Vice President of Industrial Sales Job in St. Louis 63357, Missouri Us
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The Company:
Global leading manufacturer of all things “metal joining and cutting”: equipment and consumables, serving every major OEM industry and Fortune 500 clients.
Known for quality, reliability, exemplary customer service and a commitment to continuous improvement. The company recently announced plans to expand its worldwide presence, and therefore needs a:
Vice President of Industrial Sales
Territory: United States
Job Description:
Position Overview: The Director of Industrial Sales (US) plays the key role in the development and execution of the company’s sales plan for the US Industrial Channel with a focus on achieving short and longer term business objectives while overseeing the development of our largest and most important customers.
Responsibilities
• Develops sales forecasts for new products
• Develop sales plans which accomplish our business objectives
• Responsible for developing new accounts as well as maintaining strategic relationships with large accounts
• Develops quarterly sales re forecasts while fully communicating sales activities to Sr. VP Sales Americas
• Meet or exceed forecast sales volumes and revenues through the maintenance of existing customer base and development of new accounts
• Track sales performance against objectives and informs management of results
• Responsible for the establishment of both annual and monthly sales objectives which insure compliance and execution of the Company business plan
• In coordination with HR and the SR VP GM Americas Sales, establishes compensation plans for industrial sales personnel including salary structure and commission plan
• Responsible for formulating sales strategies and distribution policies that ensure maximum outcome of US sales efforts and achieve sales quotas. Assures that the approved policies and objectives are fully understood by all personnel and incorporated into daily activities including spending no less than 50% of District Manager time working directly with end users.
• Develops, implements and executes our sales process
• In conjunction with the SR VP GM Americas Sales and Director of Americas Marketing establishes both market segment and end user customer strategies for the Company.
• Develops, leads and mentors the sales force
• Establishes performance goals for all sales employees and monitors performance continually
• Oversees the development, implementation and execution of comprehensive distributor sales plans.
• Provide demand planning with advanced notification of significant orders to help maintain our expected service levels.
• Participates in monthly PSI meetings to provide insights to current trends and guidance for future opportunities
• Works with US Industrial customer base securing third party data which helps identify whether distributors are building or depleting inventory.
• Works closely with product line management on the development of new products while developing sales strategies which result in maximum market penetration at launch.
• Attracts, trains, retains and motivates US field sales force.
• Monitors performance of sales force and takes appropriate actions that assures achievement of Company business objectives
• Works in conjunction with National Accounts Director so that US Industrial Sales Team is focused on development and growth of US National Accounts, wholesale organizations and key buying groups.
• Assures that sales management provides feedback of performance to forecast on a timely basis to pricing administration so that appropriate action is documented and taken to correct below forecast performance.
• Promotes and ensures that Intellectual Capital recruitment and retention plans are developed and adhered to.
• Spends no less than 50% of time visiting key customers, including end users
• Reports to the SR VP GM Americas Sales
Performance Metrics:
• Industrial sales versus plan
• Expenses to plan including travel entertainment, samples and trial and evaluation equipment
• NPI sales to plan
• National Accounts sales versus plan
• % new product revenue of total revenue
• Utilization of Contact Management Tool as a measurement of time spent with end users.
Processes Used
• Competitive Analysis
• Project Management
Qualifications:
Knowledge/Skills Required:
• Expected to be knowledgeable of products, market and industry trends, competitors, and leading sales strategies.
• Strong analytical and commercial skills
• Ability to be both strategic and tactical
• Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach.
• Highly organized and has very effective time management skills.
• Strong listening skills.
• Has ability to create and deliver compelling presentations.
• Excellent product and project management skills
• Ability to understand and communicate product knowledge
• Excellent leadership skills; team player capable of working with and influencing cross-functional project teams
• Strong negotiating, written and verbal communication skills
• PC skill, word processing, spreadsheet, database
• Ability to multi-task, organize and judge priorities
• Business travel is required. Must be able to perform job functions effectively while traveling.
Experience:
• Bachelor Degree required, MBA preferred
• Minimum of 10 years work experience in Sales. Marketing, Product Management, Marketing Analyst or Market Research a plus.
Critical Attributes:
• Highly customer focused
• Strong leadership qualities both with customers and employees
• Team player.
• Possess the capability of to understand the product line, markets and competitors, globally.
• Active with customers and end users in the market
• Highly efficient
Please email your resume as an attachment in Microsoft Word format to Rick Millar at RMillar@MRI-Boston.com