Comprised of a market-leading portfolio of best-in-class brands, the businesses of ITW Welding work together to provide premium performance delivered through a breadth of solutions encompassing welding, cutting, consumables, and accessories. ITW Welding North America represents Miller Electric Welding Equipment, Safety & Accessories, Hobart Filler Metals, and Bernard/Tregaskiss MIG Guns.
Miller Electric Mfg. LLC is headquartered in Appleton, Wisconsin, and wholly owned by Illinois Tool Works (NYSE: ITW). The company maintains its industry leadership by setting the standard for reliability, quality, and responsiveness. Our tagline, -The Power of BlueR,- is inspired by the blue color of Miller equipment.
The company began with an innovation that responded to customer needs, growing from a one-man operation in 1929, to the world's largest manufacturer of arc welding products. Miller keeps the tradition alive by focusing on its top priority: people.
BASIC DESCRIPTION:
The Commercial District Manager (CDM) is responsible for driving profitable growth and market share gains through strategic distributor partnerships focused on ITW commercial products at retail. This position centers around creating an effective overall ITW showroom & online experience for the end-user customer through the implementation of commercial programs and strategies developed together with the commercial go-to-market team, and the creation and execution of strategic account plans for important customers. The commercial platform of products targets the fragmented retail market and encompasses a wide range of welding machines, filler metals, safety apparel, guns, consumables, and gas apparatus from across the entire ITW Welding portfolio under multiple brands namely Miller, Hobart, Bernard, Tregaskiss, etc.
This territory coverage would include North Texas, North Louisiana, and South Arkansas. The ideal location for the candidate to be based would be the Dallas/Ft Worth metro area with proximity to air transportation.
ESSENTIAL FUNCTIONS:
DISTRIBUTOR ACCOUNT MANAGEMENT
For Top Customers -80-
- Create account plans for high potential, strategic distributor partners driving overall commercial growth and channel market share
- Analyze and map 80/20 commercial market potential and ITW growth opportunities in area of responsibility; align strategies & measure success against the -80s- accordingly
- Establish strategic relationships with distribution leadership and decision makers to be a trusted advisor driving growth for the distributor business through ITW solutions
- Initiate and lead distributor sales meetings, involving senior distributor leadership and key decision makers, focused on current strategic growth initiatives, market insights, and future partnership opportunities
- Provide key distributors with a regular and comprehensive report on progress towards sales goals and program execution, which includes insights on how to achieve those goals where progress is not being met
- Defend existing sales base through the use of commercial go to market programs and contribution reports to build distributor advocacy through direct communication with -80- store level sales personnel
- Conduct monthly reviews with regional sales resources on distributor activity and progress towards commercial goals For other Customers -20-
- Ensure that distributors have the key customer service contacts they need to be self-sufficient
- Establish strategic relationships with distribution leadership and decision makers to be a trusted advisor driving growth for the distributor business through ITW solutions
Commercial Program & Sales Execution Top Customers -80-
- Develop a deep knowledge of the end-user personas and their buying behaviors and preferences through the path-to-purchase journey.
- Develop launch/implementation plans and processes that ensure consistent and sustainable execution of channel programs for key distributors
- Execute & communicate commercial programs and promotions within key distributors to drive ITW sales and channel market share
- Profile and implement distributor showroom & merchandising that enhances the point-of-sale presence, retail image, and presence of ITW Welding products driving the overall customer experience
- Implement distributor training programs that include ITW product knowledge, marketing initiatives, and business processes
- Strategic positioning of new and high-volume products both within the distributor's brick-motor store as well as their website
- Collaborate with regional resources to determine the -Top- distributor events, trade shows, and customer appreciation functions and assist in determining how the team will provide sales support for those events
- Effectively analyze market and sales data to take corrective action, create localized programs and promotions, and defend existing business as well as identify end-user events and messaging that can drive showroom traffic and demand
For other Customers -20-
- Electronically communicate commercial programs and promotions to drive sales and channel market share
- Effectively analyze market and sales data to uncover growth opportunities that could move the distributor into the -Top- category
- Profile and implement distributor showroom & merchandising that enhances the point-of-sale presence, retail image, and presence of ITW Welding products driving the overall customer experience.
Commercial Platform Liaison
- Be the conduit between the commercial go-to-market team and the regional sales team to ensure consistent execution of programs across the region and uniform communication of initiatives to distribution.
- Assess and keep ahead of competitive tactics, potential threats and overall distributor needs and proactively communicating these trends to the commercial go-to-market team.
- Provide commercial go-to-market team with data-driven feedback/recommendations as to the success or failure of our top commercial programs & promotions.
MINIMUM QUALIFICATIONS:
- Bachelor's Degree in marketing, business, or related discipline.
- Minimum of three years of sales or marketing experience; selling and demonstrating industrial products in fragmented retail environment.
- Previous experience with industrial distribution channels preferred
- Ability to build effective account plans, manage sales opportunities, and effective account management.
- Strong ability to communicate the value offering to all levels of distributor management.
- Strong value selling skills with the ability to convert new business.
- Proficient in Microsoft Office programs and CRM system.
- Strong communication, presentation, time management, and interpersonal skills.
- Working knowledge of digital sales tactics throughout the retail path-to-purchase journey is highly desirable in addition to in-store merchandising experience
- Overnight travel up to 50%
- Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job
As an Equal Opportunity/Affirmative Action Employer, ITW does not discriminate in hiring or in the terms and conditions of employment because of an individual's race, color, religion, gender, national origin, age, disability, sexual orientation, marital status, veteran status, arrest record, citizenship or other categories protected by federal, state or local laws. EOE/M/F/Vet/Disability Information will be kept confidential according to EEO guidelines.
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.
ITW is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
