EMEA Regional Sales Manager

Job Description

Business Unit Description:

ITW Industrial Components, a Business Unit within the ITW Appliance Division, focuses on industrial customers and applications. Markets include packaging, transportation, military/aerospace, off-road vehicles, industrial manufacturing, marine, and more. This global division manufactures electromechanical and electrical components and assemblies, security seals, taps & fitments, and a variety of plastic injection molded parts via a variety of manufacturing processes. We have locations in the US, China, Mexico, United Kingdom, Slovenia, and New Zealand.

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

• Maintaining advanced global engineering and manufacturing facilities.
• Identifying customers’ needs to provide continued added value solutions.
• Continually improving processes, material, and designs to ensure every solution exceeds customer expectations while providing unparalleled value.
  
  

Position Summary

This position will report to the Business Unit Manager and will oversee and drive business within the EMEA region. They are responsible for managing the EMEA regional sales team (both inside and outside personnel), developing and implementing sales strategies, setting and achieving sales targets, and building strong customer relationships. This role also includes tasks like training, motivating, and coaching the sales team, as well as analyzing sales data and making recommendations to improve performance.

Responsibilities And Authority

• Manage a regional team currently consists of two outside salespeople (Business Development Managers) and two inside support salespeople (Inside Sales and Customer Service).
• Ensure the region meets or exceeds sales targets, focusing both on annual commitments and long-term goals.
• Prepare sales reports, forecasts, and budgets for the region and ensure accuracy towards stated goals and deliverables.
• Develop strategies and tactics to defend current business and drive organic growth for the region.
• Foster strong relationships with key accounts and customers within the region.
• Work closely with innovation team to drive customer-back-innovation solutions.
• Provide coaching and mentoring support to individual salespeople to help them achieve their goals.
• Takes appropriate steps to protect and safeguard ITW intellectual property.
• Prepares and gives presentations to management on matters concerning sales outlooks and annual planning. Included should be customer market analysis, product selection and simplification, changing business environment, technology and innovation at key customers, competitors, or market-segment.
• Complies with industry regulations by studying existing and new legislation, enforcing adherence to requirements, and advising management on needed actions (e.g. export compliance; protection of intellectual property).
• Maintains professional and technical knowledge by attending seminars, reviewing professional publications, establishing networks, and/or participating in professional associations.
  
  

Position Skills And Experience Requirements

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor’s degree in Business-related or Engineering/technical-related field.
• 7-10 years of experience in technical sales, including account management, establishing contacts, and major revenue scope of responsibility.
• Experience within a manufacturing environment, covering a broad range of products, technologies, and markets.
• Proven experience in negotiating and closing projects. Basic understanding of contractual terms and financial modeling (e.g. proposal evaluation).
• Basic knowledge of program management and business processes and procedures, including technical and business proposal development. Proficient in the use of standard business applications software and specialized CRM programs.
• Advanced Excel skills required.
• Excellent written and verbal communication skills, an effective and active listener and have effective interpersonal, persuasive, and analytical skills. Professional communication skills across diverse cultures and managerial levels.
• Ability to respond to significant inquiries or complaints from customers, regulatory agencies, or members of the business community.
• Effectively communicates and influences decisions at all levels of internal and external management and customers.
• Overnight, long distance travel may be required to up to 25%.
• Proven ability to develop and implement business growth strategies and tactics.
• Strong business analytical skills, with 80/20 mindset.