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North American Sales Director

Job Summary
Reporting directly to the Vice President and General Manager, the Director of North American Sales will have responsibility for the development and execution of sales strategies, initiatives and action plans designed to drive sustained profitable growth in North America. This high visibility key member of the management team will also effectively manage, motivate and develop a team of remote Regional Sales Managers (RSM's) to deliver sales goals aligned to company, region and territory objectives. Lastly, the Director of North American Sales will develop and maintain relationships with dealers and key accounts across North America. Additional responsibilities include but are not limited to:
Achieves growth above market levels in North America through deeper penetration of the existing dealer network, end user and OEM accounts as well as establishing relationships with new dealers, end users and OEM's.
Drives performance of the team to meet sales goals that contribute to the achievement of the Annual Operating Plan
Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products
Adjusts net selling prices by monitoring costs, competition, and supply and demand.
Leads RSM's with persuasiveness, decisiveness and competitiveness motivating them to win
Builds a culture of success and goal achievement that permeates to all RSM's; establish a level of rigor and discipline to weekly RSM activity (sales calls, visits, customer feedback, etc.)
Analyze sales data on a periodic basis to ensure RSM sales performance is at or above planned levels
Collaborates with Marketing to develop account plans for our top dealer accounts in the North America and ensure RSM execution of these plans
Enhances the focus on deepening customer relationships through training, demos and targeted promotional activity
Actively manages the dealer channel through the RSM's by establishing sales and inventory goals, measuring performance and making changes where necessary to improve market penetration
Monitor market trends and develop sales strategies to respond to challenges with speed and agility
Drive RSM's to be the voice of the customer through robust communication with Engineering & Marketing on product development and management
Maximize RSM performance by utilizing sales and profit scorecards and reports, RSM performance evaluations, expense management and other performance communications
Assess internal performance trends and external market drivers in order to provide accurate orders and sales forecasts
Develop bench strength and attract top sales talent to replace low performers
Experience/Education
Bachelor's Degree required
Minimum of 3-5 years of previous sales management experience with a manufacturer of hydraulic attachments for the scrap and recycling, demolition or construction equipment industries.
Demonstrate progressively increasing roles of responsibility within the sales function in the industry(s) mentioned above.
Demonstrated success in a strong brand, high value and high customer intimacy selling process
Strong knowledge of budgeting, forecasting and data analysis
Must be proficient with Microsoft Office products (Word, Excel, PowerPoint and Outlook)
Prior experience using customer contact software (CRM, other)
Ability to work from a home office after completion of a training period. Will involve regular and frequent visits to the manufacturing facility in Superior.
Travel up to 50% of the time
Competencies
Passion and infectious spirit that motivates themselves and those around them to win
Excellent leadership and interpersonal skills in order to build respect and confidence at all levels within the organization
Managerial courage, a calm and confident posture under pressure and decisiveness in order to bring about the results required to improve the business
Team-focus whose personal goals are ultimately achieved through the success of the RSM's.
Unquestioned integrity and a professional history of making principle-based decisions
Strong organization and prioritization skills
Ability to convey a sense of vision, purpose and direction to the RSM's that generates excitement and commitment



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