Accountability ObjectiveThis position is accountable for the direction, management, and growth of sales across North and South America. The Director of Sales is responsible for driving revenue growth, profitability, and market expansion across North and South American markets while ensuring alignment with TriMark's global strategy.
The position leads the development and execution of sales strategies, oversees key account management, and ensures effective coordination between Sales, Engineering, Product Management, and Operations. The role is responsible for achieving short- and long-term corporate objectives related to growth, profitability, and market leadership.
Dimensions Total TriMark Sales +/- 90M
Total Employees +/- 500
Total number of Facilities +/- 6
Total Payroll +/- 30MM
Direct Reports +/- 4
Nature and ScopeThis position reports to the Senior Vice President and is responsible for the leadership, direction, and performance of all North & South American sales activities. The Director of North & South American Sales operates within a global, matrixed organization and collaborates closely with global counterparts to ensure alignment of strategies, customers, and market approaches. The position is assisted by the following staff:
Market Manager (206) - This position is accountable for the direction, management, and growth of assigned markets, as well as the growth of new markets within assigned areas. The position recommends product line additions, deletions, and cost-reduction programs in markets of responsibility. The position is also responsible for profitability, market-based pricing, competitor intelligence, and management of projects that satisfy customer requirements.
Market Manager (Non-206) - This position is accountable for the direction, management, and growth of assigned markets, as well as the growth of new potential applications and opportunities within assigned markets. The position recommends product line additions, deletions, and cost-reduction programs in markets of responsibility. The position is also responsible for profitability, market-based pricing, competitor intelligence, and management of projects that satisfy customer requirements.
Market Manager (SV & PS) - This position is accountable for the direction, management, and growth of assigned markets, as well as the growth of new potential applications and opportunities within assigned markets. The position recommends product line additions, deletions, and cost-reduction programs in markets of responsibility. The position is also responsible for profitability, market-based pricing, competitor intelligence, and management of projects that satisfy customer requirements.
Customer Relations Manager: (1) This position is accountable for creating the MRP (materials requirements plan), CRP (capacity requirements plan) and ERP (enterprise resource plan). These plans are in turn used to drive materials, people, machinery, and budgets for the next 1 to 5 years.
The incumbent has direct responsibility for leading and developing a team of sales and account management professionals, including Market Managers (On-Road, Off-Road and SV/PS), Account Management, and Customer Relations. The role requires the ability to motivate, develop, and manage personnel to achieve sales targets, profitability goals, and market expansion initiatives.
The position is responsible for identifying and executing profitable growth opportunities across North and South America by market segment, application, and customer. This includes evaluating market dynamics, competitive positioning, pricing strategies, and customer requirements to develop and implement effective sales strategies and tactical plans.
The Director of North & South American Sales plays a key role in managing and expanding relationships with key OEM customers and strategic accounts. The incumbent ensures that TriMark maintains strong relationships with decision-makers across engineering, purchasing, and executive leadership within customer organizations. The role is responsible for driving account penetration, increasing share of wallet, and ensuring TriMark is positioned as a preferred supplier.
The position works cross-functionally with Engineering, Product Management, and Operations to align product offerings with market needs and ensure successful execution of customer programs. The incumbent ensures that all sales activities and customer engagements align with TriMark's product development processes and quality systems.
The role includes responsibility for monitoring and managing the profitability of products and accounts within the North & South American region. The incumbent evaluates pricing strategies, cost structures, and product lifecycle performance to ensure alignment with corporate financial goals. When performance falls below expectations, the position leads efforts to implement corrective actions, including pricing adjustments, cost-reduction initiatives, or product rationalization.
The Director of North & South American Sales is responsible for gathering and analyzing market intelligence, including competitor activity, customer trends, and emerging technologies. This information is used to support strategic planning, product development, and investment decisions.
The incumbent is expected to maintain a strong presence in the market through customer visits, industry events, and trade organizations. Travel is required to support customer engagement, team leadership, and market development activities.
As a leader within the organization, the position is accountable for driving performance, ensuring accountability, and fostering a culture aligned with TriMark's Mission, Vision, and Values. The incumbent ensures that appropriate resources, processes, and systems are in place to support effective sales execution and continuous improvement.
Principal Accountabilities- Develop and execute North & South American sales strategies to achieve revenue and profitability targets.
- Lead, manage, and develop the North & South American sales team to drive performance and accountability.
- Develop account plans for major customers to ensure long-term growth and relationship strength.
- Monitor pricing levels and ensure competitive positioning in the marketplace.
- Identify and pursue new business opportunities, markets, and applications to drive growth.
- Maintain a strong understanding of customers and markets through direct engagement and industry involvement.
- Prepare annual sales plans and contribute to overall corporate strategic planning.
- Utilize market research and competitive intelligence to inform strategy and decision-making.
- Collaborate with cross-functional teams to support product development and customer requirements.
- Ensure effective communication between customers and internal teams throughout all project phases.
- Monitor profitability of products and accounts and implement corrective actions as needed.
Core Competencies - Drive for Results
- Strategic Thinking
- Strong Communication Skills
- Relationship Building
- Analytical Problem Solving
- Commercial and Technical Expertise
- Teamwork and Collaboration
- High Integrity
Core Skills - Strong understanding of engineered products and manufacturing processes.
- Excellent negotiation and commercial strategy skills.
- Ability to lead cross-functional initiatives without direct authority.
- Strong market analysis and competitive intelligence capabilities.
- Effective communication with technical, commercial, and executive stakeholders.
- Ability to travel globally as required.
QualificationsBachelor's degree in Sales, Engineering, Business, Marketing, or a related field. MBA or advanced degree preferred.
Experience:
8-12+ years in business development, strategic sales, or global account management
Experience with multinational OEM customers in a manufacturing or engineered products environment
Proven success leading complex, cross-regional business opportunities
Working ConditionsThe office area is air-conditioned and working conditions are excellent. There is some eyestrain due to the close details of the work. This area requires normal or corrected vision with no color deficiency, normal depth perception, and peripheral vision of 180 degrees. Safety glasses are required whenever office personnel are in the plant production area. The noise level is 50 to 80dB; hearing protection is not required. Hearing protection is encouraged if office personnel are spending more than brief periods in high-noise areas of the plant.
Physical EffortBending - Floor level
Stooping - 5% of time
Squatting - Intermittently
Twisting - 20 degrees
Turning - 90 degrees
Reaching - Full reach
Lifting - 75# or less
Push/pull 20# or less
Standing - 25% or less
Sitting - 50% or more
Walking - 25% or less
Climbing - Stairways
Grasping - Normal dexterity
