Sales Representative

Job Description:

The Sales Representative at CCNA will develop and implement territory plans to support national and regional sales initiatives to meet profitable sales and earnings objectives. The incumbent’s targets include general contractors, subcontractors, specifiers, Building Departments, and other influencers with the goal of providing the CCNA solution and driving business to the channel of end user choice.

ITW CCNA offers a broad range of professional grade anchoring tools and fasteners for numerous construction applications and include structural concrete anchoring systems (Tapcon®, Red Head®), drywall tool and fastener systems (Ramset®) and self-drilling screws (Teks®) and threaded rod anchors (Sammys®).

Primary Responsibilities

• Growing ITW CCNA business in designated geographic territory by working with distribution partners and by generating end-user demand.
• Utilize sales funnel process to identify opportunities including: end-user targets, project opportunities, and distributor conversions- leading to market share growth and sales generation.
• Use value based selling techniques and negotiating skills to close business.
• Generates a sales plan including end-user visits and distributor call cadence based on maximizing revenue in market.
• Develop, recommend, and implement end-user driven pricing and promotional programs.
• Analyze the business in the territory, using multiple sources of data, to uncover opportunities.
• Work effectively with District Manager and Product Marketing team to win new business while maximizing profitability.
• Participate in the product innovation process by capturing feedback from distributors and end-users, as well as facilitating connections for our Product Marketing and Engineering team.

Competencies:

• Value based selling skills- The ability to generate value for ITW CCNA products by understanding our customer’s needs and clearly communicating our relevant product advantages.
• Strategic mindset- The ability to develop a sales plan for given territory that delivers incremental growth.
• Building Trust -Interacting with others in a way that gives them confidence in one’s intentions and those of the organization.
• Gaining Commitment -Using appropriate interpersonal styles and techniques to gain acceptance of ideas or plans; modifying one’s own behavior to accommodate tasks, situations, and individuals involved.
• Risk Taking - Initiating action to achieve a recognized benefit or advantage when potential negative consequences are understood.
• Impact - Creating a good first impression, commanding attention and respect, approaching the job with confidence.
• Mechanically inclined- the ability to understand various commercial construction processes and applications.

Job Requirements:

• Bachelor’s degree (Business preferred), 5+ years of sales experience
• Proven ability to analyze sales data and determine appropriate actions to grow business
• Results driven with ability to manage multiple priorities with highly effective follow through skills
• Strong communication skills including effective presentation capabilities

Safety Requirements:

All employees are required and responsible for employee safety, attending safety training, complying with all company safety and work policies and reporting all accidents/injuries immediately to their Manager and HR Department. This role requires a valid driver's license and clean driving record.

Work Environment:

This position requires an employee to work in a variety of locations including, but not limited to: home office, job sites, A & E offices and distributor locations. These environments are not controlled by ITW. While performing the duties of this position, the employee is occasionally exposed to fumes, airborne particles, climate variances and moving mechanical equipment typically found in a construction environment. The noise level in the work environment (office) is usually low, but much higher when exposed to the job sites. Certain personal protective equipment is required when on constructions sites. 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 frequently required to sit, stand, talk, hear, reach with hands and arms and regularly required to walk. Specific vision abilities required by this position include close vision and the ability to adjust focus. Must be able to lift 40 lbs., able to walk and stand for long periods of time at job site locations. Able to access work in high locations, must be able to climb a ladder. Position requires approximately 50% travel and the ability to operate a motor vehicle.

Compensation Information:

he Sales Representative at CCNA will develop and implement territory plans to support national and regional sales initiatives to meet profitable sales and earnings objectives. The incumbent’s targets include general contractors, subcontractors, specifiers, Building Departments, and other influencers with the goal of providing the CCNA solution and driving business to the channel of end user choice.

ITW CCNA offers a broad range of professional grade anchoring tools and fasteners for numerous construction applications and include structural concrete anchoring systems (Tapcon®, Red Head®), drywall tool and fastener systems (Ramset®) and self-drilling screws (Teks®) and threaded rod anchors (Sammys®).

Primary Responsibilities

• Growing ITW CCNA business in designated geographic territory by working with distribution partners and by generating end-user demand.
• Utilize sales funnel process to identify opportunities including: end-user targets, project opportunities, and distributor conversions- leading to market share growth and sales generation.
• Use value based selling techniques and negotiating skills to close business.
• Generates a sales plan including end-user visits and distributor call cadence based on maximizing revenue in market.
• Develop, recommend, and implement end-user driven pricing and promotional programs.
• Analyze the business in the territory, using multiple sources of data, to uncover opportunities.
• Work effectively with District Manager and Product Marketing team to win new business while maximizing profitability.
• Participate in the product innovation process by capturing feedback from distributors and end-users, as well as facilitating connections for our Product Marketing and Engineering team.

Competencies:

• Value based selling skills- The ability to generate value for ITW CCNA products by understanding our customer’s needs and clearly communicating our relevant product advantages.
• Strategic mindset- The ability to develop a sales plan for given territory that delivers incremental growth.
• Building Trust -Interacting with others in a way that gives them confidence in one’s intentions and those of the organization.
• Gaining Commitment -Using appropriate interpersonal styles and techniques to gain acceptance of ideas or plans; modifying one’s own behavior to accommodate tasks, situations, and individuals involved.
• Risk Taking - Initiating action to achieve a recognized benefit or advantage when potential negative consequences are understood.
• Impact - Creating a good first impression, commanding attention and respect, approaching the job with confidence.
• Mechanically inclined- the ability to understand various commercial construction processes and applications.

Job Requirements:

• Bachelor’s degree (Business preferred), 5+ years of sales experience
• Proven ability to analyze sales data and determine appropriate actions to grow business
• Results driven with ability to manage multiple priorities with highly effective follow through skills
• Strong communication skills including effective presentation capabilities

Safety Requirements:

All employees are required and responsible for employee safety, attending safety training, complying with all company safety and work policies and reporting all accidents/injuries immediately to their Manager and HR Department. This role requires a valid driver's license and clean driving record.

Work Environment:

This position requires an employee to work in a variety of locations including, but not limited to: home office, job sites, A & E offices and distributor locations. These environments are not controlled by ITW. While performing the duties of this position, the employee is occasionally exposed to fumes, airborne particles, climate variances and moving mechanical equipment typically found in a construction environment. The noise level in the work environment (office) is usually low, but much higher when exposed to the job sites. Certain personal protective equipment is required when on constructions sites. 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 frequently required to sit, stand, talk, hear, reach with hands and arms and regularly required to walk. Specific vision abilities required by this position include close vision and the ability to adjust focus. Must be able to lift 40 lbs., able to walk and stand for long periods of time at job site locations. Able to access work in high locations, must be able to climb a ladder. Position requires approximately 50% travel and the ability to operate a motor vehicle.