Sales Development Manager

Company Overview:

Founded in 1912, Illinois Tool Works Inc. (NYSE: ITW) is a diversified, Fortune 200 manufacturing company that delivers specialized expertise, innovative thinking and value-added products to meet critical customer needs in a variety of industries.  Ranked among Fortune Magazine’s most admired companies, the company focuses on solid growth, improving profitability and strong returns across its worldwide platforms and divisions.  These divisions serve customers and markets around the globe, with a significant presence in developed as well as emerging markets.  ITW’s revenues total $14.8 billion in 2018.

SUMMARY

This Sales Development Manager provides support and guidance to the field sales organization to improve Refrigeration’s profitability by maximizing sales volume for individual product lines. This position will develop tactical planning by product category to meet the sales goals as established in the Annual Operating Plan. The main area of support for this position is the Dealer Sales Channel and includes end user/operators and foodservice consultant/specifiers.   

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Work in collaboration with Foodservice Dealer Sales teams including Regional Directors, Factory Direct sales team members and Independent Rep Groups.
• Interface with manufacturing, engineering, sales, marketing, and Refrigeration administration groups to position product lines for increased sales volumes.
• Provide day-to-day product support, customer product presentations and administer promotional opportunities to the field selling organization.
• Provide product knowledge expertise to the sales team.
• Assist with the development of product launch plans and sales training materials.
• Responsible for factory and showroom visits and demonstration of product benefits and value to key customers.
• Develop and articulate the value proposition and develop pricing strategies for key accounts.
• Performs other duties as assigned.

• Minimum 5 years of experience in selling and/or marketing products in a business-to-business environment
• Proficient with Microsoft Office applications (especially Excel)
• Superior time/project management ability with expertise in Customer Relations Management (CRM) systems
• Proven Experience presenting complex concepts and value propositions to large groups
• Exceptional verbal, written and interpersonal communication skills
• Demonstrated ability to develop sales and marketing strategies for new and existing products
• Ability to understand and communicate technical information about products
• Food service industry experience and established key account relationships preferred but not required

Education and Work Experience

• Bachelor degree required
• Five or more years’ experience selling and/or marketing products in a business-to-business marketplace required.
• Experience interacting, communicating, presenting, and selling to customers at all levels of the organization.
• Experience developing sales, marketing, and pricing strategies.
• Capacity to understand and communicate compelling value propositions.
• Proven track record of successful sales execution
• Willingness to travel up to 60%

Competencies

• Strong analytical mindset – ability to identify and act on trends, customer pain-points, and competitive threats/opportunities.
• Proven teamwork and collaboration skills
• Strong learning agility
• Proficient with Microsoft Office applications

PHYSICAL DEMANDS & WORK ENVIRONMENT

Physical Demands

While performing the duties of this Job, the employee is:

• Operate common office equipment, i.e. PC, phone, copier, printer, fax
• Regularly required to sit or stand using computers and various communication devices
• Frequently required to interact with employees and agency representatives
• Occasionally required to lift less than 20 pounds

Working Conditions

• Office environment
• Occasional exposure to factory and warehouse environments

Hours of Work

• Monday – Friday, 8 hours per day with flex starting times
• Infrequent weekends as work demands may require

Benefits:

Take this opportunity to join a successful and enthusiastic global team where you can make a significant impact immediately. You will enjoy a competitive salary and a generous benefits package that includes health, dental, life, LTD insurance, 401k (with company match), employee assistance, wellness and 100% tuition reimbursement programs. ITW is an Equal Opportunity/Affirmative Action employer.

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.