Illinois Tool Works, Inc. Sales Director for the Americas in Hendersonville, Tennessee

Sales Director for the Americas at ITW

Job Description

Job Summary

As a key member of the leadership team, the Sales Director for the Americas (SDA) is responsible for all sales related activities in North and South America within the defined target market segments to meet revenue growth objectives for the organization. The SDA works closely with the functional areas of Global Marketing, Global Engineering and Global Service and other key stakeholders as needed.

Nature and Scope

Create and maintain a Sales organization in North and South America that supports our Division’s global strategy and financial goals and meets and exceeds customers’ expectations. The position requires travelling within the Americas and potentially internationally for customer and company meetings.

Accountabilities and Performance Measures:

  • Determine and execute strategic sales plans, both short and long-range, for North and South America by implementing sales and go-to-market strategies and analyzing trends and results.

  • Direct staff selection, training, and performance evaluations to develop high-performing sales team that embraces continuous process improvement.

  • Lead US sales team to accomplish sales targets and annual plan goals and build consistent year over year revenue growth.

  • Design sales strategies utilizing market data, customers’ goals and Dynatec’s unique product portfolio.

  • Establish and maintain relationships with industry influencers and key strategic partners.

  • Meet with key clients, assisting sales representatives to quickly progress “trusted advisor' status as well as negotiating and closing sales transactions.

  • Define “A' customers and design sales activities that will capitalize on business opportunities with these key customers and ensure continued growth.

  • Develop and effectively communicate a unique value proposition through proposals and presentations.

  • Maintain professional and technical knowledge by reviewing professional publications and establishing personal networks.

  • Represent ITW Dynatec at trade association shows and meetings to promote products.

Job Requirements

Qualifying Requirements:

  • Education and Professional Experience – Minimum 7 years in a business-to-business sales environment, which includes 2 years in sales management roles with annual revenue responsibility in excess of $10 million. Demonstrable experience in developing client-focused, differentiated and achievable solutions. Four year college degree from an accredited institution required; Master’s degree preferred.

  • Industry/Functional Experience – Proven sales experience, consistently meeting or exceeding targets. Knowledge of sales process, marketing, people management, finance and accounting as well as project management principles and practices. Proficiency with Microsoft programs required.

Critical Competencies for Success:

  • Effective People Manager – Leads by example in a team environment. Attributes include being inclusive, hands-on, strategic, articulate, energetic, accountable and decisive. A positive motivator who encourages and persuades, and an excellent team builder who knows how to attract, train, manage and retain a world class team. Effectively selects and develops talent in a diverse company culture.

  • Strong communications skills – Maintains an open communication style, exhibiting strong verbal, written and presentation skills, and states expectations clearly. Exhibits executive-style presence with both internal and external audiences. Can quickly grasp the technical aspects of B2B sales and the ability and confidence to articulate the value proposition to clients and market partners.

  • Technical Aptitude – Ability to quickly understand technical information as related to products offered by the organization and identify customer pain points and work toward creative solutions within the product offering portfolio of the business.

  • Team Player – An aggressive, results-oriented individual who, at the same time, is the consummate team player. An individual who earns respect of senior management, peers and subordinates.

  • Global Perspective – Ability to thrive in a global business environment and discern and manage cultural differences/influence on business practices.

  • Business and Financial Acumen - Demonstrates deep and broad business acumen and financial management skills. Understands the financial impact of decisions and trade-offs (understands key drivers of revenue and costs and applies it in decisions to optimize growth and profitability).