Director of Sales – Value-Add Distribution

at  Certified Power

Description:
The Director of Sales of Value-Add Distribution will be a key member of Certified Power leadership Team; s/he will help set global sales strategy and be accountable for the sales leadership and management of revenue growth and profitability for the region. The Director of Sales will be a hands-on, high impact business leader with strong commercial orientation and successful track record of driving profitable growth and value creation. S/he will be intimately familiar with the needs of the OEM, customer, end user and their procurement processes. In addition, s/he will have a command of the large line card of vendors to maximize customer share of wallet.
S/he will work closely with engineering and manufacturing to maximize the integration of systems for complex OEMs and end users. Core responsibilities will include ensuring the organization has the capability to leverage the core business competencies, establish operational excellence, identify, develop and exploit new growth opportunities.
Lastly, the Director of Sales will ensure the sales territories are building opportunity funnels in accordance with the annual operating plan, and the 5-year strategic plan.
Requirements:

ESSENTIAL DUTIES and RESPONSIBILITIES:

• Direct and coordinate activities involving value-added distribution sales.
• Act as a strategic thought leader, advisor, and partner to the business segment and broader leadership team.
• Work closely with functions across the organization to establish and develop a strong and collaborative partnership to ensure continued success.
• Lead [RMR1] and coordinate the implementation of supplier strategic alliances to consistently expand sales in the designated region.
• Align Certified Power’s resources across the region to ensure sales and operational success against these initiatives. This includes relationship building, negotiating, and implementing plans with key partners and end users.
• Ensure pricing and margin expansion efforts are aligned with strategic business plans.
• Collects and synthesizes “Voice of Customer” to drive product and feature development in the technology roadmap.
• Assess, establish, update the strategic plan for the assigned region to identify trends, competitive advantages, and future direction.
• Align the region’s activities to ensure consistent strategies, communication, and programs.
• Drive specification development at OEMS and end users.
• Drive a transformational agenda to ensure that the region has the most successful sales and marketing capacity that yields increases in revenue and margin growth.
• Maintain and grow market share in the region, and secure profitable growth in new market segments and geographies.
• Identify new opportunities for top-line growth (i.e., expand existing product line to new customers).
• Gain knowledge and understand marketplace conditions, competitor position, market share, economic and social trends, as well as technological developments in order to modify plans and adopt new strategies to take full advantage of changing market conditions.
• Recruit, lead, mentor, and motivate the sales and sales support organizations to capitalize on the market opportunities for Certified Power, with the ability to roll up his/her sleeves to work with team members, as needed.
• Oversee outside and inside sales.
• Determine price schedules and discount rates.
• Prepare budgets and approve budget expenditures.
• Represent the company at trade association meetings to promote products.
• Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase.

An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

QUALIFICATIONS:

• Bachelor’s degree in business, sales, and marketing or equivalent
• Must have 15+ years of progressive sales leadership experience, successfully leading a business or region with>$25M in revenue.
• Must have value-added distribution experience and proven track record in B2B and B2G sales environments with a history of delivering profitable growth through the deployment and execution of well-developed, strategic marketing and sales programs across multiple channels and end markets.
• Value-add distribution of hydraulics and electronics controls.
• Ability to scale a sales organization with deep experience in North America.
• Direct experience working with large line cards and complex suppliers.

• Direct and coordinate activities involving value-added distribution sales.
• Act as a strategic thought leader, advisor, and partner to the business segment and broader leadership team.
• Work closely with functions across the organization to establish and develop a strong and collaborative partnership to ensure continued success.
• Lead [RMR1] and coordinate the implementation of supplier strategic alliances to consistently expand sales in the designated region.
• Align Certified Power’s resources across the region to ensure sales and operational success against these initiatives. This includes relationship building, negotiating, and implementing plans with key partners and end users.
• Ensure pricing and margin expansion efforts are aligned with strategic business plans.
• Collects and synthesizes “Voice of Customer” to drive product and feature development in the technology roadmap.
• Assess, establish, update the strategic plan for the assigned region to identify trends, competitive advantages, and future direction.
• Align the region’s activities to ensure consistent strategies, communication, and programs.
• Drive specification development at OEMS and end users.
• Drive a transformational agenda to ensure that the region has the most successful sales and marketing capacity that yields increases in revenue and margin growth.
• Maintain and grow market share in the region, and secure profitable growth in new market segments and geographies.
• Identify new opportunities for top-line growth (i.e., expand existing product line to new customers).
• Gain knowledge and understand marketplace conditions, competitor position, market share, economic and social trends, as well as technological developments in order to modify plans and adopt new strategies to take full advantage of changing market conditions.
• Recruit, lead, mentor, and motivate the sales and sales support organizations to capitalize on the market opportunities for Certified Power, with the ability to roll up his/her sleeves to work with team members, as needed.
• Oversee outside and inside sales.
• Determine price schedules and discount rates.
• Prepare budgets and approve budget expenditures.
• Represent the company at trade association meetings to promote products.
• Confer with potential customers regarding equipment needs and advise customers on types of equipment to purchase