Senior Sales Director - OEM/Key Accounts

Position Summary:

The Senior Sales Director is primarily responsible for attaining or exceeding team sales goals by recruiting and developing a high performing sales team, setting clear expectations and holding team members accountable, directing sales efforts with specific customer groups, growing sales of existing customers and new accounts.

The Senior Sales Director actively participates in customer events, oversees management of the sales managers and forecasts and manages the sales and expense budgets.

Candidates can work a hybrid schedule and are preferred to be near one of our locations:

Madison, WI

Eastanollee, GA

Eleanor, WV

Hitchcock, TX

Essential Functions/Responsibilities:

Business Strategy:

• Build, lead, and mentor the OEM/Key Account sales team.
• Drive a customer-focus and results oriented high-performance culture across all commercial teams.
• Establish and execute effective short and long term business strategies for growing OEM and Key Accounts based on voice of customer, competitor and market trends
• Evaluate industry and business trends for potential impact; identify key opportunities and threats within the marketplace
• Be a creative problem solver; recognize growth opportunities in the market and orchestrate all cross functional teams by creating, articulating, and executing against the strategic plan.
• Analyze the actual financial performance of the business against forecast/budget with the objective of exceeding established targets.
• Implement effective recruiting, staffing, employee development, performance management, and succession planning programs
• Maintain and cultivate customer relationships with emphasis on key decision makers and influencers.
• Develop and implement sales training tools and processes.

Performance, Metrics & Reporting:

• Participation in the annual forecast/budget process by creating market forecasts and monthly tracking progress against the orders forecast/budget
• Bring operational rigor and discipline in forecasting, sales process and continuous commercial improvement.
• Direct implementation and execution of sales policies and practices, commission strategy, and annual sales quotas.
• Accountable for short- and long-term growth/profitability

Requirements

• BS Engineering, Business Administration or equivalent experience
• MBA desirable
• Minimum of 10 years sale experience with 5 years of sales leadership in custom engineered solutions for industrial or utility markets
• Proven track record of sales success and building long term relationships with key customers.
• Ability to think strategically, synthesize the most complex business/financial data, and develop innovative solutions in a timely fashion
• Analytical, negotiation, and problem-solving skills; able to make quality fact-based decisions using the appropriate information
• A willingness to drive change within an organization, review organizations process and capabilities, recognize talent and develop potential future successors.
• Experience using CRM, including the ability to get the most out of the CRM, and develop and manage the sales team’s usage of the tools.
• Strong presentation and influencing skills both internal and external
• Strong written and oral communication skills
• Proficiency in MS PowerPoint, Excel, Word, and database applications
• Experience in a leadership position in a private equity owned company is strongly preferred
• Travel up to 50% required