Job Listing

JOB DESCRIPTION

Summary

The Sales Director is responsible for identifying and pursuing new business opportunities to drive revenue growth and continuously build a robust customer pipeline. This position plays a pivotal role in leading and executing the company's business development by generating quotes, analyzing risks, and negotiating customer expectations against the Company's capabilities. This role is expected to build strong relationships with customers and manage the entire sales cycle from lead generation to purchase order (PO) negotiation and production handoff. 

This position reports to the General Manager working cross-functionally to develop and implement effective sales and marketing strategies and collaborates with the operations team on product development and New Product Introduction (NPI).

The ideal person for this role brings their experience and network to drive results, thrives in a challenging environment, and delivers exceptional customer experiences. Success in this role comes from seeking opportunities to learn and educate themselves in emerging technologies. 

Deliverables

• Within the first 30-60 days: 
• Learns the Company’s mission, principles, policies, and operational procedures.
• In the 1st week, attends and successfully completes structured onboarding and safety training. 
• Meets and begins to build rapport with the NPI & Engineering department, Operations department, Supply Chain department and Program Managers to learn the best approach and communication for collaborating with each. 
• Learns the process for creating accurate and correct sales orders that align with the Company's standards and the production team's capabilities. 
• Learns the business model and how the Company adds value to the services and products of our customers by getting in the weeds to work together and be proactive in finding invaluable solutions to maximize productivity. 
• Work to get leads and referrals to create a plan to connect with 5 potential opportunities.
• Successfully completes the online training program for Salesforce.
• Attends weekly sales order meetings and weekly quote meetings and takes thorough notes that will be used as a resource to learn the process for creating a purchase order. 
• Attends weekly 1-1 with the General Manager and COO to discuss opportunities, concerns, and questions. Checks in on progression with a training plan and discusses lead generation and referrals.   
• By 30 days, 
• Work to gain a further understanding of the sales process and the Company’s business model with a 60% proficiency level and begins to participate in the process under the supervision of the General Manager & COO. 
• Partners with the General Manager and Operation Manager to execute a tour of the manufacturing floor for at least one customer.
• Partners with experienced Program Managers to walk the manufacturing floor to learn the components of the production process. 
• By 60 days, 
• Begins to manage current customers under the supervision of the General Manager. 
• Identifies and set up a customer visit to the Company’s manufacturing floor. 
• Has an advanced understanding of the requirements of the role operating at a 90% proficiency level and can complete all documentation under the supervision of the General Manager that includes but is not limited to purchase orders, marketing collateral, and customer communication. 
• Learns the process for writing proposals and creating PDFs with costs and payment terms. 
• Partners with the General Manager and COO to create a plan to connect with 5 customer leads and executes this plan with supervision from General Manager and COO.
• Attends monthly pipeline meetings and observes discussions to convert potential customers in our database to existing customers and adds thoughtful and relevant feedback when appropriate. 
• 3 months and going: 
• Has a full understanding of the requirements of the role operating at 100% proficiency level and begins to get signed off on completing documentation by the General Manager & COO.
• Is autonomous in scheduling and executing tours of the manufacturing floor to potential customers.
• Leads the process for writing a full proposal under the supervision of General Manager.
• Attends 1 trade show and shadows the General Manager and (or) COO meeting potential clients and navigating booths and events to identify opportunities. 
• Attends and contributes to quarterly All-Hands meetings (Staff Meeting). 
• Attends and actively contributes to monthly pipeline meetings. 
• At 4 months, 
• Is independent in the role and has been signed off on creating all documentation including proposals, marketing collateral, customer communications, and purchase orders.
• Partners with the General Manager & COO to set up detailed sales plans with timelines, goals, and deadlines to establish key targets and find new leads. 
• Has gained 5 key accounts from referrals and/or leads and has penetrated the market as a member of the Company’s sales team. 
• 6 - 12 months and going: 
• Converts a $500k+ lead to production successfully with minimal supervision for the General Manager and COO within 60-90 days of identification. 
• Successfully communicates with team members and customers with regular status updates, is committed to deadlines ensuring timely execution throughout the production process and is consistent with follow through.
• Contributes sales leads from new markets and new customers to the sales team.
• Presents ideas and a creative strategic plan for prospecting to the General Manager and COO. 
• Attends 2-3 trade shows and is proactive in identifying tasks to reach out to customers and communicate with competitors.
• Creates a plan with leadership and begins to take on responsibilities to lead aspects of the job or team members that make sense for the team.
• Receives performance metrics determined by lead generation, conversion rate to sales, and new market penetration and creates SMART goals to increase efficiency and effectiveness for the year.
• Attends performance review with the General Manager and COO to review performance metrics, SMART goals created, and career development opportunities. 
• Displays the ability to “stand on one’s own” and proactively considers how to best support the team by taking the initiative to help teach and build up others, answering their questions or concerns.
• By 9 months, 
• has developed a robust pipeline with a 50% conversion rate. 
• By 12 months, 
• Has successfully converted 2-5 leads into sales ranging from $100k to over $1 million.
• Leads a quarterly “All Hands” meeting with a PowerPoint presentation introducing emerging information of the industry and potential customer prospecting.

• Bachelor’s degree and (or) Diploma in Engineering or a related field is required
• Proven experience and advanced understanding of Microsoft Office and Salesforce required
• 10+ years of experience in Technical Sales is required, preferably in the Equipment Market.
• Displays the ability to work on a small team and independently required
• Demonstrates a strong ability in time management, organization and self-motivated required
• Proven ability in effective written and verbal communication required
• Compliance with the company's policies and safety regulations is a must