Commercial District Manager - Eastern/Great Lakes**
1234 Ohio Way, Indianapolis, IN, United States
Employees can work remotely
Full-time
FLSA Status: Exempt **Company Description** Miller is about building things that matter. We lead the welding industry in building advanced, solution-focused products and meeting crucial needs for welding safety and health. Were about the partnership and the work. Our products are designed with our users for manufacturing, fabrication, construction, aviation, motorsports, education, agriculture and marine applications. Miller Electric Mfg. LLC, is headquartered in Appleton, Wisconsin, and wholly owned by (NYSE: ITW). The company maintains its industry leadership by setting the standard for reliability, quality and responsiveness. Our tagline, The Power of Blue, 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 worlds largest manufacturer of arc welding products. Miller keeps the tradition alive by focusing on its top priority: people. **Job 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 will include: Ohio, Indiana, and Michigan.** This person can reside near metropolitan areas such as Detroit, Indianapolis, Grand Rapids, Cincinnati, Dayton, etc. **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 using 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:** For 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-n 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. **Qualifications** **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 **Additional Information** All your 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 protecte
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Industrial Machinery Manufacturing
Referrals increase your chances of interviewing at Hobart Filler Metals by 2x