Regional Sales Manager 2

About ITW GSE

ITW GSE is an industry leading manufacturer of Ground Support Equipment (GSE) to the aviation industry. Core customers are Airports and Airlines in all countries around the World. Core products are Power Supply Units for aircraft parked on the ground. ITW GSE has 2 factories and 2 sales offices: ITW GSE Americas (Palmetto Florida), ITW GSE International (Odense Denmark), Sales Office Dubai, and Sales Office Singapore. ITW GSE is part of the Specialty Products Segment of Illinois Tool Works (ITW).

About Illinois Tool Works (ITW)

ITW is a $15.8 billion, multi-national, publicly traded (NYSE) company headquartered in Glenview, Illinois. The company is built on a differentiated business model comprised of three unique core capabilities: our 80/20 business process, sustainable differentiation and our entrepreneurial culture. ITW is growing, acquiring multiple companies annually over the past several years. ITW's business model enables quick and decisive decisions for individuals seeking a fast-paced and challenging business model within the framework and strength of a large multinational corporation.

Essential Duties and Responsibilities

Utilize the ITW Toolbox principles by providing exceptional customer service. Responsibilities include:

• Travel mostly within the designated region maintaining, regaining and seeking out new sales opportunities, programs and project related sales – promoting our ITW GSE product lines.
• Continue building a network of contacts, old and new, in order to increase our current market share.
• Utilize CRM system to oversee and track sales activities, customer interactions, and pipeline development across assigned territories.
• Ensure accurate and timely data entry into the CRM, maintaining high standards of data integrity and enabling reliable reporting and forecasting.
• Analyze CRM data to identify sales trends, monitor team performance, and develop actionable strategies for growth and customer retention.
• Lead a team of dedicated Area Sales Managers, providing coaching, performance feedback, and strategic direction to achieve regional sales targets.
• Align team efforts with company goals, optimizing territory coverage, and fostering collaboration across departments.
• Direct sales forecasting activities and sets performance goals for territory.
• Work with supervisor to review market analyses to determine customer needs, new product and market opportunities.
• Represent company at trade association meetings and professional conferences to promote ITW GSE and product.
• Deliver sales presentations to key clients and potential clients where required.
• Coordinate meetings between sales department, engineering and other sales related units when necessary.
• Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion with existing and potentially new products using given resources.

Qualifications and Requirements

• Professional Experience: Minimum 3–5 years in sales role; preferably of industrial equipment.
• Leadership Experience: Minimum 2–3 years of experience in a leadership role, with a strong preference for candidates who have successfully led remote or geographically dispersed teams.
• Industry Experience: 5–10 years of experience in the Ground Support Equipment (GSE), airline, or airport industries is strongly preferred.
• Language Skills: Bilingual proficiency in Spanish, French, or Portuguese is preferred to support our global customer base.
• Education: Bachelor's degree in Sales or a related field, or a minimum of 5 years of sales experience with a proven track record of success.
• Demonstrated experience using Customer Relationship Management (CRM) systems (e.g., Power BI, Salesforce) to monitor and manage sales pipelines, customer interactions, and performance metrics across multiple territories.
• Ability to build, manage, and present a robust sales pipeline, including identifying new leads, nurturing prospects, and closing deals.
• Strong communication skills, both verbal and written.
• Proficiency in Microsoft Office applications, especially Excel.
• Must possess a valid U.S. passport or have the ability to obtain one legally.