Job ID: 15319
Manages and directs the business unit sales teams towards their primary sales objectives based on long-term product and profitability goals by performing the following duties personally or through subordinate managers.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Responsible for maximizing sales volume, profitability, and penetration of business unit markets through management, administration, and performance of sales activities.
Provide guidance and direction by working with the Business Unit Manager and Business Unit staff to create and help to lead the organization’s vision, mission, and overall direction through current and long-term strategic objectives and plans.
Must be an advocate, champion, and spokesperson for the Business Unit and its established mission.
Own the global selling strategies: in collaboration with regional Directors, must develop a strategy, plan and then execute region-specific activity to grow sales and orders in excess of the market growth rate.
Drive a forecasting model: implement proper processes and daily management so there is a solid understanding of performance expectations and results, and where action needs to be taken to improve or accelerate business performance. Must seek out advice and guidance from peer departments and other leaders to align the sales department focus to the strategic direction of the overall business.
Sales Force Efficiency: own the core selling process and influence the indirect ones that facilitate the effectiveness of the sales team.
Responsible for Core Customer Expansion: responsible for maximizing sales volume, profitability, and market penetration of target markets through management, administration, and performance of sales activities. This includes developing a strategy to effectively maintain and expand the core customer base.
Establish and drive success of the sales department using metrics, including bookings and sales numbers, growth funnel activity, territory action plans, incentive plans. Goals include: sales targets, new business targets, profit targets, and projects (territory plans, incentive and motivating plans, and structure integration).
Maintain awareness of both the external and internal competitive landscape, opportunities for acquisition expansion, new product expansion, customers, and markets.
Effectively represent the organization within charitable, civic, and professional association responsibilities and activities in the local community and state.
This position is responsible for the overall direction, coordination, and evaluation of results and personnel within the assigned Business Unit and must carry out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include:
- Performance Management: responsible for managing the performance of the sales team (Directors of Sales, Sales Managers, and Applications Engineers) and have routes to adjust, address, and take action for non-performers and reward performance. Lead through example and be seen as a leader.
- Daily Management: own the process that has a pulse on the selling activity of the business, has the systematic review process that trickles down through the organization. Must interview, hire, and train as necessary.
- Raising the Bar: must interview, hire, and train as necessary to bring talent into the organization. Effectively coach, develop, and set expectations for the sales managers so they trickle down clear focus and direction. Mentor, lead, guide, direct, and evaluate the performance of the sales department managers and the entire sales team.
- Motivation: encourage and mentor the team to own their targets, actions, and responsibilities for their territory and the success of the overall business
This position reports directly to the Business Unit Manager
Master's degree (M. A.) or equivalent; or seven to ten years related experience and/or training; or equivalent combination of education and experience.
Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to effectively present information to top management, public groups, and/or boards of directors.
Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
Must be able to travel domestically and internationally
We are an Equal Opportunity Employer and do not discriminate against
any employee or applicant for employment because of race, color, sex,
age, national origin, religion, sexual orientation, gender identity,
status as a veteran, and basis of disability or any other federal,
state or local protected class.