Global Sales Director

About the role

The Global Sales Director is responsible for leading and overseeing sales functions for mission-critical vacuum systems and heat transfer equipment used in refinery and petrochemical plants and specialty applications. This role involves collaborating with executive leadership to develop and define long-range company goals and objectives, analyzing market factors, and ensuring appropriate capability and staffing for future business.

Responsibilities

• Collaborate with executive leadership to develop and define long-range company goals and objectives while supplying expertise and guidance on sales, aftermarket, and service.
• Analyze market factors, future business, company capacity, technology trends, and human resource needs to ensure appropriate capability and staffing for future business.
• Serve as member of management committees on special projects and participates in formulating and administering overall company planning, policies, budgets, programs and objectives.
• Establish, communicate and implement sales-related plans, policies, practices, standards, and measures to ensure effective and consistent support and execution within the larger framework of culture and values.
• Develop, lead, staff, manage high-performing teams with HR support, directly recruiting, hiring, supervising, evaluating, and terminating employment in the Sales, Application Engineering, Aftermarket, and Representative Network.
• Define expectations, delegate as appropriate, provide positive reinforcement, promote team problem-solving, coach and develop employees to enhance employee engagement, collaboration, and effectiveness.
• Ensure integration between departments and leaders while managing change through personal impact on people's understanding, attitudes, and behavior.
• Responsible for meeting financial targets and key performance indicators including revenue growth, product and service orders, as-bid margins, acceptable terms and conditions, liquidated damages, growth and customer satisfaction.
• Continually work to improve management skills.
• Develop, manage resources processes, systems & controls to effectively execute plan and achieve profitability.
• Maintain knowledge of Graham & competitor technologies, emerging technologies and trends in our markets.
• Improve existing capabilities, systems, and controls by creating a culture of continuous improvement through process documentation, execution, audit, and refinement throughout the applicable teams.
• Perform reviews of all sales and marketing data and work product for compliance to stated requirements.
• Optimize business systems and streamline processes within and across departments.
• Identify, recommend and implement new relationships, processes, technologies and systems to align the company’s capabilities with strategic business direction.
• Terminate practices, systems, and processes that are no longer appropriate to the strategic direction.
• Develop, improve, and maintain customer, supplier, team member relationships and satisfaction.
• Prepare and communicate the sales philosophy and system, and opportunity information to appropriate personnel in the organization.
• Proactively address issues.
• Serve as a conduit between the company and customers to understand their requirements and develop solutions for their needs.
• Present performance reports and metrics updates to company teams.

Qualifications

• Bachelor’s Degree in Engineering or equivalent combination of education and experience.
• 10+ years of sales leadership experience managing the sales and service functions in a capital equipment business.
• International travel may be required.
• Travel up to 50% of working time.
• Must be willing to work overtime as required.
• Proficiency in MS office applications including spreadsheet, enterprise resource planning, database, and specialized application software.
• Strong written and verbal communication skills required.
• Strong organization and time management skills.
• High attention to detail.
• Ability to analyze problems and develop effective solutions at both strategic and functional levels.
• Ability to work independently, with minimal direction as a highly motivated self-starter and within a team-oriented culture.
• Maintain strict confidentiality regarding company matters.
• Meet challenges with resourcefulness, generate suggestions for improving work; develop innovative approaches and ideas; present ideas and information in a manner that gets others' attention.
• Excellent understanding of business processes, market, and customers.
• Demonstrated history of success in variable and dynamic markets and environments.