North American Sales Director

Tuthill   •  

Springfield, MO

Industry: Industrial Equipment & Supply

  •  

15+ years

Posted 372 days ago

Essential Job Duties & Responsibilities

  • Collaborate with the VP of Sales and Leadership Team to create and execute a defined Strategic Plan to grow the business 20% annually and to achieve Top 1% financial performance. 
  • Include in the strategy such items as key markets, growth trends, customer drivers, product pareto’s, competitive analysis, environmental conditions, economic and legislative changes, technologies, salesdistribution and channel strategy, capabilities and opportunities, and threats that may affect the strategy.
  • Lead and Manage the North America (Domestic) Regional Sales Managers to specific Policy Deployment targets, sales targets, standard margin (%) targets and channel partner compliance to their channel partner agreement. 
  • Create and implement value selling within the RSM’s and Channel Partners
  • Identify and Develop clear saleschannels and channel partners to market that support Strategic Intent.
  • Establish specific, measurable, time-based metrics to ensure performance accountability of regional sales managers and channel partners in alignment with Policy Deployment.
  • Manage product and sales training meetings for distributors utilizing appropriate sales tools.
  • Demonstrate product knowledge and provide assistance in the best application of our products for the customer.
  • Evaluate and report on future sales probabilities, market trends, pricing, competition and new opportunities through SalesForce
  • Inspire, enroll and engage Sales team in the disciplined and rigorous use of continuous improvement through the application of TBS tools and processes.
  • Execute new product launch initiatives in accordance with Policy Deployment.
  • Identify Value Minded Customers and related markets to support the required growth.
  • Create and develop a Top 1% team by timely utilization of the Tuthill Performance Excellence and Hiring Processes that link directly to Policy Deployment.
  • Fully embrace the Tuthill Business System (TBS) tools including: Voice of the Customer, 1st House of Quality, MarketingBridge, Spider Diagrams, Opportunity Matrix, Funnel, Commercial Lead Time, Sold Unit Mechanism and Policy Deployment.  Effectively utilize these processes for Strategic Intent, Tactical Planning, New Product Development, and Selling.
  • Fully embrace Radical Leadership Tools including: Radical Leadership I & II, Coaching, Designed Partnerships, Conscious Leader Definition, Promises, and Agreements.

Qualifications— Experience, Education, Skill Requirements:          

  • 15+ years sales and or sales management experience
  • 10+ years in channel management (i.e. Development, accountability and training).
  • Strong technical background.
  • Strong leadership and people skills – comfortable and effective with all types of people.
  • Extremely strong Commercial skills.
  • Demonstrated appreciation of Brand beyond the product with a proven track record of implementing related processes.
  • Experience in selling value to support the Brand and overall business
  • Strong business acumen and a passion for the overall business.
  • Familiarity in lean manufacturing concepts preferred.
  • Outstanding communication, presentation and facilitation skills.
  • Computer and technology proficiency, including Microsoft Office applications.

Education/Certifications:

  • Bachelor’s Degreerequired, preferably in engineering, business or a related technical field.
  • MBA strongly preferred.