Business Development Manager

Illinois Tool Works

  • Carol Stream, IL
  • $110,000-130,000 per year
  • Permanent
  • Full-time
  • 23 days ago
Job Description:Business Description:Illinois Tool Works (ITW) (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $16 billion. The company's seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required.ITW has approximately 50,000 dedicated colleagues in operations around the world who thrive in the company's unique, decentralized, and entrepreneurial culture. We offer unparalleled access to challenging opportunities in high-growth, diverse industries, and markets around the world.This position is within ITW’s Zip-Pak division. Zip-Pak is the global leader in resealable solutions for the flexible packaging industry. Our expertise in zipper, application technology, and packaging systems makes Zip-Pak the primary choice of brand owners, OEM’s, and converters for innovative resealable solutions. Zip-Pak’s lean, modern, and continuous manufacturing environments produce zippers using high-volume plastic extrusion.The division has +300 employees, 6 global manufacturing sites and presence in North America, South America, and Europe.Position Summary:The Business Development Manager reports directly to the North American Sales Manager. This position involves meeting or exceeding Zip-Pak’s organic growth targets by identifying and closing new opportunities within existing and new customers. Additionally, you will be responsible for managing a small group of existing customers. The key to success for this role will be by leveraging a technical solution-based sales approach along with strategic planning processes for business development. With a strong understanding of the market, competition, and in-depth technical knowledge of Zip-Pak’s resealable packaging market segments, you will lead the development of market focused sales and application strategies designed to deliver organic growth.The ideal candidate for this role will be comfortable hunting for new business within a set of existing and new customers. This role will be responsible for identifying new and adjacent applications where Zip-Pak’s unique value proposition can help customers differentiate their products in the marketplace. Expertise and experience in the flexible packaging market will be key to a candidate’s success. This role will also focus on defining, developing, and delivering Zip-Pak’s value proposition to the market and our target customers and prospects. As the internal market and customer expert, you will represent the voice of customer in Zip-Pak’s efforts to develop new products through our unique customer back innovation process. You will also develop and execute strategies necessary to deliver above market growth consistently and predictably.This key commercial position represents Zip-Pak in Associations and Trade Organizations in North America; and communicates with Customer Service Representatives, Technical Services & Product Development personnel, as well as other managers in all operations and support departments. He/She will assist in resolving all customer complaints.Primary Responsibilities:Meet and Exceed Revenue Goals:
  • Consistently and predictably deliver annual organic growth in line with agreed upon growth target
  • Understand customer demand and accurately outlook revenue on a quarterly basis
  • Partner with our largest 80 customers to secure volume
  • Identify and target new stakeholders within 80 customers to create new sale funnel opportunities
  • Manage multiple customer stakeholders to position Zip-Pak value proposition
  • Identify and develop new 80 customers
  • Develop clear growth plans by identifying key contacts, decision makers and influencers
Market, Customer and Competition Expertise:
  • Develop market intelligence and expertise in key end markets
  • Monitor, study, and report on key market trends and make recommendations for growth
  • Understand Zip-Pak’s addressable market and find growth opportunities
  • Understand our customers end markets, sales strategies, and channels
  • Identify and recommend growth strategies based on customer and market experience
Enterprise Strategy & 80/20 Objectives:
  • Develop an understanding of the 80/20 principle and ability for effective execution
  • Leverage Zip-Pak’s 80 products for future growth with targeted customers
  • Understand when it is appropriate to grow or eliminate lower volume products
  • Be able to effectively communicate changes in product and market strategy
Job Requirements:
  • Bachelor’s degree required.
  • 5 -7 years of progressive technical sales experience with solutions-based selling, focus and key account relationships.
  • Experience in flexible packaging with a focus on applications that require resealable features
  • Ability to effectively sell differentiated products in applications that value & require high performance
  • Demonstrated history of delivering organic growth through specific customer focused activities.
  • Technical selling experience and analytical acumen required
  • Strong technical aptitude, ability to gather, distill and communicate data to influence customer’s buy decisions.
  • High level of intellectual curiosity lending with ability to find problem and provide solutions.
  • Experience working within a defined sales process and account management framework including funnel management experience
  • Proven ability to properly qualify a commercial opportunity and develop commercial strategy based upon internal and external dynamics.
  • Strategic thinking with ability to accelerate and influence change preferred.
  • Strong skill set related to communication of value proposition, differentiation, and key selling points across all functional levels at customer’s organization.
  • Demonstrated ability to produce results within a team environment.
  • Excellent time management, prioritization abilities and project management.
  • Willing to travel 50%+ Domestically
Additional Information:
  • 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.
  • ITW offers a competitive compensation and benefits package, including competitively priced medical and dental coverage the first of the month following hire, free life insurance, paid vacation and holidays, and immediate 401k matching.
Compensation Information:The salary range for this position is $110,000.00 to $130,000.00 annually. This position is also eligible for an annual bonus of up to 25% of total compensation. The pay rate for a successful candidate will depend on the geographic location, this salary range is for a successful candidate in the Chicagoland area. The specific hiring rate within the posted range will depend on the candidate's qualifications and prior experience.

Illinois Tool Works