Reports to: VP of Global Sales and MarketingDepartment: SalesJob Summary:The Director of Sales is responsible for growing revenue and market share throughout the Americas region. Growing market share is a combination of nurturing and creating new revenue streams in both existing and new customers. Manage, develop and grow the Americas sales team. The team is comprised of field sales professionals located throughout the geographic United States.
This role is ideal for a commercially driven leader who thrives in solution-based selling, new business environment and is equally passionate about people development and execution discipline. Work in concert with Bal Seal's strategy to grow and develop existing and new targeted customers within our core verticals; Medical, Aerospace and Defense, Semiconductors, and Diversified Industrials.
Essential Duties and Responsibilities:- Team Leadership and Coaching
- Develop, manage, and coach sales teams to maximize individual potential to attain and surpass company metrics
- Develop and deploy solution-based selling, prospecting new business, and key account management best practices
- Execute and improve Team Base Selling model
- Establish sales goals and forecast for sales team members
- Conduct regular territory planning and sales pipeline management for accurate forecasting
- Support escalation of customer issues and collaborate with internal teams to resolve quickly
- Oversee contracts strategy, negotiation, and execution
- Process Improvement
- Establish clear KPIs and performance metrics for the team.
- Ensure core account development programs are in place for key and strategic customer accounts
- Develop processes and procedures to support sales team and organizational requirements
- Leverage internal software to perform sales analytics to improve prospecting effectiveness, bolster win rate, and increase share of wallet
- Strategy
- Develop and execute new business acquisition plans for growth
- Develop and execute pricing plans to ensure margin and pricing evolve with business and market conditions
- Develop and execute short-term business initiatives and long-term blue-sky strategies
- Leadership and Culture
- Build and sustain a culture of Accountability, Collaboration, and Empowerment
- Hold team members accountable to performance and adherence to processes
- Partner cross-functionally with Marketing, Customer Success, Engineering, Operations, Quality, and Finance to achieve company goals.
- Ensures compliance with organization policies
- Perform other related duties as assigned
Education: - Bachelor of Science in Engineering, Business Administration, or equivalent
- Master's in Business Administration a plus, but not required
Experience: - Minimum 10 years' experience of direct reporting sales team in B2B manufacturing industry required
- Minimum 10 years' experience National Account management experience of multimillion-dollar revenue programs tied to mission critical industries; preferably within Medical or Aerospace and Defense
- Expert in contract negotiation of multimillion-dollar annual revenue streams
- Demonstrated track record of business development; from market/customer engagement to shaping product/solutions to ultimately drive revenue territory/company growth
Knowledge, Skills and Abilities:- Strong field sales management skills supported by your career body of work
- Excellent relationship building skills and demonstrated track record of team development and management
- Strong technical aptitude
- Ability to travel up to +/- 30%
- Significant working knowledge of government FAR, DFAR and ITAR requirements as well as regulatory requirements (e.g. AS9100)
- Ability to network and build your personal brand across all levels of organization
- Expert user of Microsoft Office, ERP and CRM tools (Salesforce and JD Edwards E1 preferred)
- Experienced user of AI tools (ChatGPT preferred)
Physical Requirements:- Employee is occasionally required to stand
- While performing the duties of this job, the employee is occasionally required to walk
- This position is mainly sedentary; therefore, required to sit
- Occasionally will need to bend, stoop and squat
- Frequent lifting and/or moving up to 10 pounds and occasionally up to 25 pounds
- Required to reach with hands and arms to handle documents and products
- Must be able to enter data into a computer by use of a keyboard and mouse and be able to sit for long periods at his/her desk as well as occasionally visit employees throughout the building
Work Environment:- The work environment conditions are typical of a manufacturing environment. Reasonable accommodations may be made to enable individuals with disabilities to perform the basic functions. The noise level in the work environment ranges from quiet to moderate, however, hearing protection may be required if employee enters high noise areas as a part of their normal job duties.
Benefits:At Bal Seal Engineering (BSE) we recognize how important your career and benefits are to you and your family. We offer a full suite of benefits, including medical, dental, vision, short and long-term disability coverage, accident insurance, critical illness insurance, basic and supplemental life insurance, employee assistance plan, retirement savings and matching, and other developmental opportunities. We are committed to supporting the way you live and work.
