Inside Sales And Distribution Manager

Company Description

Buehler, a division of Illinois Tool Works, is a leading manufacturer of scientific equipment and supplies for use in material analysis. Over the past 80+ years, Buehler has established sales, manufacturing and laboratory services located throughout North America, Europe and Asia. Comprised of world-class products and brands, such as Wilson Hardness, Buehler continues a long history of providing market-leading technology to support our customers in their sample preparation and material analysis applications.

Buehler’s parent company, ITW, is a global diversified industrial manufacturer of value-added consumables and specialty equipment with related service businesses. The Company focuses on profitable growth with strong returns across worldwide platforms and businesses. The businesses serve local customers and markets around the globe, with a significant presence in developed as well as emerging markets.

Job Description

This key position is responsible for the daily supervision, development, and results of the Americas R&D Inside Sales team and distribution partners. The focus is to train, motivate, and coach inside sales representatives providing structured processes and call feedback to develop each individual team member. Management of distribution partners is an important part of this role and includes contract negotiations, providing daily support, measuring performance, and being the link between the distributor and Buehler. You will partner with the field sales, applications, and customer care teams to set priorities and delegate work. The position will be accountable for analyzing processes and performance, making recommendations, and implementing changes to ensure continual improvement is achieved. The aim of the game is to provide the highest grade of quality and service to our customers. Our Inside Sales team is a talent entry point for our organization making team development an important aspect of this role.

• Generate revenue by promoting sales of new and existing goods and services
• Meet and exceed quarterly individual and team sales targets and goals including distribution goals.
• Conduct team meetings to review and increase inside sales success
• Conduct distributor meetings to increase distribution success
• Hire, Train, motivate, and coach inside sales representatives while developing and rewarding top-performing account managers
• Continue to monitor distribution performance and adjust strategy to maximize company OI. This includes contract changes, territory changes, discount changes etc.
• Monitor reporting and other systems to validate ongoing performance
• Provide forecast and pipeline reports to sales leaders ensuring forecast accuracy
• Route qualified opportunities to the appropriate sales team member for further development and closure
• Maintain and expand database of prospects
• Identifying and building new business by targeting new customers and growing current client accounts
• Working cross-functionally with Supply Chain, Operations, and Engineering groups to support new product development that meets customer needs
• Work cross-functionally to refine and improve the ongoing team success

Qualifications

• Bachelor’s degree in a technical or engineering discipline preferred
• 5-7+ years of inside sales experience with well-respected growth companies. 1+ years of success managing Inside Sales Representatives with exceptional results
• Experience in distribution management preferred
• Experience in manufacturing and industrial sales preferred
• Proven ability to create and maintain a positive team environment
• Self-motivated with the ability to work in a fast-paced, dynamic and multitasking environment
• Flexibility to take on new projects as assigned by management
• Familiarity with CRM tracking system or tools
• Experience with sales techniques including selling, new business development, negotiations, and closing abilities
• Strong critical thinking, interpersonal and verbal communication skills
• Proven ability to understand the lead generation process and interpret lead qualification metrics
• Experience driving call center activities with lead generation tools, specifically emails and web leads and campaigns (developed within or external to Call Center)
• Demonstrated track record of using structured sales process highly preferred
• Excel, Power BI, and Dynamics skills highly preferred
• Outside sales experience helpful but not required
• Willing to travel 25% of the time

Additional InformationWe are an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at buehlerHR@buehler.com and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

For more information about our commitment to equal employment opportunity, please click here.