Regional Sales Representative - Mold Release/Industrial Coatings

SummaryThe Regional Sales Representative (RSR) is responsible for working directly with end users and limited levels of a distributor network. The RSR is responsible for actively overseeing an assigned territory, identifying and qualifying customers' needs, optimizing existing accounts to increase product market share and profitability, and expanding relationships within their accounts. Prospecting will be key to this position, with 50-60% time required to develop new sales opportunities.This position will support our Mold Release/ Industrial Coating product segment.Essential Duties Responsible for total sales of assigned product segments and SKUs within a defined territory.Mold Release: Diamond Kote and CrystalMeet or exceed the sales plan for the defined territory for the sales period. Distribution Partners (regional and branch locations):Strategy – Develop and document a strategic vision to partner "it" “80” distributor locations to grow revenue with them within the assigned territory organicallyExecution—Provide appropriate education, engage in sales meetings and customer visits, complete business reviews, exhibit at tradeshows, and develop co-op marketing programs in tandem with Marketing to drive top-of-mind behavior at the distributor. End Users:Strategy – Develop and document a strategic vision to grow with end users within their assigned territory.Execution – Identify product conversion opportunities, engage in/coordinate product trials, and negotiate commercial terms as necessary. AdministrativeReporting – Communicate all necessary information, from financial results to strategic intent, within the assigned territory as required by the business.SalesForce.com (SFDC) – Utilize the system for all documentation required within the region.  Some examples but not limited to:Funnel/Pipeline Management: Fost all leads and opportunities through SFDC to meet all funnel goals, overdrive when possible, and keep all funnel opportunities current.Contract Management: Execute all contractual process requirements and documents within SFDC to ensure compliance with all approval requirements.SPA: Enter all required SPAs promptly to ensure proper evaluation and approval of all potential SPAs. CBI: Document all opened CBI opportunities and provide information as required from product management and R&D to help drive new product development opportunities.   Sales Campaigns: Enter all data required for sales campaigns as required by the management team or campaign leaders. Other: Any additional requests, reports, or details the sales management team requires. Customer Back Innovation (CBI): Make calls, direct questions as appropriate with customers, enter the required number of opportunities, and ensure that any potential CBI opportunity is evaluated properly within the ITWPB business. Coordinate and communicate customer needs, such as open orders, shipping, accounts receivable, etc., to ensure complete account management.Attend business meetings, trade shows, or other required industry/business events as needed. Execute any ad-hoc or newly introduced projects, plans, campaigns, or initiatives the commercial management team deems necessary to implement. Comply with timelines for all Workday activities, required training, and additional requirements such as Dayforce vacation tracking.Supports the operations team in ensuring proper coverage of production operations. Act as a backup for direct reports, when required, for critical activities necessary to serve the customers of ITW Pro Brands.Follows the 80/20 philosophy in prioritizing daily tasks and is a contributing member of the Technical Operations Staff.Professional represents the company in several diverse settings, including active participation in required audits and other related meetings.Foster, communicate and exemplify the values of ITW; act with integrity and trust, operate with simplicity, treat everyone with respect, and take shared risk.Extensive travel within assigned territory, along with Mexico and Canada, is required (75% or more)Performs other duties as assigned.