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| Position |
Sales Director |
| Company Info |
An American Company |
| Responsibilities |
Position
Purpose
Reporting to the Vice President, the Sales
Director is responsible for regional sales growth and profit for assigned sales
offices and/or CBS locations. Serves as the strategic contact with foundational
customers as well as the regional management team. Accountable for development
and execution of regional sales plans and
strategies that support company growth and profitability objectives.
Essential
Functions
· Leads
and/or supervises the following functions in meeting regional, customer and
sales objectives:
o Sales
o Sales Support
o Engineering Support
o Demand Management
·
Accountable for the disciplined use of account planning process and
foundational customer direction.
·
Accountable for the regional sales forecast for profit planning, quarterly
updates and monthly demand management and execution thereof.
· Responsible
for administering the Pricing Policy to ensure that pricing strategies achieve
maximum margin, growth and financial targets.
·
Reports performance results internally and to the customer.
· Accountable
for proper negotiations of contracts to ensure compliance with the Contract
Review Policy as well as corporate guidelines.
· Works
closely with the product line managers to provide input to he development of
new product strategies and roadmaps to meet customer requirements.
·
Ensures sales strategies for new and existing products or services, aligned
with product roadmaps.
·
Reviews and approves significant customer proposals to ensure compliance with
customer and Woodward needs.
·
Develop and nurture top-level strategic relationships with customers.
·
Represents the voice of the customer and is a key driver of regional strategic
alignment.
· Works
closely with other Sales Directors on global accounts.
· Manages
internal/external customer/channel conflicts.
·
Drives organization development and talent management actions within
responsible department.
· Develops staffing strategies to meet business
skill set needs.
· Mentors and provides career development for
direct reports.
· Responsible for staffing and performance
management or direct reports.
·
Accountable for compliance or regulatory or customer specific requirements.
(i.e., Import/Export, Licenses, Proprietary Information, FAA, IC, etc.).
·
Develop and manage a departmental budget.
·
Accountable for the development and monitoring of internal and external
commissions agreements.
· Accountable
for accounts receivables collection and monitoring/management of bad debt
reserves.
·
Responsible for warranty accrual review and administration.
· Reviews
and analyzes financial statements on a regular basis.
Other
Functions
·May
lead and/or supervise general managers of sales and/or service facilities
·Engineering
Support
·
Demand Management |
| Requirements |
Knowledge/Skills/Abilities
· Strong
commercial skills including: selling process, pricing, costing, discount
structures, terms and conditions, sales strategy development/execution,
negotiating and sales proposal development.
· Solid
knowledge and understanding of industrial engine, turbine or electrical power
systems products/markets
· Strong
leadership skills; ability to lead through other managers
· General
management skills (financial, operations, human resource management, ...etc)
·
Excellent interpersonal skills
·
Effective relationship management
·
Strong oral and written communication skills
· Ability
to identify and use available resources
· Able
to work independently, self motivated
· Goal
and results oriented
· Excellent presentation skills
· Solid understanding of business financial
analysis
· Sounds judgement and decision making skills
· Ability to resolve complex customer issues
· May require multi-language capabilities.
Verbal and written English is a
basic requirement
· Product and application
knowledge
· Strong organizational and
planning skills
· Able to lead and motivate direct
reports
· Ability to adapt to different cultures
· Effective listening and strong
collaboration skills
· High level or organizational
savvy
· Ability to create and develop
strategic plans, business proposals,and financial models
· Ability to drive execution of strategies
· Ability to manage through
systems remotely Education or
Formal Training
Education or Formal Training
· Bachelor's Degree in engineering
or business discipline
· Masters of business
administration preferred
· Additional formal training in specialized
areas such as program management,
negotiations and strategic selling a plus
· Six Sigma training, desired
Experience Required
· Minimum of 10 years progressive sales
experience, preferably in an
industrial engine, turbine or electrical power systems market.
·
Minimum of 5 years of experience in a leadership role
· Track record of results working for a
multinational company (companies)
with a diverse, global customer base
· Extensive experience working with a technical/engineered product serving complex
accounts and channels
· Sales leadership with
large-scale sales experience (i.e. $150M +) highly desired
· 3-5 years general management
experience in product service related environment preferred
Materials and Equipment Used
· General office equipment (computer, phone,
fax, etc)
Working Environment/ Physical Activities
· General office environment but
may require visits to
manufacturing
environments
· Significant travel, including
international |
| Update |
2015-02-10 |
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