Strategic Marketing & Sales Manager

Job Description

ITW Description:

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’s 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 totaled $15.93 billion in 2022.

Division Description

ITW Electrostatics, a division of Illinois Tool Works (NYSE: ITW), part of Test, Measurement and Electronics segment is industry leading manufacturer and designer of static control devices for equipment makers and end users. Electrostatics division revenues are ~$250MM per year and it is headquartered in Hatfield, PA USA. Division has operations in USA, Europe, China, and Asia, including nine manufacturing plants and 500 employees. Electrostatics division brands include: SimcoION, Eltex, Pillar Technologies, Teknek, Opto Diode, Vortec, Paxton, AEGIS).

Job Summary

As a key member of the leadership team, the Startegic Marketing and Sales Manager develops and implements a comprehensive global sales plan that includes new and existing account sales strategies. They will lead cross-regional sales teams to penetrate key accounts and aggressively expand relationships. The Startegic Marketing and Sales Manager is responsible for the revenue, talent management, and overall effectiveness of Opto Diode‘s global sales organization. Reporting to the Business Unit Manager, the Startegic Marketing and Sales Manager will collaborate with the leadership team to establish Annual Plan and Long Range Strategies.

Primary Responsibilities

Strategy and Sales Deployment:

• Partners with the leadership team to develop and execute Annual and Long Range Plans based on in-depth understanding of business and operations.
• Develop the vision, strategic plan and the annual tactics in collaboration with leadership to drive an optimized global sales strategy.
• Analysis of sales productivity, capabilities, and capacity utilization to drive global and regional decisions.
• Evaluate and recommend changes in compensation, structure, metrics, or other areas to maximize sales productivity in key markets, geography and across products.
  
  

Sales Growth & Planning

• Lead sales pipeline, forecasting, planning and budgeting process and ensure that it is appropriately integrated with other planning processes employed within the division.
• To support OptoDiode’s Front-To-Back strategy
• Increase sales in strategic markets and determine sales strategies in non-strategic markets/regions.
• Implement a sales governance framework and internal controls to ensure pricing and margin targets are achieved.
• Lead and energize Sales Team to sell value and differentiation to the Market.
• Monitor marketing channels to ensure they support objectives set out across various accounts.
• Conduct regular revenue management meetings with the BUM to track current sales as well as pricing strategy.
• Build and maintain strong relationships with channel partners. Establish performance metrics, provide training and support, and develop effective channel programs.
• Collaborate actively with the business development team on new business and active briefs to build compelling brand marketing packages, proposals, presentations for optimal conversion.
• Be the “Voice of the Customer: to the leadership team and create and implement Sales Plans/Accountabilities globally.
• Monitor and analyze the competition to identify selling strategies and emerging trend with the Applications Engineering team.
  
  

People Leadership & Talent Development

• Leads and develops talent to maximize individual, team and organizational effectiveness. Fosters a culture of engagement and accountability, cascading vision, and creating goal alignment
• Use appropriate interpersonal styles and techniques to gain acceptance of ideas and plans. Coaches through feedback, development planning and performance management
• Champion the effective use of change management principles, strategies and techniques to plan, implement and evaluate change.
• Build a strong pipeline of talent to ensure a diverse high performing organization.
• Lead a change management process to build organizational capability to sell solutions using a consultative approach.
  
  

Qualifications

• Bachelor's degree in Electronics, Optoelectronics, or related field. Strong understanding of sensors market is desired.
• 10 years of demonstrated experience in penetrating new markets and creating sustainable differentiation in value added equipment and/or technology sales.
• Strong verbal and written communication skills. Strong interpersonal & negotiation skills, with the ability to build rapport, establish trust and close deals. Excellent communication, interpersonal, and presentation skills.
• Ability to shift priorities, demands and timelines through analytical, problem-solving capabilities and a data oriented approach.
• Experience in channel management and partner development.
• Strong understanding of supply chains in all or at least two of the following: semiconductor sector/medical diagnostics/environmental monitoring and/or military aerospace markets is highly preferred.
• International experience and ability to work in a diverse and multicultural environment
  
  

Other

• Experience in a global sales environment.
• Dynamic, outgoing, proactive individual with an extraordinary & positive outlook towards work and his/her team.
• Independent individual with an ability to prioritize tasks, and meet deadlines in a fast paced environment.
• Proven understanding of the Microsoft Office Suite, in particular Word, Excel and Power Point, Teams. Knowledge of sales methodologies and CRM systems.
• Ability to travel 60% within the assigned territory.
  
  

Physical Requirements & Work Environment

The physical demands/work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is exposed to a manufacturing environment including repetitive motion, bending, lifting, twisting, crouching, reaching, pushing and/or pulling.
• Ability to stand, walk, or sit for long periods.
• Ability to perform repetitive motion type tasks regularly such as walking, typing, using fingers and hands.
• Ability to regularly lift and/or move up to ten (10) pounds and rarely lift up to fifty (25) pounds.
• The ability to wear personal protective gear (safety shoes and glasses)
• Ability to communicate with others to exchange information.
• While performing the job functions of this position, the employee will have exposure to an environment near powered motor vehicles, power tools, and automated assembly fixtures.
  
  

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. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

Compensation Information

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