Job DescriptionThis position is the top sales leader for the TODCO Division. You will be working from your home, reporting to the Division President. Direct Reports to this position are: National Fleet Manager, National Accounts Manager, and all District Sales Managers/Representatives.
We will equip you with a complete home office and you will participate in the Runzheimer Auto Allowance Program.
ResponsibilitiesLeadership- Oversee the activities and execution of the sales team.
- Develop and coordinate the selling philosophy and methodology consistent with the company business strategy and marketing plan.
- Establish and implement short and long-range departmental goals, objectives, policies, and operating procedures.
- Promote positive relations with customers, both OEMs and End-Users.
- Direct and oversee the company sales function to identify and develop new customers for products and services.
Planning- Work with department managers and corporate staff to develop an annual budget (Plan) and three year strategic plans for the Company.
- Guide strategic planning to support profitable sales growth with product mix and channel initiatives.
- Participate in the development of new project proposals.
Execution- Responsibility for driving achievement of top-line revenue consistent with Strategic Plan and Annual Business Plan.
- Drive Sales and Margin performance to meet and exceed annual targets.
- Plan, monitor and control the sales department spending versus budget, including personnel headcount and cost.
- Attend Various Trade Shows.
- Entertain existing and potential customers to support new business development and ongoing relationships.
- Maintain an average of four (4) Customer Calls per day for the sales team.
- Directly manage major and critical developing client accounts, and coordinate the management of all other accounts.
Weekly Reporting- Analyze and evaluate the effectiveness of sales, methods, costs, and results.
- Expense reports with clear documentation of accounts visited.
- One-on-One coaching meetings with the sales team.
PERFORMANCE METRICS- Sales revenue Vs. Annual Plan and 3-Year Business Plan
- Sales Backlog
- Gross margin percent
- End-user specified sales Vs. OEM standard sales
- Quote $ generated
- Quote $ closed (win/loss)
- Sales call per day by salesmen
- Hotel nights per week by salesman
- Average days to submit an expense report
- Entertainment spend by salesmen
- Various Strategic Business Objectives
QualificationsQUALIFICATIONS AND COMPETENCIES- Must be a positive individual who is extremely professional, with high integrity and strong work ethic, to give and receive respect and honor confidentiality.
- Must have excellent written and verbal communication (including listening) skills, be enthusiastic and energetic, with a commanding presence and must possess strong customer building skills and presentation skills demonstrating our brand, to both small and large groups, with marketing tools and manuals.
- Must have strong negotiation and purchase influencing skills.
- Transportation manufacturing industry experience a strong plus.
- A self-confident and assured individual who is able to think quickly and work independently.
- Will possess an entrepreneurial spirit and be able to work as a member of the team.
- A goal oriented individual who thinks creatively and demonstrates consistent achievement.
- Must be self-motivated, over-achieving professional with the ability to engage, possessing excellent selling and analytical skills.
- Responsible time management and reporting is necessary.
- Must possess computer proficiency in Microsoft Word, Excel and PowerPoint.
- Must be able to work in multiple cultures, possessing strong problem solving skills and have the ability to break down walls.
- Must be a risk-taker who is resilient with proven mental and physical tenacity, self-starter who is competitive by nature and must be a strategic sales professional with the ability to sell to the end user and think strategically in end-user management.
- Must have constant learning capabilities.
- Account management experience with a proven track record to grow sales.
- Individual must demonstrate these competencies: customer focus, drive for results, ensures accountability, instills trust, manages conflicts, build networks, problem solving skills, plans and aligns and business acumen.
EDUCATION- A Bachelor's Degree in business is preferred and must have a minimum of 10 years of sales leadership experience.
TRAVEL- Travel 65-75% working with sales team, and visiting key accounts.
- Ability to work Trade Shows which may occur over a weekend(s).
