Sales Manager, EOEM

Company Description

Illinois Tool Works Inc. (NYSE: ITW) is a global Fortune 200 diversified manufacturing company that delivers specialized expertise, innovative thinking, and value-added products to meet critical customer needs in a variety of industries. ITW, with approximately 14.1 billion dollars in global revenues, operates seven major segments with businesses in 57 countries that employ approximately 45,000 women and men. These talented individuals, many of whom have specialized engineering or scientific expertise, contribute to our global leadership in innovation. We are proud of our broad portfolio of more than 16,000 active patents. 

ITW Deltar Fasteners is a large division within the Automotive Segment and serves all the major OEMs and their tier suppliers with plastic fasteners. Locations include: Frankfort, IL; Chippewa Falls, WI and our Commercial Sales and Engineering in Troy, MI. 

The division drives profitability by leveraging its innovative solutions and application engineering. In addition to ITW’s industry leading research and development capabilities, ITW Deltar Fasteners enhances our customers’ competitive advantage by:

• Maintaining advanced engineering and manufacturing facilities in NA.
• Exchanging product, process and benchmarking information with sister units worldwide.
• Continually improving processes, material and designs to ensure every product exceeds customer specifications while providing unparalleled value.

Job Description

The Sales Manager (VW, BMW, Daimler, Volvo) will report to the NA Sales Director and will be responsible for the development and performance of all sales activities in assigned OEM market(s).

• Along with the Sales Director in NA and ITW Europe office, establishes the direction, performance goals, plan and vision to align the resources of the OEM sales team to ensure growth and penetration with current “80” launches.
• Leverage local market knowledge to focus on growing products and introduce new ones applying an “outside - in” discipline.
• Build and nurture customer relationships at management stakeholder levels (Purchasing, Engineering, Manufacturing) that provide insight and a landscape where ITW has a competitive advantage through our “cradle to grave” relationships.
• Lead and support the OEM team(s) to drive customer engagements though value add interactions: such as Lunch & Learns, A2Mac1/Vehicle Teardown Events, Line-Walks, Tech Shows, and Wellness Visits.
• Lead OEM team(s) to secure new business wins and to build, maintain, and manage a funnel of top growth opportunities and projects. Maintains and manages new business win monthly forecasting.
• Create and implement a data driven customer growth strategy for your responsible account(s) that outline what we want to achieve, how we are going to achieve it, and the key milestones & enablers for success.
• Carry out comprehensive market research aligned with the strategic growth priorities, to understand the market niche and growth opportunities.
• Maintains a continuing analysis of reports such as sales reports, sales expenses, new and lost business, etc., for the purpose of detecting undesirable trends at an early stage in order to take prompt remedial action for specific OEM.
• Apply ITW innovation strategies utilizing the ITW Toolbox.
• Champions the ITW Leadership Development framework, developing talent within the business.
• Identifies and develops key leaders for future roles.
• Demonstrates personal effectiveness and leadership that creates a culture of high performance.
• Nurtures an environment consistent with the ITW values and culture.
• Develop and maintain budgets for the responsible OEM team(s).
• Other tasks and duties as assigned.

Qualifications

• At least 5 years’ proven track record of sales growth in European OEM accounts
• At least 5 years’ experience in sales management
• Bachelor’s degree - B.A. /B.S. from four-year College or University in Business or Engineering or equivalent ITW experience; Master’s Degree a plus
• Automotive plastic or metal fastener sales experience a plus
• Proven track record of growing European accounts and/or leading a sales team
• Proven track record of successful customer negotiations
• Proven track record of creating and implementing customer growth strategies.
• Ability to establish and set data-driven sales targets that tie to long-term growth aspirations.
• Ability to develop budgets and sales forecast to a business plans (Annual and Long Range Plans) and demonstrate accuracy. 
• Excellent interpersonal, communication, and presentation skills with ability and willingness to communicate, and work with other regions, especially Japan
• Proven ability to generate respect and trust from staff and external customers/contacts, including the ability to work collaboratively with colleagues and staff to create a results driven, team- oriented environment.
• Proven ability to deal with changes in the business or its environment.
• Willing to travel; primarily domestic and occasionally world-wide.

Additional Information

All your information will be kept confidential according to EEO guidelines.

ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. 

As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. 

All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.