Sales Development Manager

Job Description:

QUALIFIED CANDIDATE MUST RESIDE IN OR CLOSE PROXIMITY TO THE FOLLOWING:

Seattle, WA | Los Angeles, CA | San Francisco, CA | Denver, CO | Salt Lake City, UT | Phoenix, AZ

COMPANY DESCRIPTION

Illinois Tool Works Inc. (NYSE: ITW) is a Fortune 200 global multi-industry manufacturing leader with revenue of $16 billion in 2025. 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’s approximately 45,000 dedicated colleagues around the world thrive in the company’s decentralized and entrepreneurial culture.

From state-of-the-art dishwashers, ovens and refrigerators in restaurants and hotels, to automobile components inside vehicles all over the world ... the products we manufacture and the solutions we design are all around us. The buildings where we live and work are built with ITW construction and welding products, and our ITW test & measurement solutions help to ensure the quality and safety of millions of products.

With gross revenues near $250 million, Traulsen is proud to be known as the premier name in refrigeration for the foodservice market since its founding in 1938. We provide professional expertise and high-quality equipment for savvy food service customers. Every Traulsen product is engineered, fabricated, assembled, and tested at our facilities in Fort Worth, Texas.

TOTAL REWARDS PACKAGE

Our total rewards package is broad and offers comprehensive support from health and wellness to retirement and financial stability. For more details see https://www.itw.com/careers/benefits-compensation/

POSITION SUMMARY

The Sales Development Manager partners closely with Food Equipment Group (FEG) sales teams to develop and execute strategic plans that drive organic growth of Traulsen refrigeration product lines. This role owns regional growth initiatives across the Dealer Sales Channel, foodservice consultants, and end users, with a strong focus on expanding opportunities within the top 80 priority accounts and delivering against Annual Operating Plan targets.

POSITION RESPONSIBILITIES

• Develop and execute strategic plans in close partnership with Regional Directors and Food Equipment Group sales teams to drive organic growth of Traulsen product lines.

• Identify, prioritize, and expand opportunities with key 80 accounts in the region to increase specification, share gain, and revenue growth.

• Partner with Foodservice Dealer Sales teams, Factory Direct teams, and Independent Rep Groups to align territory strategies with national programs and 80/20 priorities.

• Collaborate cross-functionally with manufacturing, engineering, sales, and marketing to accelerate product line growth.

• Use data and market intelligence to develop and articulate value propositions, build pricing strategies for key accounts, and drive regional sales initiatives aligned to the Annual Operating Plan to deliver share gain and revenue growth across the full Traulsen portfolio.

• Translate complex product information into clear and concise, customer-focused messaging.

• Actively seek and develop new business opportunities through proactive outreach, trade shows, trade associations, and customer engagement.

• Stay informed on industry trends, competitive landscape, and regulatory developments impacting customer decisions.

• Provide day-to-day product expertise, customer presentations, and promotional support to the sales field organization while contributing to product launch plans, sales tools, and training materials that enable field success.

• Maintain accurate Customer Relationship Management records in Dynamics 365, including leads, opportunities, forecasts, and activity tracking.

• Conduct factory and showroom visits to demonstrate product value to key customers.

• 60% travel within assigned region engaging in key customer, end user and dealer meetings, training sessions, and conferences.

POSITION QUALIFICATIONS

Education:

• Bachelor’s degree in Business, Marketing, Engineering, or Hospitality required.

Experience/Skills:

• 5-7 years of experience in B2B sales, sales enablement, product marketing or territory development required.

• Demonstrated experience developing and executing strategic sales or growth plans required.

• Proven ability to simplify and present complex topics into clear, compelling business value propositions for customers required.

• Experience presenting complex value propositions to diverse audiences required.

• Strong analytical skills with ability to interpret data and forecast trends required.

• Exceptional verbal, written, negotiation, and presentation skills required.

• High level of results-driven ownership, teamwork, and positive attitude required.

• Foodservice industry experience preferred.

• Established relationships with dealers, consultants, and key accounts preferred.

• Proficiency in Microsoft Office and Customer Relationship Management systems, Dynamics 365 preferred.

PHYSICAL DEMANDS & WORK ENVIRONMENT

Physical Demands:

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

• Operate common office equipment, i.e. PC, phone, copier, printer, fax

• Regularly required to sit or stand using computers and various communication devices

• Frequently required to interact with employees and agency representatives

• Occasionally required to lift less than 20 pounds

Working Conditions:

• Work in a climate-controlled office environment

• Occasional exposure to factory and warehouse environments

Hours of Work:

• Monday – Friday, 8 hours per day with flex starting times

• Infrequent weekend work based on business needs

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.