Global Sales and Marketing Director
Company: Illinois Tool Works Inc.
Location: Lakeville
Posted on: October 30, 2024
Job Description:
ITW Description:Founded in 1912, ITW (NYSE: ITW) is a global
industrial company centered on a differentiated and proprietary
business model. The company's seven industry-leading segments
leverage the ITW Business Model to generate solid growth with
best-in-class margins and returns in markets where highly
innovative, customer-focused solutions are required. ITW's more
than 45,000 dedicated colleagues around the world thrive in our
decentralized, entrepreneurial culture. In 2023, the company
achieved revenues of $16.1 billion, with roughly half coming from
outside North America. To learn more, please visitDivision
Description:ITW Electronics Assembly Equipment (EAE) Division is
made up of four brands strongly recognized by Contract
Manufacturers and OEMs in the Electronics and Industrial Markets.
The Division designs, develops, manufactures, and markets capital
equipment primarily used in the assembly process of Printed Circuit
Boards (PCBs) and other industrial applications. In 2023 the
Division had revenues above $183M and is positioned for above
market rates of growth. For more information visit:.Position
Overview:We are looking for a strategic and results-driven Global
Sales and Marketing Director to support the evolution of our sales
strategy and go to market execution. This position plays a critical
role in being customer obsessed and identifying ways to drive
profitable growth. The ideal candidate will have a proven track
record of success in driving revenue growth, building and leading
high-performing sales teams, and developing and implementing
effective sales strategies.Responsibilities:
- Leadership of global sales and marketing team including
accountability for: segment strategy, bookings targets and
forecasting, planning and execution of sales strategy, market
segmentation and external analysis (customer, competitors), key
metrics, marketing strategy and market development planning.
- Manages, organizes, staffs, and develops a marketing and
selling organization capable of achieving the appropriate coverage
in a market segment to meet market penetration, customer service,
pre-sale support and volume targets consistent with division plans
and objectives. Ensures sales opportunities are handled through the
most efficient sales channel. Manage creative staff and external
resources to support marketing plans.
- Establishes the plan for orders, revenue and sold margin, and
delivers to those plans. Through subordinate staff, develops and
executes annual sales plans. Accountable for definition of annual
prospecting and pipeline building initiatives and programs, to
support and grow a worldwide market organization. Monitors
worldwide sales activity to ensure progress against the plan and
takes corrective action throughout the year to achieve volume and
growth objectives. Forecasts future business for each fiscal year,
and updates the forecast periodically, as required. Collaborates
with Product Management and Engineering to provide insight on
current and future product offerings and programs.
- Through subordinate managers, oversees the effective and
optimized use of the Strategic Sales Excellence Framework. Manages
pipeline sales data in Salesforce.com and continually updates data.
Reviews metrics and results on a regular basis to identify trends
and/or potential problem areas.
- Defines and implements processes to effectively develop,
maintain, and manage customer relationships. Identifies key
accounts, develops, and executes plans that deepen and broaden
relationships with our customers.
- Works with Product Management on new product introduction and
develops sales strategies, marketing plans, and playbook to support
the introduction. Establishes sales metrics for new products and
executes plans to achieve targets.
- Works with Parts, Service and Support team on aftermarket
offering to support customer needs and meet division
objectives.
- Lead development of advertising, PR, social media, trade show,
and sales tool strategies to promote brand and differentiated
product features.
- Establishes annual operating budget for marketing / selling and
manages against that budget.
- Has an ability to manage in a multi/cross-cultural environment.
Seeks understanding through broad cultural "lens". Should be
flexible/adaptable to different cultures but resolute in terms of
upholding ITW Values Qualifications:
- Bachelor's degree; MBA or equivalent preferred.
- Experience managing a complex go to market strategy (both
direct and channel sales).
- Minimum 15 years of experience in a marketing, selling or
product management capacity.
- Minimum 5 years of engineering experience preferred.
- Minimum of 10 years of experience managing a technical sales
organization.
- International experience with cross-cultural awareness highly
desired.
- P&L management experience preferred.
- Broad understanding of standard high-tech/capital equipment
sales methods and practices, particularly competitive selling
techniques.
- Strong oral and written communication skills.
- Working knowledge of components and processing involved to
develop strategic account management and sales plans.
- Thorough understanding of financial business concepts and
marketing
- Ability to establish effective relationships with customers and
business partners.
- Experience with managing complex sales teams and programs.
- Willing to travel approximately 40% of time.
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Keywords: Illinois Tool Works Inc., Coon Rapids , Global Sales and Marketing Director, Sales , Lakeville, Minnesota
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