Job Description:
The Opportunity
The Industrial Sales Manager drives profitable growth, portfolio adoption, and retention of base business within an assigned territory. This role owns top end-user relationships (the “80” accounts), leverages distributor partnerships, and collaborates with cross-functional teams to grow revenue, generate new opportunities, and optimize the overall revenue mix. Success requires strong technical knowledge, solution-selling expertise, territory ownership, and the ability to balance growth initiatives with defending core accounts.
What You’ll Do
Own and manage all end users in your territory, including the top 80 accounts.
Build and maintain strong relationships with distributor reps and outside sales teams, aligning with KPIs.
Conduct Quarterly Business Reviews(QBRs) and structured account planning to defend base business and grow share.
Develop and maintain a healthy sales pipeline using CRM systems, collaborating with technical resources and specialized sales teams to convert new opportunities.
Promote full portfolio solutions, including multi-brand offerings and new product launches, using a solution-based selling approach.
Lead territory planning and account strategy, balancing offensive growth with defensive retention effort.
Drive disciplined execution, hold teams and channel partners accountable, and generate measurable ROI from sales and training activities.
What Success Looks Like
Consistently achieve revenue, market share, and profitability targets.
Maintain a high-quality, predictable sales pipeline with minimal surprises.
Retain key accounts, including consumables and annuity contracts.
Expanded portfolio adoption and increase multi-brand penetration across accounts.
Drive measurable growth through distributor partnerships.
Foster engaged end-user relationships and capitalize on repeatable sales opportunities.
What You Bring
Technical Certificate, Associate, or bachelor’s degree in a technical or business discipline.
Minimum of 3 years of sales experience, demonstrated value-based selling of commercial or industrial products.
Proven success managing field-based sales territories and distributor or channel partnerships.
Strong technical aptitude with solution-selling expertise.
Self-directed with excellent pipeline, account, and territory management skills.
Strategic and hands-on, balancing growth initiatives with defending base business.
Skilled in data-driven decision making and CRM-based pipeline management.
Exceptional executive-level communication, cross-functional collaboration, and coaching skills.
Willingness and ability to travel overnight up to 50% of the time.
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 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.
Originally posted on Himalayas