Responsible for leadership of all sales activities for a business segment including sales planning and budgeting by customer, market and region. Establishes customer relationships and develops sales programs and contracts that support Company objectives for revenue growth, profitability and market penetration. Gathers and analyzes market data to assist product planning and to create accurate demand forecasts. Creates and maintains a work environment consistent with long term employee satisfaction and performance.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. In each of the duties listed below the employee is expected to perform to the highest standards of quality, to strive for maximum customer satisfaction, and to continually look for ways to improve the methods, practices, and procedures of this position.
Leads the development and implementation of sales strategies and programs, including a sales tracking system to track individual, regional and overall team performance.
Directs staffing, training and performance evaluations to develop exceptional sales programs.
Directs the coordination, implementation and maintenance of all pricing activities based on strategic pricing guidelines.
Maintains close communication reporting activities associated with major fleets, warehouse distributors, and original equipment supplier (OES) networks.
Establishes key customer relationships.
Develops coordinated annual objectives, planning and budgets in conjunction with other leaders.
In conjunction with the Vice President – Sales & Strategic Development and Directors:
- Coordinates sales programs for consistency, and develops best-practice processes, systems and tools.
- Maintains close communications regarding activities associated with major fleets, warehouse distributors, subsidiaries and original equipment manufacturer (OEM) dealer networks.
Ensures that the sales team is properly trained to perform needed activities. This includes such training as product policies and procedures, selling techniques and computer skills.
SUPERVISORY RESPONSIBILITIES Responsible for the overall direction, coordination, and evaluation of a business unit sales team. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include working with the leads of the respective areas to interview, hire and train employees, plan, assign, and direct work, appraise performance, reward and discipline employees, address complaints and resolve problems.
Miscellaneous (Supervisory)
Acts as a good steward of the Company’s resources and exemplifies the values of the Company.
Prepares and tracks departmental budget.
Ensures personal and departmental compliance with all Company policies, procedures, values, ethics, and rules, taking appropriate corrective steps as necessary.
Maintains and promotes a safe work environment through ownership of Company safety program. This includes following and enforcing all safety rules/regulations and proper operating procedures, as well as the proper use of prescribed safety equipment pertinent to the department, and immediately reporting all accidents/incidents to supervisor and Human Resources.
Supports and enforces the Company’s equal employment opportunity and affirmative action policy and actions, immediately reporting violations to supervisor and the Human Resources Representative.
Ensures that personal conduct and work area is free from any form of harassment (sexual, racial, religious, etc.), immediately reporting violations to supervisor and the Human Resources Representative.
Supports Company’s quality and environmental policies and programs and ensures programs’ requirements specified for positions within the department are met; meeting quality/environment requirements specified by production drawings, bills of materials, control plans, policies, work instructions, and procedures.
Ensures that self and all employees actively participate in and successfully complete appropriate training (on-the-job, classroom, etc.) and that all training provided is evaluated and that proper documentation is provided for accurate maintenance of the employee’s training record (i.e. Training Completed/Evaluation Form).
Maintains frequent, regular two-way communication with employees to provide information on the state of the business and their performance, establishing an environment of trust.
Meets with employees regularly to discuss their performance, with formal written performance reviews completed at least annually using the employee’s job description as a basis for appraisal.
Meets with supervisor at least once per year to review job performance using this job description as a basis for appraisal.
Maintains complete security and confidentiality of all Company records and employee data.
Maintains a clean, orderly and professional work environment.
Performs other miscellaneous duties as may be 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 and/or EXPERIENCE Bachelor’s degree from an accredited university. At least eight (8) years related sales experience and at least five (5) years sales management experience or equivalent combination of education and experience.
KEY METRICS
Sales revenue
Gross Profit
EBIT
Forecast and sales planning accuracy
Key account performance to plan
Market Share
SG&A – Cost
New product revenue to plan
Travel Requirements: Position requires up to 75% domestic and international travel.
Relocation: Benefits are available.
EOE-AA-M/F/Vet/Disability
