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Director of sales
4 months ago
Director of Sales – Injection Molding
The Director of Sales, Auto & Commercial will function as a growth leader. They will be accountable for the fulfillment of the company’s strategic plan to defend and extend the current market position in the core businesses, as well as expand into any strategically targeted new opportunities that take advantage of the company’s core strengths. The role includes responsibility for growing and leading the Auto & Commercial sales force as well as successfully maintaining existing customer commercial accounts ensuring excellent customer satisfaction.
Key Responsibilities:
- Meet or exceed sales win targets for new business by identifying and targeting potential customers through research, cold calls, networking, and referrals, as well as leveraging existing customer relationships to grow those accounts.
- Participate in the development of strategic plans with the Company’s Auto & Commercial business teams. Deploy the strategy through the development and oversight of effective execution plans with the Sales team.
- Develop and monitor sales processes including installing and maintaining highly effective, data driven sales funnel tracking processes through optimization of the CRM.
- Create and manage pricing strategies that contribute to meeting margin and profitability objectives.
- Develop and maintain strong long-term relationships and participate in closing activities with key customers and prospects. Understand customer needs and provide effective tailored solutions.
- Develop and implement sales plans and budgets, forecasts, competitive analyses, and general sales administration.
- Recruit, train, and develop an aggressive and active sales force, providing optimal market coverage to drive growth and market share gain.
- Cultivate and foster an environment of high performance through performance management, employee development, career progression, and rewards and recognition.
- Serve as a key partner to the Vice President of Operations, Auto & Commercial, and management peers, while having full ownership of the sales disciplines.
- Develop and lead impactful regular sales meetings. Create and deliver compelling sales presentations.
- Oversee sales compensation plan administration, rules, policies, and procedures.
- Lead the Sales team through Account Management activities ensuring the highest customer satisfaction while meeting internal profitability objectives.
- Oversee and continually optimize the quotation process ensuring timeliness and accuracy in order to successfully win target programs.
- Stay informed about industry trends and market conditions to identify new business opportunities. Compile and maintain effective competitor analysis and use this information to drive strategic initiatives and direction.
- Gain a deep understanding of the company’s products and capabilities to capitalize on new opportunities as well as effectively communicate with customers.
- Cultivate a culture of collaboration, teamwork, transparency, empowerment, and accountability.
- Implement, maintain, and report out on Sales and commercial related Key Performance Indicators
Knowledge or Skills Required:
- Minimum of fifteen years of sales and sales management, marketing, and business development experience, including at least five years of recent senior level management responsibility.
- Minimum 10 years of automotive experience in a sales related function.
Manufacturing industry experience is a must. Injection molding experience strongly preferred.
- Proven sales experience, meeting or exceeding targets. Proven experience leading a sales team, meeting or exceeding targets.
- Excellent communication skills, oral and written, excellent presentation skills.
- A growth leader who knows how to access markets and win.
- Process oriented with a proven foundation of instilling a proven sales process and methodology.
- Must bring a strong funnel management capability.
- Must be current with technology, leading inbound and digital marketing efforts if that strategy is chosen.
- Financial acumen, specifically as it relates to understanding margins (contribution, gross, net).
- Proven negotiation skills and demonstrated ability to effectively settle differences with minimum disruption.
