Director of Sales

Fives Group is seeking a Director of Sales

Job Summary / Objective
The Director of Sales is responsible for leading all sales, marketing, and quoting activities, with a direct focus on growing the market position of Fives Landis Corp - Cutting Tools & Abrasive division while meeting corporate financial objectives. The role involves developing and managing all functions, using data driven approaches, to ensure that the sales team, agent network, sales plans, and marketing strategies are structured to meet sales and branding targets. Additionally, this position leads comprehensive departmental initiatives to establish goals and devise new strategic plans to accomplish them. Critical objectives for the position include creating and maintaining effective synergies, collaborations, and roadmaps with other Fives High Precision Machines divisional sales, business development, applications teams and customers, to boost business growth.

Summary
Main Tasks / Responsibilities

• Establishing long-term strategic goals, building key customer relationships, identifying new business opportunities, leading business negotiations and gaining and maintaining extensive knowledge and analysis of current market conditions using business and commercial intelligence and data.
• Establishing new and maintaining existing Sales channels along with targeted incentive programs. Building a highly performing commercial team and network utilizing modern tools and approaches, including driving the proper use of Salesforce CRM (Customer Relationship Management).
• Directly responsible for company revenue generation, forecasting and product pricing guidelines.
• Developing and maintaining a weekly activities management report including a detailed dashboard to track and communicate key commercial indicators to monitor the pulse of the commercial aspects of the business, market trends, customer trends, etc. Reporting should track the customer testing and development activities and risks and opportunities.
• Developing, coordinating and implementing marketing plans designed to increase existing business and to capture new opportunities. Establishing and maintaining marketing, communication, and event planning in collaboration with the Divisional MARCOM (Marketing Communications) team. Recommendation and definition of existing product performance updates and new product development targets.
• Seek out new business opportunities for all products within CTA portfolio, utilizing strategic, targeted, data driven approaches.
• Define and maintain on an annual basis product pricing guidelines in such a manner to satisfy customer requirements and meet organizational profit targets.
• Coordinate sales forecasting, planning and budgeting processes used within the organization, division and CRM system. Establishment of KPI (key performance indicators) that proactively monitor and drive high levels of quality, accuracy, overhead cost control and process consistency.
• Utilize SalesForce CRM and SAP data to map customers, identify sales coverage gaps, plan increased sales presence and monitor sales opportunities.
• Coordinate all direct sales and agent training meetings as well as training for parallel commercial channels within the division.
• Coordinate all efforts involved with selling CTA products through distribution, including training when appropriate.
• Define and oversee incentive programs that focus all behavior on the direction of meeting corporate strategic goals and targets
• Establish and lead the customer satisfaction survey process and provide feedback to the organization for corrective action when necessary

Competency

• Business Acumen. The ability to understand and apply information with which to contribute to the department.
• Problem Solving & Analysis. Affinity for problem solving. Ability to apply knowledge to solve problems; understanding complex information, making connections, and drawing conclusions.
• Planning & organizing. Able to establish; drive the efficient use of resources throughout the organization
• Teamwork. Ability to collaborate with others. Ability to have open communication with others.
• Education, Training and Experience
• Bachelor's degree in business or technical discipline with an MBA preferred.
• Five years or more of sales management experience in a B2B sales environment.
• Extensive experience in cutting tools and/or abrasives and their application to machine tools
• Must demonstrate the capability to be highly involved, manage details and successfully direct both sales and technical teams.
• Ability to work under self-imposed schedules and goals with minimal guidance.
• Excellent verbal and written communication skills are a must.
• Excellent team collaboration, team building, problem solving and facilitation skills.
• Lean/Six Sigma training a plus.
• Proficient in Microsoft Office products (Word, Excel & PowerPoint)
• Proficient with and understanding of CRM, Salesforce experience a plus.
• Ability to observe confidentiality.
• Position Type, Expected Work Hours and Travel
• Full time, 5 days per week.
• Extensive travel is required, including intercontinental and sometimes international.
• Has the ability to work evenings, weekends, and some holidays as required by business needs.

Work Environment
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee frequently is required to stand, walk, and reach with hands and arms. The employee is occasionally required to stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 15 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts; high, precarious places; fumes or airborne particles; outside weather conditions; and risk of electrical shock. The noise level in the work environment is usually moderate.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

Benefits:
Hired employees will receive great benefits along with an extremely competitive compensation package. Benefits include Health, Dental, Vision, Life, Disability, Holidays, Personal Time Off and 401K & IRA and more.