ITW Global Brands specializes in servicing the Auto Aftermarket, selling car care products under the Black Magic, Blue Coral, Fast Orange, Fix-A-Flat, Genuine Innovations, Gumout, No Touch, Permatex, Rain-X, Slime, and Spray Nine brands. These brands compete in the wiper blade, engine repair, hand cleaner, appearance, cleaners & degreasers, tire repair and performance products segments of the Automotive Aftermarket. Many of our brands are #1 in their respective categories.
We’re committed to investing in our people and aim to support our colleagues in their development and long-term career growth with ITW. Our decentralized, entrepreneurial culture empowers you to think and act like a business owner. We aspire for everyone to perform to their full potential and value the unique and diverse perspectives, experiences and ideas that makes us better together. The ITW Business Model gives us the tools to focus on what’s most important, and we’re grounded in our values of Integrity, Simplicity, Trust, Respect and Shared Risk. We’re proud of what we do and even more proud of how we do it.
As a key member of the ITW Global Brands business Leadership team, the Sales Director is responsible to develop, lead and implement targeted selling strategies for all categories of the Walmart channel including brick and mortar and Ecommerce in order to drive and support profitable, above market growth for the business. This will be accomplished through execution of the ITW growth levers and development/execution of the business Sales Excellence framework. This position is based in our Bentonville, AR office. This position reports to the VP of Sales.
The job involves all categories within the ITW Automotive Aftermarket Group, which includes Car Care, Tire Repair and Engine Repair.
Duties and Responsibilities :
Strategic Planning
- Partner with the Leadership team to develop and execute Annual and Long Range Plans based on an in-depth understanding of market, business, and Sales activities.
- Develop Sales strategies for targeted categories leveraging insights from customer and stakeholders, external market trends, to develop actions/tactics to support the growth strategy.
- Manage the long-term strategic development of the channel Sales team, with focus on the top products to assure alignment and allocation of the required resources/talents.
- Collaborate and align with all functions and other ITW AAM divisions to preserve existing business and pursue growth opportunities.
Sales Planning and Management
- Responsible for Annual and Long-term Sales Plans for all relevant categories and new opportunities to achieve targeted outcomes.
- Manage and lead the Sales team to achieve above market growth rates in strategic markets.
- Establish team and value-based data-driven selling discipline with well-defined value propositions and business cases that solve customer pain points.
- Drive disciplined Sales funnel management thru leveraging the Sales process and CRM tool.
- Accurately forecast and report (monthly/quarterly) on order intake, revenue, and relevant Sales KPI´s that align to the Annual and Long Range Plans.
- Assure the alignment of Sales plans and forecast with other functions within the business as a basis for active resource management.
- Drive the development of contracts that are in line with ITW requirements.
- Assess, manage, and actively address market, customer and competitor changes.
- Provide value-added input to Voice of Customer process to ensure customer pain points and value proposition (discovery interviews, preference interviews, e.g.) are captured.
- Develop a performance driven Sales culture with relevant KPI´s and compensation structure.
- Work with other divisional Leaders and the Sales team to further simplify the business and improve/build the continuous improvement culture within the Sales organization.
- Drive consistent actions that are aligned with ITW business model.
Team Leadership and Development
- Develop a high performing results-driven culture and structure.
- Foster a culture of inclusion, engagement, and accountability.
- Ability to create followership by influencing, embodying, and communicating a compelling vision that aligns with ITW goals and culture.
- Create and drive development plans for direct reports and high potential leaders to ensure high quality of the Sales team and talent pipeline.
- Effectively lead change management process that ensures organizational capability that executes on the Annual and Long Range Plans.
- Coaches through consistent and transparent feedback, development planning, and performance management.
- Use appropriate interpersonal styles and techniques to gain buy-in of ideas and plans.
Minimum Requirements :
- Bachelor’s degree in a related field required. Master’s preferred
- 7+ years of previous Sales experience required
- 4+ years team management experience
- Experience with Walmart (buying process and existing relationships)
- Demonstrated successes in strategic planning and management in brick and mortar and Ecommerce
- Excellent ability to analyze complex Sales data and determine appropriate actions to improve large account position
- Excellent ability in key decision-making and influencing skills
- Excellent negotiation and Sales skills
- Excellent ability to cultivate customer relationships across customer’s multiple departments and at multiple levels vertically including executive leadership
- Excellent communication skills (both internally, across VP/GM & directors, and externally with customer senior management), including professional presentation skills
- Collaborative team player and leader
- Ability to work within a matrix environment and across all levels of the organization
- Strong training and presentation skills
- Able to work under pressure and in deadline environment
- Domestic travel as needed
- Must be able to work independently and obtain results with minimal supervision while influencing subordinates