Company Description
The Channel Specialist at ITW CCNA will execute key tactics to support channel initiatives within our Fire Sprinkler Segment, in order to meet profitable sales and earnings objectives. The Channel Specialist will partner with the Channel Manager to build high, deep, and wide relationships with key decision makers, maximizing sales opportunities and resolving needs/customer inquiries. Additionally, the Channel Specialist will be responsible for the implementation and deployment of programs and key sales/marketing activities and tactics nationwide to generate demand and increase market share (e.g., merchandising initiatives, targeted campaigns, product training/demonstrations).
ITW CCNA offers a broad range of professional grade anchoring tools and fasteners for numerous construction applications. Our products include structural concrete anchoring systems (Tapcon, Red Head), drywall tool and fastener systems (Ramset), self-drilling screws (Teks), overhead anchors (Sammys ) and hollow wall anchoring systems (E-Z Ancor). Our products are trusted by industry professionals and each brand is the market leader in its respective category in terms of quality, performance and ease of use.
ITW offers its employees a path for advancement, a competitive salary, and a comprehensive benefits package designed to help employees care for themselves, their families, and their futures.
Core Responsibilities:
Develops high, deep and wide relationships with key decision makers in the channel and at key end user targets in order to maximize sales opportunities.
Gathers and provides continuous market insight by obtaining intelligence through multiple external and internal sources.
Analyzes purchase data (e.g., channel purchase data, POS), market data, competitive landscape, and works to understand trends, performance drivers, threats, and opportunities.
Recommends and implements channel programs that can deliver maximum benefit/drive profitable revenue growth.
Drives execution of plans that build our brand within the channel – including development of planograms and deployment of merchandising/POP materials.
Drives key sales activity within the channel – including execution of campaigns/promotions, coordination/implementation of new product placement, promotions, trade show/event support, and delivering on-site presentations, product reviews, trainings, and demonstrations.
Works cross-functionally to provide feedback/recommendations and to ensure service levels/customer needs are met.
Develops strong knowledge across products, applications, and job-to-be-done. Communicates product advantages and sells value to customers.
Job Requirements:
Bachelor's degree required
Minimum 3-5 years of sales experience preferred
Demonstrates effectiveness at determining appropriate actions to improve account position
Ability to work independently, plan, and effectively prioritize/identify opportunities to maximize returns.
Results-driven with highly effective follow-through skills
Strong communication skills including effective presentation skills
Proficiency in Microsoft Office
Travel required - 65%+
Job Competencies:
Building Customer Loyalty and Trust- Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty. Establishes good interpersonal relationships by helping people feel valued, appreciated, and included in discussions (enhances self-esteem, empathizes, involves, discloses, supports).
Establishes Strategy—Develops approaches that best position products, services, or ideas; leverages supportive factors, overcomes or minimizes barriers, and addresses unique needs and preferences of key decision makers.
Sales Ability/Persuasiveness and Gain Commitment- Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
Negotiation- Effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties.
Business Acumen- Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.Possesses ability to mine data and utilize information in a strategic manner.
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