Director of Sales

Overview

KADANT BLACK CLAWSON LLC is an established leader in equipment and systems for the international pulp and paper process industries. For 150 years, we’ve helped our customers reduce their input costs and improve efficiency through innovative products and technologies. Our sustainability efforts have been nationally recognized, and Kadant is also listed on the New York Stock Exchange (KAI). Our state-of-the-art manufacturing facility is located in Lebanon, OH, where we design and manufacture our products for customers across the globe.

We currently seek to fill the position of Director of Sales to manage our Regional Sales Managers to ensure growth of sales and customer satisfaction with KBC service and products, all while advancing KBC’s mission of being a forward-thinking, collaborative, and ethical business.

Responsibilities

• Prepares and/or assists in the preparation of regular aftermarket and capital sales forecasts.
• Directs field sales to achieve the Company’s forecasted goals.
• Develops strategies for customer retention and market share improvement, while maintaining margin contribution.
• Coaches and mentors the field sales team to enhance their skills and performance, fostering a culture of continuous growth and development.
• Drives Kadant growth initiatives by identifying and pursuing new market opportunities and strategies for business expansion.
• Leads and manages the 80/20 Target Selling Team, focusing on market share growth through strategic targeting and prioritization of products and solutions.
• Manages Regional Sales Managers, including making hiring decisions, conducting performance appraisals, approving time off, and enforcing KBC policies.
• Participates in negotiations with customers for major projects.
• Engages in regular discussions of product improvements and additions, contributing valuable insights from a sales perspective.
• Initiates and directs sales training and improvement programs for the field sales team, ensuring alignment with current market trends and company objectives.
• Sets goals and objectives for field sales incentive programs, aligning them with broader company goals and market opportunities.
• Works closely with applications and inside sales groups to ensure proposals meet or exceed customer expectations.
• Actively participates in sales presentations at customer sites, ensuring they are tailored to match customer requirements.
• Organizes and directs the annual sales meeting, focusing on strategic planning, team building, and alignment with company objectives.
  
  

Qualifications

• Excellent verbal and written communication, including professional presentation skills.
• Strong interpersonal and customer service skills.
• Outstanding sales and negotiation skills.
• Strong analytical and problem-solving skills.
• Ability to function well in a high-paced and at times stressful environment.
• Proficient with Microsoft Office Suite or related software. ERP experience preferred.
• Demonstrates KBC values of personal accountability, discipline, trust, and proactive action.
• A Bachelor’s Degree in Mechanical Engineering, Chemical Engineering, Pulp & Paper Science, or related field from an accredited college or university is required.
• A strong technical background with a minimum of five (5) years of sales experience in the pulp and paper industry is mandatory.
• Experience as a manager with strong leadership capabilities is also required.
  
  

Must be able to handle approximately 30% travel.

Equal Opportunity Employer M/F/Disability/Veteran