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Director of Sales and Business Development

2 months ago

Brampton, Ontario, Canada StackTeck Full time

About StackTeck Systems Limited

StackTeck, a leading innovator in mold building, offers high productivity tooling solutions for the injection molding industry. With over five decades of experience, the company supplies a wide range of injection molds and IML automation used to produce plastic parts in applications such as caps, closures, medical, PET preforms, and thinwall packaging; as well as complete system integrations including IML.

StackTeck has dedicated R&D, testing and part sampling facilities, in addition to plastic part design, prototyping, engineering, and manufacturing capabilities. The company is located in a convenient location with quick access to highways and public transit.

Job Summary

The Director of Sales and Business Development will be responsible for managing the day-to-day activities of a high functioning Sales team, including Account Managers and Program Managers, based in Brampton, as well as sales representatives for well-established accounts in Latin America. This applies to all of StackTeck's product lines, including molds, automation and repairs.

Main Responsibilities

  • Develop and implement sales strategies to help achieve department sales goals, as well as develop process improvements for organizational sales effectiveness.
  • Manage, support and coach performance, inside scheduling and operational activities of the sales team.
  • Track, measure and report YTD sales metrics weekly/monthly with sales team and senior leadership.
  • Pinpoint training and career development opportunities for individual(s) and/or the entire sales team.
  • Conduct annual performance reviews with entire sales unit.
  • Build and foster strong business relationships with decision makers in key accounts.
  • Identify continuous improvement opportunities that will increase sales and enhance customers' experiences in pre-sales and post-sales capacities.
  • Contribute to the strategic planning of all sales, and project management activities of all StackTeck product lines.
  • Develop and execute standard pricing strategies for all StackTeck product lines.
  • Support estimating, including reviewing proposal strategies before submission to customer.
  • Participate in contract negotiations with Account Manager(s) and customer.
  • Authorize all travel, vacation and customer visit schedules for the team, ensuring projects are seamlessly supported.
  • Closely coordinate with Business Development and Marketing activities.

Key Tasks

  • Pricing strategy to maintain margins – soliciting market pricing and competitive landscape.
  • Estimation prioritization.
  • Estimation pricing strategies – evaluate if applicable to StackTeck.
  • Strategic account development (e.g. Berry, Amcor) & risk management.
  • Business development at existing accounts (e.g. selling IML Automation and PET to existing mold accounts).
  • Customer update presentations – in person and virtual meetings.
  • Key customer visits and relationship management.
  • Issue resolution – negotiating resolution to challenging issues.
  • Troubleshooting customer and mold issues.
  • Sales meetings, workshops, and promo events coordinated with Marketing efforts.
  • Annual and weekly forecasting.
  • Warranty and Sales Promo approvals for all projects.
  • Organizational development of Sales.
  • Team coaching and reviews.
  • Support of strategic initiatives.
  • Participate in project cost review meetings and handle Sales related follow ups.
  • Gemba board reporting on relevant group metrics.
  • Adaptation to the needs of the business, including support for new business development.

Requirements

The ideal candidate will have a minimum of 10 years of experience in related Injection Molding businesses (tooling, automation, machines), a Bachelor's degree in Engineering, Business or related field, and a minimum of 7 years of management experience in Engineering / Marketing / Sales roles. The ability to travel internationally, with no passport restrictions, is also required.

Behavioral Requirements

  • Thinks strategically and challenges status quo.
  • Tenacity and strong-willed approach in problem solving.
  • Excellent interpersonal and communication skills with a commitment to professional development.
  • Ability to make decisions under complex and demanding circumstances.
  • Works effectively with others at all levels of the business by building rapport, being humble and authentic.
  • Effective communication skills (verbal, written, presentations).
  • Hands on and steps in when job / project requires.
  • Energetic, action oriented, hard working.
  • Customer service oriented, consultative and trusted.
  • Flexible in approach and drive to complete initiatives within deadlines.
  • Big picture thinker and vision focused.