Regional Parts Sales Manager

Job Description:

COMPANY DESCRIPTION

Hobart Service and Parts, both part of Illinois Tool Works (ITW), have been supporting the food equipment industry for over 125 years. Together, we provide industry-leading service solutions and parts distribution for commercial food equipment across the country. With more than 1,800 associates nationwide, we serve as trusted partners to our customers—helping keep their operations running efficiently. Our employees are committed to delivering exceptional customer service, giving back to the communities where they live and work, and living out ITW’s core values of Integrity, Simplicity, Trust, Respect, and Shared Risk.

SUMMARY
Reporting to the Director of Business Development and Sales, the Regional Parts Sales Manager builds, maintains, and expands relationships with customers, channel partners, and internal stakeholders, to support growth in the aftermarket parts sales business.  The main objective for the Regional Parts Sales Manager is to drive increased parts sales revenue while maintaining or growing margin in a competitive relationship-driven market. This role is responsible for achieving sales, profitability, and other sales orientated objectives, while supporting the entire range of aftermarket service parts sales and customer segments within their territory, to drive growth through collaboration, exploration, and alignment of opportunities.

This position will require a high-energy, results driven individual that is equipped to take on growth initiatives for the Hobart Parts division, develop strategic business plans, and oversee performance and productivity of designated customers and channel partners to achieve results.  Applicants must have proven ability to perform in an environment that supports shared risk-taking, along with the ability to influence business partners and drive accountability through contractual requirements, processes, and relationship building.

The ideal candidate will be able to cultivate and grow business with existing clients, while identifying and developing new partnerships across multiple levels within their region.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The Regional Parts Sales Manager will be responsible for supporting and executing revenue growth plans to increase the ITW FEG parts market penetration.  This leader is responsible for profitable revenue growth through existing and new channels utilizing the ITW 80/20 and Front-To-Back (FTB) methodologies.  This is a critical role for the parts business and is responsible to provide business results to achieve annual revenue growth. Key deliverables include:

• Drive Revenue Growth: Responsible for creation and implementation of sales objectives and strategies. Track performance metrics for sales channels to create focus and drive continuous improvement.  Support service parts financial planning and monthly revenue outlook. Achieve outlook for sales and margin goals. Partners with channel partners to develop relevant, timely and successful sales plans, campaigns, programs, and special promotions to drive parts revenue growth. 

• Drive Strategic Channel Management: Manages joint partner planning processes, developing mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. Proactively assesses, clarifies, and validates partner needs on an ongoing basis. Meet assigned targets for profitable sales volume and strategic objectives for distribution partners.  Manage potential channel conflict through excellent communication internally and externally. Maintain face-to-the-customer contact to support the customers and channel partners with product, process, promotions, and training.
   
• Provide positive customer service experience for Hobart Parts customers: Develop and nurture relationships with customers, establishing productive, professional relationships with key stakeholders.  Ensure appropriate resources are engaged to provide world-class support, aligning with changing requirements and market trends. Develop, recommend, and implement process and system enhancements designed to streamline performance and capability with focus on continuous improvement.
   
• Support Market and Industry Analysis: Support research initiatives to better understand parts competitiveness, market share, and distributor/dealer performance helping to influence development of future products, services, and business growth.  Effectively research market and industry trends providing critical intelligence for strategic planning. Support the development of a model to understand overall market size and available “white space” to grow parts sales. Leverage voice-of-the-customer (VOC) feedback processes to prioritize tactical and strategic initiatives driving customer-focused solutions.

QUALIFICATIONS

The requirements listed below are representative of the knowledge, skill, and/or ability required to perform this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Work Experience

A Bachelor’s degree, with a minimum of 5 years of sales and/or marketing leadership experience.

Desired Education/Experience

Master’s in business administration (MBA) is preferred, but not required.

Job —Specific Knowledge

• Strong knowledge and proven capability to develop and implement strategic growth initiatives concurrently through multiple sales channels
• Experience leveraging sales, marketing, and technical resources to achieve business objectives
• Exceptional communication and presentation skills, both verbal and written
• Strong analytical skills
• Excellent decision-making skills
• Strong negotiating skills
• Project management skills
• Excellent MS Office (Excel, MSQuery, Access, PowerPoint) capabilities required.
• Financial skills, particularly focusing on budget management and investment analysis

PHYSICAL DEMANDS & WORK ENVIRONMENT

The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands

While performing the duties of this Job, the employee is:

• Regularly required to work within an office environment
• Frequently required to travel to visit customers and internal stakeholders, to participate in meetings and events

Working Conditions

• Remote

Hours of Work

• Normal business hours with extended hours as needed.
• Flexibility with schedule to meet critical deadlines.
• Willingness to travel up to 75%.

Compensation Information:

Salary Range: The Regional Parts Sales Manager compensation package offers a competitive annual salary with an estimated range of $85,000 to $110,000 dependent on the geographic location, the successful candidate’s qualification, and prior experience. We are committed to maintaining equitable and competitive salaries across different regions through regular reviews and adjustments.​ 

Commissions: Paid out quarterly based on target and bonus achievement.  

In addition to a competitive salary, employees are eligible for a competitive benefits package including but not limited to medical, dental, and vision insurance, disability and life insurance programs, 401(k) plan with a company match and additional employer contribution, flexible spending accounts, and paid time off. More details on our benefits can be found on our website at https://careers.itw.com/us/en/benefits.

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.