Director, Sales (Hiring Immediately)

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The Linear Motion Division is a major contributor to the Automation and Motion Control Segment (~2B Annual revenue), with approximately 1,500 global associates and $400M in revenue. There are 8 main sites located across the United States, Mexico, the Caribbean, & Europe. This is a critical role for the creation and successful execution of the overall revenue growth strategy for the entire division.

Reporting to the Sr. Director Sales and Marketing of the Linear Motion Division, this role has responsibility for developing and deploying the growth initiatives at Strategic Accounts (OEMs and Key End Users) aligned with our RBS 80/20 Framework. This position requires close collaboration with product development teams, marketing communications teams, engineering teams, finance team and business leadership. S/he will be responsible for driving activities and decisions focused on maintaining a high level of customer satisfaction and growing market share through innovation with purpose.

The ideal candidate is an experienced industrial B-to-B sales leader who is well versed in linear motion products and effectively balances the need to maintain loyalty of existing customers with the need to aggressively hunt for and win new business in support of annual organic growth goals. The ideal candidate will be energetic, persuasive, well organized and able to demonstrate the ability to sell strategically.

Major Responsibilities:

• Develop annually 3-year growth strategies and annual growth goals for identified strategic accounts. Drives commercial and product strategies to outpace market growth of defined strategic accounts.

• Manage a list of strategic accounts based on growth vertical markets and review every strategy cycle for compliance to predefined parameters. Monitors customer and market trends and clearly communicates risks and opportunities to leadership team.

• Drives revenue growth on new designs and or share gain on existing designs at assigned direct OEMs or End Users within the targeted industry verticals.

• Cultivates business and market development growth opportunities by promoting value propositions to meet customer needs. Demonstrates technical product training and effectively communicates features, benefits, and advantages over the competition.

• Gathers detailed information about accounts, identifies decision-makers, understands strategic business challenges and priorities, and leads team in analyzing information and prioritizing opportunities critical to accounts.

• Establishes strong relationships throughout customer organization including VPs and C-Suite executives.

• Nourish overservice and ease to do business philosophy with customers.

• Ensures high post-sales satisfaction, facilitating positive long-term relationships and high potential for repeat business with accounts.

• Negotiates customer long term agreements and contracts for programs as required. Monitor and action adherence to existing agreements for all parties.

• Establishes strong relationships with internal support teams within Linear Motion Division.

• Develop and manage a high performing team to define and successfully execute the strategy.

• Execute best practices in sales and marketing. Define and champion consistent standard work and daily, weekly, monthly, and quarterly visual management that encourages a balanced focus on “hunting” of new business opportunities with both new and existing customers, early-stage funnel development, and the effective management of existing business.

• Champion proactive identification of gaps vs. plan and use of RBS tools to solve problems and drive continuous process enhancements.

• Contributes to a culture of success, and ongoing business and goal achievement.

• Represents company at trade shows, association meetings and other industry events.

Representative Decisions

• Identification of customer needs & motivation.

• Development of a plan to win Sales funnel opportunities.

• Maintenance and follow up on existing customer accounts.

• Prioritization and escalation of customer requests/needs.

Expected Outcomes

• Meeting sales growth, design wins, and new opportunity targets for assigned customers.

• A strong opportunity funnel of new business opportunities at new and existing customers.

• Penetration and growth at new, target customers.

• Significant revenue growth and share gain in key markets.

• High level of customer satisfaction and customer advocacy.

Required Education / Experience / Skills:

The ideal candidate will be a proven leader with in-depth industry experience and a true passion to win. Candidate must have exceptional project management skills, a record of building high performance teams and developing outstanding relationships with internal and external customers. A strong work ethic with proactive communication skills that encourage courageous conversations are a must.

• Bachelor’s Degree Engineering, Marketing, Business Administration, or relevant field experience.

• 10 years’ experience in related product sales to Tier I or Prime customers using both direct sales teams and manufacturing reps.

• Experience in sales, product, engineering, or marketing management.

• Strong customer orientation with ability to build executive level relationships.

• Strong presentation and communication skills.

• Excellent analytical and organizational skills.

• Ability to lead and motivate team members.

• Successful experience building a go-to-market strategy and sales plan.

• Proven track record of profitable growth.

• Basic knowledge to work with Salesforce, Power BI, Microsoft Teams, Excel, forecasting and reporting software.

• Experience working with 80/20, Policy Deployment methodologies, and CRM is preferred.

Travel: Approximately 50-70% required (Must be willing and able to travel by all forms of transportation).

Language: English required

Physical Demands:

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position is primarily located in an office environment with occasional time spent in manufacturing settings. The physical demands are limited.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position is primarily located in an office environment.

Restrictions imposed by federal export control laws may limit this job opportunity to candidates who are a U.S. Person,' which includes U.S. citizens, U.S. nationals, U.S. permanent residents, individuals granted asylum in the United States, and refugees in the United States.

Expected salary: $180,000 – 200,000 annually. The salary range provided is intended to display the value of the company's base pay compensation for all statewide locations across the United States. Salary is dependent on a multitude of factors, including but not limited to the physical worksite location, candidate's skill set, level of experience, education, and internal peer compensation comparisons.

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Benefits

• Medical, Dental, Vision and Prescription Drug Coverage
• Spending accounts (HSA, Health Care FSA and Dependent Care FSA)
• Paid Time Off and Holidays
• 401k Retirement Plan with Matching Employer Contributions
• Life and Accidental Death & Dismemberment (AD&D) Insurance
• Paid]]>