Global Sales Director
: Job Details :

Hardy Process Solutions is headquartered in San Diego, California, and has been providing customers with weighing solutions for over 100 years and is best known for its innovative technology. The company prides itself on its ability to continuously provide superior product quality and excellent customer support. Hardy, an ISO 9001:2015-certified manufacturer, currently services the food, chemical, petrochemical, pharmaceutical, feed & grain, mining & metal, pulp & paper, oil and gas, power, and general automation industries.

The Global Sales Director is responsible for top line revenue results for the company, where performance is measured based on a given quota and targeted growth. Manages all sales resources, including direct sales personnel, non-exclusive manufacturing reps, distributors, and any other channel partners, to maximize revenue growth. Activities include establishing sales strategy, territories, quotas, forecasts, training programs and objectives; directing sales territory resources based on priorities; pursuing business within End Users, Systems Integrators, OEMs and EPCs; analyzing sales trends and statistics to help guide decision making; and communicating effectively with Engineering, Product Management, Operations and Leadership Staff within the home office.

Roles & Responsibilities

• Develop and subsequently direct, execute and manage a channel strategy for the company that optimizes customer connectivity and drives revenue growth.
• Direct and oversee the sales practices, objectives and initiatives of the company.
• Develop and execute short and long-term sales strategies and evaluate the effectiveness of current sales programs.
• Track, analyze and act upon sales and channel trends, results, and issues.
• Anticipate and analyze current and future customer trends and needs.
• Identify industry and market segment trends and identify new potential markets.
• Conduct territory data analysis.
• Identify new potential applications and projects.
• Perform project and opportunity forecasting.
• Provide competitive intelligence and anticipate competitive threats, taking action to mitigate or eliminate the same.
• Achieve specific revenue and milestone goals.
• Recruit, coach, motivate and train direct sales personnel. Set goals and support direct sales personnel to be successful. Mentor individual direct and indirect sales representatives.
• Prepare annual business plans for direct sales personnel, and any channel partners within the region and review them with the appropriate personnel on a quarterly basis.
• Actively manage the Sales Funnel to identify trends and define plans needed to drive sales.
• Generate monthly and quarterly bookings forecasts, and sales reports.
• Increase sales via regular and planned sales calls with direct sales personnel, manufacturer's representatives and automation distributors on assigned and targeted accounts. Develop and maintain direct sales personnel proficiency in product applications to meet customers' needs.
• Manage and continuously evaluate the performance of any Channel Partners. Activities herein will include: communications with Channel Partners general management, oversee training of Channel Partners sales personnel, ensure direct sales personnel work jointly with Channel Partners sales personnel to maintain target account lists, complete joint sales calls and ensure that Hardy maintains mindshare within the sales force.
• Identify areas of strength and weakness in direct sales personnel and channel partners so proper training and strategic discussions can be provided. Prepare all applicable sales materials and reports. Train the assigned direct sales personnel on new products and technologies.
• Maximize revenue growth via various customer types within the region: End Users, OEMs, Systems Integrators and EPCs. Activities include key account management and OEM targeted pursuits. Manage relationships with major clients.

Competency Requirements:

• Communication - Excellent oral and written communication skills that involves understanding the audience; getting the message across; presenting information effectively; and communicating openly. Ability to train is required.
• Critical thinking – Ability to think in an organized and rational manner to understand the logical connections between ideas and facts. Ability to identify new areas of growth, and accurately analyze sales performance data.
• Relationship building – Ability to establish productive and professional relationships with key personnel in assigned customer accounts. Stays abreast of (and involved in) key accounts, advising, and negotiating to support the close of large sales. Provides input regarding timely and effective solutions aligned with customer needs.
• Analytical skills – Performs research to identify new potential customers and new market opportunities.
• Detail oriented – Ability to pay close attention to detail to complete tasks efficiently and maintain organization.

Minimum Qualifications (Experience and Skills):

• Proven leadership and people management skills, including the ability to motivate others and to implant a sense of urgency in a sales team.
• Strategic thinker with proven analytical skills.
• 10 years progressive sales management experience in the process automation or weighting industry, to include direct sales, working with channel partners, and managing other sales personnel.
• Demonstrated negotiating skills.
• Demonstrated ability to deliver technical product presentations to groups and individuals. Oversees organizations sales training activities.
• Excellent interpersonal, verbal and written communication skills.
• Familiarity with strategic planning and sales process implementation, with a strong interest in process improvement.
• Proven selling skills. Experience with CRM, quoting and Marketing Automation software pipeline management skills. Ability to use computers to develop sales tools.
• Works well with ambiguity.
• Demonstrated organizational skills.

Education Requirements:

Bachelor's degree from an accredited 4-year university, preferably in engineering. MBA preferred.

Salary Range:

$150,000 - $200,000. This is the range that we are in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk up to 8 hours; use hands to finger, handle or feel; and reach with hands arms. Ability to travel by air and or land transport up to 50% of the time on a regular basis. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. This position requires the ability to occasionally lift, up to 50 pounds.

Disclaimer: The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

Hardy Process Solutions is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.