Sales Manager

ITT is an industrial manufacturer of critical, engineered components that serve fast-growing end markets in transportation, flow, energy, aerospace and defense. The company’s differentiation is sustained through a combination of several factors: execution, the quality of its leadership and our DNA as an engineering leader. We have a clear purpose as an organization: to provide our customers with cutting-edge solutions to help solve their most critical needs.

 The company generated 2023 revenues of $3.3 billion and is comprised of three distinct segments: 

• Motion Technologies ($1.5B revenue) is a global leader in brake pads, shock absorbers and sealing solutions for the automotive and rail markets
• Industrial Process ($1.1B revenue) is a global leader in centrifugal and twin-screw pumps for the chemical, energy, mining and industrial markets
• Connect & Control Technologies ($0.7B) is a niche player in harsh environment connectors and control components in critical applications for the aerospace, defense and industrial markets.

 ITT is headquartered in Stamford, Connecticut with over 10,000 employees in more than 35 countries and sales in approximately 125 countries.

Reporting to the Axtone Global Sales Director, you will work in a uniquely high-performing, inclusive and collaborative working culture, with the primary function to guarantee, maintain the growth of sales on assigned customers. Primary duties include collaborating with senior team to set revenue goals and company strategy and implementing a sales plan to drive revenue growth, winning key projects and establish a long-term successful relation with customers.

• Be the Customer Expert in ITT: Build and keep always developing and accurate knowledge of the customer needs, organization and processes.
• Develop Customers as strategic long-term partner
• Win all key projects identified as key to win ones by ITT
• Define and execute appropriate sales strategies; business development, marketing, technical, ad operations and sales support programs to maximize sales and profitability.
• Create strong relationships with key client stakeholders at both senior and lower-level employees.
• Work closely with colleagues on cross-territory opportunities and other internal teams on marketing materials
• Understand the competitive landscape and market trends
• Understand and effectively communicate the company's value prop, tech, process and current partnerships
• Determine annual unit and gross-profit plans by implementing marketing strategies, analyzing trends and results
• Establish sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volumes and profit for existing and new products
• Maintain sales volume, product mix and selling price by keeping relationship with supply and demand, changing trends, economic indicators and competitors
• Establish and adjust selling prices by monitoring costs, competition and supply and demand
• Contribute to team effort by accomplishing related results as needed
• Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, technology-driven culture
• Ability to identify and solve client issues strategically (customer intimacy)
• Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences
• Generate and maintain accurate Account and Opportunity plans
• Work with internal teams on behalf of clients to ensure the highest level of customer service
• Interface with technical support internally to resolve issues that directly impact the customer
• Manage and implement the sales forecasting, planning and buyer driven sales and marketing processes, establishing high levels of quality, accuracy and process consistency for the sales and marketing organization
• Ensure reports and other internal intelligence and insight is provided to the sales and marketing organization
• Area budget management
• Analyze pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss.
• Report on key KPIs related to the lead and the opportunity waterfall to implement a consistent closed loop between marketing and sales
• Through reporting and analytics, validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality
• Define contact and account quality standards in the database, defining processes and data acquisition strategies
• Monitor the quality of marketing and sales information and define data improvement programs
• Able to understand the impact of operational initiatives from a sales or marketing perspective.
• Reporting in accordance with the applicable organizational structure
• Manage relationships with technology providers/suppliers.
• Ensure compliance with Health, Safety, and Environmental requirements.
• Comply with ITT Ethics and Compliance regulations

It will be essential for the candidate to develop a deep knowledge of the product and of the process and an acute capacity for estimation and evaluation.

Skills in data analysis and management, mental flexibility and technical-commercial sensitivity are considered indispensable requirements.

The candidate will have to collaborate with many departments (including R&D, Purchasing, Technical Office, Manufacturing Engineering, Supply Chain, Customer Service, Global Quality and Project Management) and therefore have a profound capacity for relationship and conflict management.

REQUIREMENTS

• 5 years of professional experience in similar position, including at least 3 years in sales
• Higher education
• Knowledge of English C1
• Technical Skills
• Proficient use of with IT tools; Excel, SAP (or ERP in general)
• Knowledge of cost analysis methodologies
• Knowledge of industrial rail production processes
• Analytical mindset
• Problem solving attitude
• Know how in Contracting, Payment terms

 CRITICAL SKILLS

• Self-started and self-driven
• Strong customer centricity oriented
• Passionate Pursuit of Excellence with High Accountability and Human touch
• Pragmatic, and fast in the execution
• Hands-on, granularity Strong with figures and data driven approach
• Can do attitude and results oriented
• From strategy thinking to actionable activities
• Team player, cooperative.
• Ability to work in an international and intercultural Team
• Able to work under pressure and challenge