Director, Sales - West

Position Summary

The Director, Sales - West will lead a team of high performing District Sales Managers to exceed all regional sales goals and objectives in support of the Weiler Abrasives Group Vision, Mission and Strategy.

Essential job functions and responsibilities

• Strategic Sales Leadership:

  • Develop regional sales plan and implement tactical actions to drive strategic, profitable and focused revenue growth through delivery of the Weiler Value Package.
  • Build effective working partnerships and relationships with key regional end user and distributor business partners.
  • In partnership with the Weiler Abrasives Commercial Team and through a collaborative approach develop programs and promotions that support annual sales goals and company objectives.
  • Drive accountability to results with all direct reports; adapt, adjust and implement countermeasures as needed to achieve company objectives due to changing market conditions, changes in company objectives, etc.

• Sales Management:

  • Provide monthly and quarterly updates regarding performance against plan, future sales forecasts and regional focused actions to ensure optimal regional performance.
  • Consistently and proactively monitor trends within the region related to sales activity, channel developments and competitive threats.
  • Maintain and monitor progress of regional sales performance against plan and work closely with his/her regional sales team to implement tactical initiatives to achieve plan.
  • Lead regional sales efforts to implement key strategic marketing initiatives, such as new product launches, with strategic business partners, buying groups and national promotions.
  • Proactively lead and support buying groups/associations at national and regional trade shows; position Weiler Abrasives as the leader at these events/shows.

• Sales Team Leadership:

  • Build a high performance, regional sales team by developing behaviors within the Weiler Critical Success Factor training program, by pro-actively recruiting top sales talent as required and by continuously supporting the needs of the region to achieve all company goals.
  • Lead, motivate and inspire the sales team to achieve consistently superior sales results and incremental market share gains, even through the most challenging market conditions.
  • Collaborate amongst the Sales Leadership Team in sharing best practices, industry trends, cross region opportunities, etc.
  • Establish a partnership with the VP Sales based on trust, accountability, drive for results and a commitment to delivering the Weiler Abrasives Vision, Mission and Strategy.

Education

A bachelor’s degree in Business, Marketing and/or equivalent sales experience preferred though not required; an MBA or other relevant post graduate education would be a plus.

Skills & Experience

• Sales leadership experience and a track record of success with large industrial, commercial construction, welding and other similar businesses/manufacturers.

• Sales experience with a manufacturer/distributor of abrasives, tools, tooling and industrial consumables.

• Sales leadership experience with a top tier organization where he/she had experience leading people with a defined sales process.

• Proven results in effective sales coaching techniques; experience in using sales analytics to help drive success and decision making.

• Track record of building effective business partner relationships at all levels within an organization.

• Track record of developing and achieving/exceeding strategic and annual sales plan goals.

• Demonstrated leadership, organizational, negotiation and communication capabilities, strong financial and business acumen.