ITW is a fortune 200 global multi-industrial manufacturing company with revenues totaling $12.5 billion in 2020. The company’s seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW has approximately 48,000 dedicated colleagues in operations around the world who thrive in the company’s unique, decentralized and entrepreneurial culture.

ITW Additives International provides Premium Brand additive solutions to address pain points in passenger car engines, giving the fastest and most cost-effective method for the car drivers and professionals to improve performance and extend life of the car. It also enhances value to our customers by offering selective car care and engine repair own-branded products. Major business segments include Professionals, New Car Dealers and individual car drivers.  Route-to-markets can very from distributors, OEMs, direct sales, retail to e-commerce.  Sales are approximately 80 million € annually

Summary

Under direction of the Vice President and General Manager, the Sales Director directs and coordinates sales activities to meet business objectives and achieve maximum results.  Works to improve the company’s competitive position in the marketplace. Defines customer and market requirements (service needs, product performance definition, size of opportunity, etc.). Work closely with marketing and R&D to identify new opportunities, launch new products or penetrate new markets.  Design and optimize the sales organization, market and channel approach and sales processes. Ensures the business unit meets or exceed business sales and margin objectives.

Duties and Responsibilities:

Sales

• Responsible for the sales processes, monitor effectiveness and drive improvement initiatives to increase sales efficiency. Implement best in class sales techniques throughout the department.
• Develop differentiated approach to 80/20 customers and products. Define service levels to gain competitive advantage with our 80 and be in-line with market practices with the 20s.
• Develop strategic business and long-range plans, define, direct and coordinate required strategies to meet aggressive accelerated revenues and income growth targets within the various channels.  Ensure the business unit meets and/or exceed business sales and margin objectives.
• Lead and direct sales and opportunity development activities for Key Accounts with Sales Managers to optimize variable contribution margin percentage (VCM %), Revenue, and customer satisfaction.  Major activities include identifying target market / company opportunities, identifying market / customer expectations and providing market data to identify and justify new product development.
• Responsible directly and through his/her direct reports to achieve in-depth penetration and familiarization with key accounts and prospects. Set revenue targets and KPIs and follow up on a monthly basis with the Sales Managers the performance against those targets. Visit new and existing key accounts regularly to improve customer satisfaction and identify additional product and service opportunities. Negotiate contracts with key customers.
• Responsible for developing and accountable for sales outlooks/forecasts that are consistent with business objectives/goals.
• Prepares and manages to achieve the sales expense budget to meet the business objectives/goals.
• Work closely with marketing for developing pricing strategies to optimize variable contribution margins and meet our 80/20 goals.
• Responsible for evaluating and reporting market conditions and competitive information.  Identify problem market areas, and develop, together with the Marketing department, sound imaginative sales strategies and tactics to address these areas.
• Together with Marketing and R&D, Understand the competition’s business model, develop product benchmarks, determine the ITW product offerings for the channel and execute strategic business plan.
• Plan and lead periodic sales meetings to achieve Company goals. 
• Hire, lead, organize, direct and train staff to optimize selling, while creating a highly supportive team environment.
• Coordinate interaction of staff with supporting operations to optimize order processing, product fulfilment and customer satisfaction.
• Oversees performance management of the sales staff and address issues of underperformance with diligence and care.
• Provide sales staff with tools to enable them to achieve Company goals including complete and accurate position descriptions, performance goals and / or expectations, ongoing performance feedback, periodic coaching, individual growth and development plans when appropriate.
• Ensures the organization has an effective sales training program and a competitive sales compensation programs to motivate sales employees with the expected revenue growth, maintain a high level of performance, and meet the business overhead and profitability goals.
• Report / communicate information to superiors related to status of accounts, progress of projects, expenses, past due customers, forecasts, quality issues, machinery requirements, etc. in a timely fashion.
• Represent company in the field as an information source to customers and potential customers, in areas of product capabilities, environmental issues, terms, etc…
• Be an active member of the Management team of the division.

• Master’s degree in Business or Engineering
• Experience in AAM, either with a producer/supplier of differentiated consumable products (not equipment), or with a major professional distributor
• Strong understanding and experience with B2B2C sales environment, understanding both the customer and the consumer needs
• 15 years of experience in sales, and minimum 5 as a Director/large team manager, and with proven track record in
  •  achieving sales growth
  • developing, implementing, and improving sales process, plans and tools to gain efficiency
  • driving change
• Strong business acumen
• Robust and proven ability to drive change throughout the organization
• Inspirational leader with the ability to drive large and remote sales teams in a competitive market
• Strong commercial and negotiation skills
• Collaborative team player and leader, ability to partner and work effectively with cross functional and support teams
• Problem solver with a positive attitude
• Excellent verbal and written communication abilities
• Fluent in English and French and/or Spanish. German is a plus.
• Must be a seasoned business traveler (up to 70% travel)
• Strong PC skills with proficiency in MS Office programs.

This job description should not be construed to include every function or responsibility that may arise.  Successful candidates will perform tasks as assigned or as deemed necessary in the course of day to day operations.