Job Description:

Instron is seeking an Inside Sales Manager to lead a team of curious sellers who strive to solve customer testing challenges. Instron is the premium supplier of mechanical testing machinery and conducts business with over 95% of fortune 500 companies as well as government agencies and world-renowned research institutions. In this exciting opportunity, you will lead a team of Account Representatives who assist customers with solving difficult challenges related to quality control, product design, and high-tech research. As an ambassador for the Instron brand, you will maintain a high customer focus and coach your team on building long-lasting, mutually beneficial relationships between Instron and our customers.

This opportunity isn’t about cold calling or pushing products. It’s about leading and developing a team who helps customers solve real challenges every day.

The Inside Sales Manager is responsible for leading a team of Inside Sales Account Representatives and driving after-market accessory (OTC) bookings for the assigned Sales territories in North America. This role must also collaborate closely with the rest of the Sales Management Team and Business Unit Leadership to achieve overall territory bookings targets and related Sales KPIs. This role will be executed with our ITW Values at top of mind: integrity, respect, trust, shared risk, and simplicity.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Sales (Bookings) Growth

• Sets, tracks and drives sales bookings targets for the Inside Sales Team

• Collaborates with Sales Management and Marketing Teams to develop, implement and measure proactive business development strategies

• Liaises with Director of After-Market Accessories to educate and coach team members on our ‘80’ products and applications and how they address customer needs in primary end markets.

• Strengthens the team’s ability to sell value and manage discounting

• Designs and implements sales incentive programs that are successful in driving accessory bookings growth

Lead Generation and Opportunity Forecast:

• Partners with Marketing and Communications Team to ensure volume and strength (warmth) of incoming leads.

• Maintains accurate leads and opportunity funnel reporting through CRM to understand funnel size relative to quotas and prioritize customer opportunities.

• Establishes and publishes meaningful leads metrics to inform team progress against goals and focus efforts and activities.

• Prepares OTC Accessory sales forecasts to assist Leadership in making sound business decisions.

Leadership and Team Development:

• Manages the daily operations and accountability of the Inside Account Rep Team while collaborating closely with the Sales Support Manager to ensure cohesiveness across all Team members and within each Territory Account Management Team.

• Regularly evaluates, educates, and coaches Inside Account Reps on effective Sales Process strategies and skills to achieve individual and team objectives.

• Builds an empowered Sales Team through open-communication and a collaborative working environment

Process and Policy:

• Evaluates and simplifies Account Management Team workflows and related processes/procedures to improve overall team effectiveness

• Fosters and documents department level projects (toolbox) that drive continuous business improvement

• Ensures sales, financial and legal policies and procedures are met

Supervisory Responsibilities

This position has direct supervisory responsibilities and carries out these responsibilities in accordance with the ITW’s policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints, coaching for performance and resolving problems.

QUALIFICATIONS

Desired Education/Experience

• Bachelor’s Degree in business or Associates Degree plus equivalent working experience desired

• Supervisory/leadership experience required

• Experience selling technical, capital equipment to government, universities, and industry in business-to-business environment preferred

Competencies

• Ability to deliver results through others

• Excellent verbal and written communication skills over the phone, email, virtual video calls and in-person

• Effective organizational, time management, prioritization, and presentation skills

• Proven leadership and collaboration skills with the ability to effectively supervise, motivate, coach and influence employees in a teambuilding environment

• Performs with high level of initiative exhibiting persistence and willingness to stimulate new ideas within the organization

• Ability to design and implement on-going training programs for Inside Sales Account Representatives

• Proficient with Windows applications and common Microsoft Office programs

PHYSICAL DEMANDS & WORK ENVIRONMENT

Working Conditions

• Office environment within a clean Industrial Manufacturing facility

Compensation Information:

This position has a starting salary range of $105,000 to $120,000 per year plus additional incentive compensation. Pay is determined by several factors, including a candidate’s experience, relevant skills, and qualifications.

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.