Job Description:
Position Summary
Vulcan, recognized by chefs and operators around the world as the best-in-class supplier for premier, energy-efficient foodservice equipment, is seeking a motivated and energetic Sales Development Manager (SDM) to join our team. The Sales Development Manager (SDM) will work closely with the foodservice sales organization and culinary teams to enable sales and continue enhancing the Vulcan culinary experience through product training development, hands-on product demonstrations, corporate training, sales enablement initiatives, and end-customer support focused exclusively on the Combi business.
Scope & Function
The Sales Development Manager (SDM) is a highly visible position that reports to the Senior Manager for Combi, requiring a strong and open partnership with leadership to grow and position the Combi business for long-term success. This position works collaboratively with product line team members and the field sales organization.
Exceptional sales, culinary, and interpersonal skills are required to build the respect and trust necessary to influence the Field Sales Organization and win new customers.
The SDM is considered the field sales expert for Vulcan's Combi portfolio. The SDM understands the competitive landscape, maintains a positive and results-driven attitude, and is committed to driving Combi market share leadership. The SDM builds strong business relationships with the field sales organization to influence, recommend, and specify the Combi product portfolio to a diverse base within the industry including dealer/distributor partners, foodservice consultants, and end customers across numerous business segments.
Essential Functions
Drive sales by working in the field with manufacturer sales representatives.
Serve as the product and culinary expert for Vulcan Combi equipment.
Understand and analyze the competitive landscape within the Combi category.
Conduct and support product and sales training at the Baltimore, MD training center and in the field.
Support corporate training and sales enablement initiatives to strengthen field capability and customer engagement.
Represent Vulcan at national and regional trade shows and conferences.
Work collaboratively across teams to execute company initiatives and Combi positioning strategies.
Responsibilities
Follow and execute ITW Enterprise Strategy, ITW Toolkit, Core Values, and Code of Conduct as a leader of the business.
Support sales and promotional efforts for the Combi product line to achieve annual objectives.
Influence the Field Sales Organization to promote key products through ongoing training, updates, and promotions.
Establish and maintain close relationships with independent sales representatives, frequently joining dealer sales calls to train and support dealer teams.
Develop a regular factory presence with targeted dealers to strengthen brand alignment and grow sales.
Provide daily support to the Field Sales Organization and dealer network by responding to product questions, pricing, and lead time inquiries.
Lead and support product training efforts including content creation, presentations, demonstrations, and hands-on culinary experiences at dealer locations, buying groups, and Vulcan Experience events.
Represent the Combi product line at national and regional trade shows and coordinate the display of show equipment and promotional materials.
Monitor competitive pricing and provide competitive analysis within the Combi category.
Identify customer needs and support the development of new features and breakthrough products with the Senior Manager.
Support annual price book updates including new product listings and revisions to options and pricing.
Develop an end-user presence in target markets by supporting regional associations, conferences, and trade groups.
Support the creation and maintenance of brochures, specifications, sell sheets, online content, and videos in partnership with shared corporate resources and external agencies.
Learn and employ ITW methodology including 80/20 and targeted selling practices to accelerate growth.
Freely share ideas and opportunities with the Manager and leadership team to support the growth and success of the ITW Food Equipment Group.
Skills & Capabilities
Open and inclusive with a competitive nature focused on winning and success.
Experience with CRM (Dynamics 365).
Proficiency in Microsoft Suite including Outlook, Word, Excel, PowerPoint, and OneNote.
Strong professional presence, trustworthiness, and ability to work independently.
Proven success incorporating multiple selling and promotional tools in a dealer environment.
Strong analytical mindset with the ability to develop and execute growth strategies.
Superior time management and results oriented
Experienced and confident in delivering presentations to large audiences, including executive leadership.
Passion for meeting customer needs and exceeding expectations.
Exceptional verbal, written, and interpersonal communication skills.
Education
Bachelor of Science or Bachelor of Arts degree preferably in Culinary, Marketing, Business, or equivalent work experience.
Experience
3 to 5 years of Combi knowledge and sales experience with a foodservice distributor, manufacturer representative, or manufacturer of foodservice, industrial, or commercial equipment products.
Physical Requirements / Working Conditions
This is a 4-day-in-the-field role
Candidate must reside in the East or West Coast regions
Compensation Information:
$105,300- $130,000
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.
