TITLE OF POSITION : Director of Sales
REPORTS TO : President
Position Summary –Responsible for leading and motivating the sales staff toward their goal of increased sales in all markets that are determined to be of interest to the owners of the company ( currently the Marine & Aircraft Markets; soon to include the Industrial Market ). To this end, this position ultimately is responsible for increased revenues and company growth. To meet these responsibilities, the Director of Sales must be able to successfully develop, implement, coordinate, and evaluate plans that will cost effectively perform the salesrelated activities necessary to achieve the annual sales and profit plan and long range strategy initiatives/objectives. This position is also responsible for reporting to company directors and officers on the status of projected sales.
PRINCIPLE DUTIES (to include but not limited to):
Preparation of periodic forecasts of sales in support of the Annual Business Plan, product plan, and market segment plan.
Budget expenditures relative to sales related cost to assure compliance with the business plan.
Evaluate on-going business opportunities with the awareness of overall business level and pricing strategy.
Evaluate data related to the overall sales results with respect to meeting or exceeding the Annual Business Plan and take appropriate action to correct or improve sales performance as required to meet established goals.
Evaluate literature, documentation, application data, or other support materials in cooperation with the Marketing Director to ensure suitability for assigned market segments.
Participate in and/or conduct internal and external Sales meetings and/or Marketing/Sales related meetings to continually improve market position.
Review and appraise departmental performance with respect to obtaining new business and improving relationships with customers.
Review sales policies with management and support Marketing in their determination of product revisions, product line additions, and delivery and price modifications.
Review activity of competitors with respect to pricing, delivery, and product offering.
Review all quotations relative to proper application, preparation, and pricing limitations defined in Company procedures.
Prepare all job descriptions, job requisitions, and hire personnel to meet near and long term personnel forecast projections as approved by the President.
Administrative functions to include scheduling and budgeting, reporting to management, controlling departmental costs, and supervision of departmental personnel.
College degree in Electrical Engineering, Mechanical Engineering, or MBA with electrical or mechanical courses.
At least 5 or more years (excluding sales experience) of "DIRECT" responsibility, e.g. Manager, Director or Vice President, over a minimum of at least 5 sales employees.
At least 10 years direct field sales experience in the (a) military, defense/aerospace industry (b) general aviation, commercial aircraft industry, and/or (c) marine industry pertaining to the sale of electronics equipment (not component parts or services) to the OEM, the Airport Terminal/Airline, and/or the and Capital Equipment markets.
Work history to reflect stability, dedication, loyalty and professional growth.
Proven organizational skills, including scheduling, planning, and coordinating details.
Strategic selling skills.
Interpersonal skills, including motivation, training, morale boosting and art of persuasion.
Must be tenacious and aggressive, yet cheerful and empathetic with the objectives of both the customer and the company.
Must be willing to devote the time and energy necessary to travel and entertain both customers and sales representatives.
Technical knowledge of solid-state power conversion techniques and equipment is a desired but not mandatory requirement.
Application knowledge of marine and/or aircraft related products is desired.