Job Description

POSITION SUMMARY:

ITW Specialty Films division is seeking a GLOBAL SALES & MARKETING MANAGER to profitably grow its strategic market in Financial Card.  In this highly visible position, you will be responsible for leading the Go-To-Market strategies and Sales Execution for the Financial Card market and be a key contributor to delivering on the Strategic Sales Excellence Framework for the division. You will also be leading efforts and collaborating with Marketing and R&D teams to identify and deliver on growth opportunities through our Customer-Back Innovation (CBI) process.  To assist with successfully achieving these goals, you will manage both Sales & Marketing teams globally for the Financial Card market, which consists of six direct reports (5 Sales & 1 Marketing). 

Qualifications

ESSENTIAL DUTIES AND RESPONSIBILITIES:

SALES

• Leads and holds Sales team accountable for building the size and quality of the Sales Pipeline/Funnel by utilizing the processes and tools within ITW’s Strategic Sales Excellence (SSE) framework.

  • Builds Sales team capability to develop a short and medium-term sales funnel by customer account as defined by the SSE process
  • Manages and holds Sales team accountable for taking a disciplined and systematic approach to utilizing all the sales processes and tools in a timely manner

• Leads the execution of Strategic Sales priorities and achievement of Organic Growth goals for the Financial Card market

  • Ensures Sales team’s utilization of Customer Intimacy progress to drive growth
  • Coaches and guides Sales team in utilizing consultative selling skills to probe for pain points, customize and quantify value proposition for customer accounts by leveraging internal capabilities and solutions
  • Holds themselves & others accountable for consistently meeting account plan / value add targets

MARKETING

• Develops Strategic Marketing Plans for Financial Card market

  • Provides long-term, strategic leadership for the Financial Card market
  • Leads Marketing team in capturing and translating customer needs and market trends into cohesive, growth-oriented product life-cycle strategies
  • Effectively drives and executes market segmentation and market research through internal Marketing teams and external third-party research (primary and secondary) as needed to hone in on growth opportunities and articulates how the division can capitalize on them
  • Develops segmentation strategies and aligns/executes pricing to maximize profitability and share

• Identifies long-term Organic Growth opportunities for Innovation Pipeline by leveraging Customer-Back Innovation (CBI) process

  • Leads Marketing team and partners with R&D Technical Manager to identify serial innovation opportunities that successfully address market needs and generate differentiated, sustainable and profitable growth
  • Leads Sales and Marketing teams to champion the Voice-Of-Customer through CBI, leading to new innovative products/services
  • Leads and/or oversees cross-functional teams through the New Product Development (NPD) stage-gate process in collaboration with the R&D team

TEAM LEADERSHIP AND DEVELOPMENT

• Leads and develops talent to maximize individual, team and organizational effectiveness while fostering a culture of engagement, cascading vision, and creating goal alignment
• Coaches and develops team through skills assessment, development planning, and performance management
• Influences effectively, not only functionally, but across functions to help achieve buy-in of objective/vision and cooperative execution
• Builds a strong pipeline of talent to ensure a diverse, high-performing sales & marketing team

POSITION SKILLS AND EXPERIENCE REQUIREMENTS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Bachelor’s Degree in Business Administration, Marketing, or equivalent experience is required.  MBA is a plus.
• 7-10 years of progressive valued add sales experience of premium product line, business development experience is a plus.
• Preferred experience in industrial technical sales within the markets of financial cards, chemistry related coatings or laminates, and/or manufacturing of printed plastic cards for financial market or equivalent industrial experience. 
• Experience in selling a value-added premium product line
• Experience managing a formal sales process, moving opportunities along a trackable process
• Ability to develop and implement strategies
• Strong business analytical skills, with 80/20 mindset
• Excellent time management, prioritization abilities, and strong project management skills
• Personally driven to deliver results and motivates others to excel
• Experience in managing and coaching, and holding teams accountable toward objectives
• Ability to identify talent and develop future leaders/managers
• Highly effective cross functional influencer, communicator and collaborate
• Ability to generate respect and trust from team and external constituencies along with the ability to work collaboratively with colleagues and staff to create a results-driven, team-oriented environment
• Excellent interpersonal, communication (written and verbal), and presentation skills
• Proficient computer skills, including Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel)
• 35-50% travel as needed including international trips (pending COVID-19 travel restrictions)

WORKING CONDITIONS AND PHYSICAL EFFORT:

• Work is performed in home office, customer on site, additional plant locations available
• Limited physical effort required. Frequent sitting and standing.
• Limited exposure to physical risk. Infrequent travels at high speeds by plane, some plant exposure to machinery and flammable substances. Requires PPE (safety shoes and glasses) in plant area

Additional Information

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.