Director of Sales

at  IPS Corporation

ABOUT THE COMPANY

IPS Adhesives is a global supplier of adhesive and related solutions to a wide variety of markets. For over 65 years, IPS Adhesives has invested in product innovation, that provides specialized bonding solutions that are shaping the future of leading-edge assembly and construction design. Our brands are trusted worldwide by kitchen, bedroom and bathroom fitters, sign and display assembly operations, structural partners working in transportation, construction, boat building and more. Through these innovative performance and environmentally conscious-led solutions, we believe we can also help improve the lives of people working in these industries for generations to come.
IPS Adhesives wants to Inspire its People to Succeed by engaging dynamic, collaborative and safety conscious team members to join our growing business. We are looking for a talented, “act-like-an-owner” team member to help drive our business, starting with the voice of the customer and closing with extraordinary service and value.
For more information visit www.ipsadhesives.com.

POSITION SUMMARY

For the assigned business(es) within IPS Adhesives (IPSA), the Director of Sales, NA has responsibility for the development and execution of IPSA’s sales and go to market strategy, a strategy that will support the goals of the operating company and lead to successful business and financial results. This role reports to the VP, Sales IPSA and provides the thought leadership, strategic direction and tactical implementation to transform IPSA into a world-class commercial organization.

REQUIREMENTS

• Five plus (5+) years related experience – related industry experience strongly preferred; technical experience is a plus. Distributor or OEM experience a plus.
• Bachelor’s degree in Business, Marketing or technical field or equivalent experience required. MBA or other advanced degree strongly preferred.
• Strong business analytical competency.
• Demonstrated ability to rapidly understand technical products and solutions and work with customers to drive adoption.
• Self-directed with a high sense of urgency.
• Targets breakthrough performance, not simply incremental gains.
• Demonstrated business acumen and an understanding of the P&L and balance sheet.
• Excellent people and relationship building skills, including the ability to effectively communicate with and influence senior leadership and customers.
• Prior experience managing a geographically dispersed team preferred; direct staff leadership of a team preferred, including establishing development plans, managing and tracking objectives and deliverables, and coaching for performance
• Strong work ethic and ability to work both with teams and independently
• Ability to travel up to 50%

The Director of Sales must be a proven, highly effective leader with demonstrated business and team efficacy. With 5+ years of related experience, and a knowledge of strategy development, the successful candidate will have proven experience in driving strategy, executing customer and portfolio management and marketing/brand communications to deliver commercial success.

• In partnership with the VP Sales, develop and lead the strategic commercial direction for the assigned business(es) within the IPSA operating company.
• Work with the VP Sales and the sales teams to validate strategic plans and build go-to-market strategies.
• Achieve financial objectives by establishing a sales plan for each sales region in support of strategic plan and annual objectives
• Implement product and solution commercialization efforts that demonstrate success via measurable outcomes linked to financial and business objectives.
• Ensure that Voice of the Customer is heard and used in the development of solutions.
• Assist in building business case and rationale for product development roadmap.
• Work with R&D and Operations to ensure alignment with priorities.
• Execute sales processes that drive desired sales outcomes and identify improvements where and when required.
• Evaluate existing and new customer strategic fit based on market changes, business targets and strategic vision.
• Execute marketing communications strategies and industry stewardship that maintain and grow IPSA’s brands.
• Develop highly motivated commercial teams that contribute to successful financial and business results.
• Develop customer relationships with integrity, as well as business and technical efficiency, to deliver key business results.
• Drive use of the business system tools and processes with the team.
• Be an expert in our customers, competitors and their products within the assigned business(es).
• Ensure detailed and accurate sales forecasting and performance metrics.
• Support market, customer, and solution and product research.
• Build effective and trusting relationships within the industry.
• Coach, train, and develop a direct sales team and manufacturers’ representatives.
• Perform other related duties as required

The Director of Sales must be a proven, highly effective leader with demonstrated business and team efficacy. With 5+ years of related experience, and a knowledge of strategy development, the successful candidate will have proven experience in driving strategy, executing customer and portfolio management and marketing/brand communications to deliver commercial success.

• In partnership with the VP Sales, develop and lead the strategic commercial direction for the assigned business(es) within the IPSA operating company.
• Work with the VP Sales and the sales teams to validate strategic plans and build go-to-market strategies.
• Achieve financial objectives by establishing a sales plan for each sales region in support of strategic plan and annual objectives
• Implement product and solution commercialization efforts that demonstrate success via measurable outcomes linked to financial and business objectives.
• Ensure that Voice of the Customer is heard and used in the development of solutions.
• Assist in building business case and rationale for product development roadmap.
• Work with R&D and Operations to ensure alignment with priorities.
• Execute sales processes that drive desired sales outcomes and identify improvements where and when required.
• Evaluate existing and new customer strategic fit based on market changes, business targets and strategic vision.
• Execute marketing communications strategies and industry stewardship that maintain and grow IPSA’s brands.
• Develop highly motivated commercial teams that contribute to successful financial and business results.
• Develop customer relationships with integrity, as well as business and technical efficiency, to deliver key business results.
• Drive use of the business system tools and processes with the team.
• Be an expert in our customers, competitors and their products within the assigned business(es).
• Ensure detailed and accurate sales forecasting and performance metrics.
• Support market, customer, and solution and product research.
• Build effective and trusting relationships within the industry.
• Coach, train, and develop a direct sales team and manufacturers’ representatives.
• Perform other related duties as required.