Sales & Marketing Manager - Lumex North America

Job Description:

Summary

As a key member of the ITW Electronic Component Solutions leadership team, the Sales and Marketing Manager is responsible for developing, leading and implementing selling strategies for the Lumex business in order to drive and support profitable, above market growth. This will be accomplished through execution of the ITW growth levers and development/execution of the division’s Sales Excellence framework.

Essential 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 and product strategies for prioritized market segments leveraging insights from customers and stakeholders, external market trends, to develop actions / tactics to support the growth strategy of ITW Lumex.
• Manage the strategic development of the sales team, with focus on the top customers and products to ensure alignment and allocation of the required resources / talents within the sales organization.
• Collaborate and align with all functions and other ITW businesses to preserve existing business and pursue growth opportunities.

Sales Planning and Management

• Develop and execute annual and long-range sales plans aligned with strategic priorities and financial objectives to drive sustainable and profitable growth.
• Establish sales targets, territory strategies, and account plans for key customers and prioritized market segments.
• Manage and lead the sales team. Track sales performance, pipeline health, and forecast accuracy, taking proactive actions to ensure achievement of revenue and margin goals.
• Develop a performance driven sales culture with relevant KPI´s and compensation structure.
• Utilize value-based selling discipline with well-defined value propositions and business cases that solve customer pain points.
• Drive the development of contracts with key customers 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.
• Identify and drive cross-selling opportunities within ITW product portfolio.
• 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 and values.

Distributor Management

• Develop, manage, and optimize distributor relationships to drive sales growth, market penetration, and brand consistency
• Evaluate distributor performance, conduct regular business reviews, and recommend improvements or changes to distribution strategies.
• Partner with distributors to execute pricing, market communication, promotions, forecasting, and inventory strategies.
• Identify opportunities for distributor expansion or consolidation based on market performance and customer needs.

Team Leadership and Development

• Hire, lead, coach, develop and retain a high-performing sales team
• Foster inclusion, engagement, accountability and a growth-oriented culture.
• Ability to create followership by influencing, embodying, and communicating a compelling vision that aligns with ITW Lumex goals
• Build organizational capability through talent assessment, succession planning, and targeted development initiatives 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
• Set clear expectations and performance objectives. 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

P&L Responsibility

• Work with finance on annual budgeting, forecasting, and financial planning processes, ensuring alignment with strategic and sales objectives
• Drive pricing, cost management, and investment decisions to optimize profitability, cash flow, and return on invested capital

Minimum Required Skills and Education

• Bachelor’s degree
• 5+ years of progressive sales and/or marketing experience with a strong track record of aggressive growth, data-driven decision making, and measurable business impact
• 2+ years of managing/coaching teams, driving high-performance cultures with a growth mindset
• Proven ability and experience implementing initiatives and sales strategies (e.g., brand lifecycle management, pricing, marketing/sales support& communication, market research and competitive intelligence) that have directly led to improvements in sales, revenue and market share.
• Strong analytical capability with the ability to interpret complex datasets, translate insights into actionable strategies, and continuously optimize performance
• Demonstrated ability to build partnerships with customers at all levels (e.g. distributors, national accounts, end users)
• 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.
• Excellent negotiation and sales skills, with a bias for action and results
• Effective delegation; ability to gain results through others
• Ability to travel 30% or more of the time
• Must be able to work independently and obtain results with minimal supervision, demonstrating ownership, resilience, and a relentless drive for growth

Preferred Education and Skills

• MBA or Master’s degree
• Electrical Engineering background

Compensation Information:

$140,000-$160,000 + bonus potential

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.