Job Title: Director, Sales

Department: Sales

Reports To: Chief Commercial Officer

FLSA Status: Exempt

Travel: Up to 50%

Job Summary

The Director of Sales role is responsible for managing all aspects of the sales operations with the primary objective of ensuring sales revenues meet or exceed goals to keep the company profitable. This position is accountable for spearheading the development of new sales pipelines, building processes to achieve revenue growth. Effectively works across functions with key stakeholders to create and execute against sales and operational strategies while managing the commercial team. Develops business plans, budgets, and staffing requirements to support growth to annual sales volumes through delegating authority to key direct reports and utilizing inputs from cross-functional peers.

Essential Duties & Responsibilities

• Manage the sales account managers and performance to sales plan objectives, including new opportunities within the existing customer base or potential sales prospects through personal relationships and professional networks.
• Delivering financial results to corporate targets with full P&L and balance sheet ownership
• Manage overall sales process, including establishing a cadence of reviewing KPIs for accountability of achieving sales funnel management with sales team.
• Responsible for various aspects of contract negotiations, implementation, and communications internally and externally, including training and coaching value selling and strategic negotiation skills to sales team
• Demonstrated ability to develop and scale a geographically diverse sales pipeline while taking an objective, data-driven approach to measure sales results and identify trends/opportunities.
• Manage the demand planning process to improve accuracy and provide consistency in forecast bias to support targeted customer fill rates minimizing inventory risk exposure including new products.
• Develop key relationships with clients and provide support for customer satisfaction issues.
• Collaborate with Marketing team to build and maintain a pipeline full of sales
• Observe and communicate local and national trends in the market
• Attend and actively engage to prospect customers at conferences and trade shows
• Collaborate effectively with both the executive leadership team as well as the operations organization to execute growth strategies and services.
• Oversee reputation management efforts for clients and residents alongside the customer support and account management teams.
• Customize and deliver sales presentations that address key issues as well as effectively close new business opportunities.
• Strong proficiency regarding communication (verbal and written), organizational, interpersonal, prioritization, problem resolution, and relationship management skills.
• Demonstrated ability to interface with, and maintain effective relationships with, all functional departments and employees in a team-oriented environment.
• Utilize a collaborative and consensus approach by working across all functions to support analytics and activities.
• All other duties as assigned.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education Requirement/Work Experience

• Bachelor’s degree in business administration, Marketing or related field of study. 10+ years leadership experience in industrial commercial/sales with proven track record for high performance results.
• Manufacturing industry experience preferred.

Computer Skills

To perform this job successfully, an individual should be proficient with Microsoft Office -- MS Word, Excel, PowerPoint- – proficiency in use of ERP/MRP systems and workflow.

Core Values

Our core values define how we work and what we expect from every associate. The ideal candidate will consistently demonstrate these values in performing the responsibilities of this role. Each core value represents essential behaviors and competencies aligned with the duties and qualifications of the position.

• Accountability – We take full responsibility for our actions and outcomes, ensuring transparency and trust with our stakeholders, customers, associates, and the environment. Competencies: Problem Solving, Decision Making, Planning & Organizing, Resilience, Time Management/Prioritization and Learning Agility
• Innovation – We champion creativity and collaboration, continually striving to deliver groundbreaking solutions that transform our industry and exceed expectations. Competencies: Creativity & Curiosity, Continuous Improvement, Vision & Strategic Thinking, and Collaboration & Teamwork
• Integrity – We uphold the highest ethical standards of honesty, transparency, and ethical behavior in every decision and action, fostering trust at all levels in our organization. Competencies: Honesty, Consistency & Dependability and Commitment to Excellence
• Adaptability – We embrace change agility and resilience, staying flexible and proactive in a constantly evolving world. Competencies: Communication, Results Oriented and Flexibility
• Caring – We prioritize the well-being of our people, communities, and business partners, recognizing that their success and happiness are vital to our own. Competencies: Organizational Savvy, Risk Management, Compliance, Diversity, and Empathy
• Passion – We are driven by a relentless pursuit of excellence, demonstrating determination to succeed while maintaining humility and respect for others. Competencies: Commitment, Persistence & Tenacity, Humility and Respect.

Physical Demands 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision and good vision acuity for working 6-8 hours on digital monitors. While performing the duties of this Job, the employee is frequently required to sit; use hands to finger, handle, or feel and talk or hear. The employee is frequently required to stand and walk. The employee is routinely required to reach with hands and arms.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. The work environment is frequently an office environment with occasional work performed in manufacturing environments. The noise level in the office environment is low and manufacturing work environment is usually moderate to high level with ear protection provided as required. 

The above statements are intended to describe the general nature and level of work being performed by those assigned to a particular position. This document in no way states or implies that this is as an exhaustive list of all responsibilities, duties, and skills required and personnel may be required to perform duties outside their normal responsibilities from time to time, as needed. The Company reserves the right to change, modify, amend, add to or delete from, any section of this document as it deems, in its judgment, to be proper.

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