work flexibility
  • Participation in industry trade shows and business events
  • Travel opportunities across the assigned territory
Full Job Description
Job Description:

Summary:

The Regional Sales Representative (RSR) is a consultative sales role responsible for working with end users and all levels of the Distributor network to drive profitable business with targeted accounts. The RSR is responsible for territory management, identifying and qualifying customers' needs, developing new sales opportunities, and optimizing existing accounts to increase product market share and new product sales.

Essential Duties:
  • Responsible for total sales of assigned product segment and SKUs within a defined geographic territory. Will be expected to meet or exceed the sales plan for the defined territory for the sales period.
    • Industrial MRO Product Lines: LPS, Dykem, SCRUBS, Dymon, Rustlick, Acculube, and Spray Nine
  • Develop a distribution partner (regional and branch locations) strategy for the assigned region. Develop and document a strategic vision to partner with "80" distributor locations to organically grow revenue.
  • Provide appropriate education, engage in ride-alongs, complete business reviews, exhibit at open houses, and develop co-op marketing programs in tandem with Marketing to drive top-of-mind behavior at assigned distributors.
  • Develop and document a strategic vision to grow with end users within the assigned territory. Identify product conversion opportunities, engage in/coordinate product trials, and negotiate commercial terms as necessary.
  • Administrative
    • Reporting - Communicate as required within the business all necessary information from financial results to strategic intent within the assigned territory.
    • SalesForce.com (SFDC) - Utilize the system for all areas of documentation required within the region. Some examples, but not limited to:
      • Funnel/Pipeline Management: Foster all leads and opportunities through SFDC to meet all funnel goals, overdrive when possible, and ensure that all funnel opportunities are kept current.
      • SPA: Enter all required SPAs in a timely fashion to ensure proper evaluation and approval of all potential SPAs.
      • CBI: Document all opened CBI opportunities and provide information as required from product management and R&D to help drive new product development opportunities.
      • Sales Campaigns: Enter all data required for sales campaigns as required by the management team or campaign leaders.
      • Other: Any additional requests, reports, or details required by the sales management team.
  • Customer Back Innovation (CBI): Make calls, direct questions as appropriate with customers, enter the required number of opportunities, and ensure that any potential CBI opportunity is evaluated properly within the ITWPB business.
  • Coordinate and communicate as necessary on open orders, shipping, accounts receivable, etc., to ensure complete account management always.
  • Attend business meetings, trade shows, or other required industry/business events as required.
  • Execute any ad-hoc or newly introduced projects, plans, campaigns, or initiatives the commercial management team deems necessary to implement.
  • Comply with timelines for all Workday activities, required trainings, and any additional necessary requirements, such as Dayforce vacation tracking.
  • Supports the Operations team to ensure proper coverage of production operations. Act as a backup for direct reports, when required, for critical activities required to serve the customers of ITW Pro Brands.
  • Follows the 80/20 philosophy in prioritizing daily tasks and serves as a contributing member of the Technical Operations Staff.
  • A professional represents the company in a number of diverse settings, including active participation in required audits and other related meetings.
  • Foster, communicate, and exemplify the values of ITW; act with integrity and trust, operate with simplicity, treat everyone with respect, and take shared risk.
  • Travel is required (75% or more).
  • Performs other duties as assigned.


