Director of Outside Sales (Midwest)

Responsibilities

• Develop and implement comprehensive business strategies, and sales and marketing plans that complement the overall operating plan for the business unit.
• Develop the sales forecast and maintain accountability for sales goal achievement, including but not limited to respective key metrics and/or budget achievement.
• Direct a staff of sales and administrative personnel, including responsibility for hiring, training and performance coaching and management.
• Aid in new customer solicitation, bid preparation, and customer retention strategies.
• Meet regularly with sales personnel to review the following: sales activity funnel, customer retention and relationship activities, sales performance compared to goals, & production and training needs.
• Proactively contact assigned accounts to identify customer needs, changing requirements or potential issues and resolve them accordingly.
• Participate with business unit leadership to develop and implement pricing strategy to meet Company objectives.
• Maintain an awareness of market behavior and competitive trends in designated market to anticipate changing customer needs; proactively manage customer base.
• Maintain a thorough knowledge of the Company’s available services, lines of business, and pricing structures to assist sales personnel in particular selling circumstances as the need arises.
• Complete all required sales reports in a thorough and timely fashion.
• Review Customer Service Agreements for terms and conditions pricing, accuracy and other requirements.
• Manage a small team of Outside Sales engineers.
• Oversee the interviewing, recruitment, and training of business development personnel.
• Review current approach to business development and make changes where necessary.
• Assign sales quota and target to business development team and sales/marketing units.
• Ensure business processes and standards are in accordance with regulations and policies set by appropriate authorities.
• Attract, develop, motivate and coach high-performance sales teams.
• Create optimized sales processes, creating improved sales efficiency.
• Continuously evaluate local market competitiveness, developing strategy to meet new market demands.
• Manage sourcing of new accounts, build and maintain relationships with customers, & assist and direct team members in sourcing and growing customer base.

Requirements

• Good communication skills; can effectively communicate to all levels of management, both internally and externally.
• Grasps concepts quickly and has good follow through skills; adheres to work schedule and follows through on challenges as they arise; maintains a positive outlook.
• Has the ability to identify the information needed to clarify a situation; seeks information from appropriate sources; has the ability to tackle a problem using a logical, sequential approach and can anticipate the implications of actions.
• Good written and verbal presentation skills.
• Is self-motivated; maintains a feeling of pride in work; has a strong work ethic and strives to achieve all goals; is competitive and has a strong drive to win; takes appropriate risks.
• Is high energy, friendly and engaging; has excellent leadership skills; ability to foster teamwork and enlist the support and participation of others.

Education and Preferred Experience

• Bachelor’s degree in Business Management or Marketing preferred.
• At least 5-8 years of experience in a customer-facing role that includes identifying and addressing customer needs.