Education/Experience/Other Competencies
  • Bachelor's degree in Business, Marketing, or related field preferred.
  • Minimum of five (5) years' sales experience in an industrial manufacturing environment.
  • Proficient in Microsoft Office programs (Word, Excel, PowerPoint) and Outlook. Strong written, verbal, and collaborative communication skills.
  • Experienced in conducting effective and professional sales/product training via in-person or virtual (Webinar), to groups and various media forums.
  • Experience in successful sales strategy formulation and execution.
  • Proven experience in meeting sales goals/quotas and ability to prospect and close sales to new and existing customers.
  • Knowledge of marketing principles and experience in gathering market intelligence and conducting competitive analysis.
  • Business classes/ seminars, including organization and time management, Business Administration, and various sales helpful.
  • Well-developed emotional quotient, able to relate well to people at all levels inside and outside the organization, such as operators, executives, suppliers, customers, etc.
  • Commitment and willingness to strive toward achieving goals and business objectives. Acts with a sense of urgency to drive results.
  • Possess an entrepreneurial spirit and are willing to take initiative with a focus on the key initiatives and opportunities for improvement and growth.
  • Able to adapt effectively to changes in the work environment in a positive manner; able to deal with frequent change, delays, or unexpected events.
  • Excellent communication skills with all levels of the company and customers.
  • Able to effectively work with and through others in a collaborative environment.
  • Takes ownership and drives positive change.
  • Excellent verbal, written, interpersonal, communication, and presentation skills with experience in working with all levels of the company and outside resources.
  • Proficient time management and prioritization skills.
  • Ability to travel 75% or more for business demands; includes overnight
  • Self-starter, highly motivated, follows directions well, and can work with little or no supervision.


Compensation Information:

100,000 - 120,000

About Illinois Tool Works

ITW is an industrial manufacturing company that specializes in the fields of industrial machinery, engineering, operations, sales, marketing, finance, and accounting. It's in deep-sea oil rigs, aerospace technology, bridges and wind turbines, healthcare, the spaces in which they live and work, the cars they drive, and the mobile devices they rely on. It was founded in 1912 and headquartered in Glenview Nas, Illinois.

Illinois Tool Works Careers

Join the dynamic team at Illinois Tool Works (ITW), a global leader in diversified manufacturing, where innovation and excellence drive us forward. ITW offers unparalleled job opportunities, fostering a culture of growth and leadership in the industry.

Work You’ll Do

At Illinois Tool Works, you will be part of a professional community that thrives on creativity and innovation. Our employees are equipped with the skills needed to succeed and are provided with endless opportunities for professional growth. Engage in work that matters, with projects that transform industries and enhance futures.

Explore Career Paths

Whether you're seeking an internship, a graduate opportunity, or a seasoned professional position, ITW offers a range of career paths across various departments. Our team benefits from a supportive and diverse working environment where every member’s contribution is valued.

Innovate and Lead

Join a team where innovation leads to revolutionary solutions in industries worldwide. At ITW, you will work alongside industry experts to develop new ideas and strategies that keep us at the forefront of technological advancements. Your career at ITW will be marked by a continuous journey of growth and leadership.

Develop Your Skills

With ITW’s commitment to professional development and diversity training, you will enhance your skills through targeted training programs and workshops. These opportunities not only boost your career but also ensure you stay competitive in the job market.

Be Part of Our Culture

ITW is dedicated to building a culture that respects and embraces diversity, encourages innovation, and fosters leadership. Our team is our greatest asset, and we believe in providing them with the benefits and resources they need to succeed both professionally and personally.

Networking and Professional Growth

Expand your professional network through ITW’s global presence and collaborative work environment. Engage with professionals across different sectors, gaining insights that can lead to significant career advancements. Our networking events and professional groups help you connect with key industry leaders and peers.

Join Our Team

Search for open positions that match your skills and interests on the ITW Careers page. We are looking for passionate, curious, and solution-driven team players who are ready to take their career to the next level.

Stay Connected

Keep up to date with the latest industry trends, company news, and career tips by following our careers blog. Personalize your experience by subscribing to job alert emails, tailored to your preferences and career goals. Explore the opportunities at Illinois Tool Works today and discover how your expertise can help shape the future of our company and the industries we serve. Join us in our mission to achieve excellence through innovation and leadership.
Learn more about Illinois Tool Works
Size
45,000 employees
Market Cap
$68.1 billion
Industry
Manufacturing & Automotive
Net Income
$2.1 billion
Founded
1912
5 Year Trend
+1.2%
Revenue
$12.5 billion
NASDAQ
ITW
* Ladders Estimates

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