Location: Rochester,NY, USA
This is a key executive position responsible for leading the company's diverse sales team. This position is responsible for delivering order intake at or above plan levels ensuring that all products and services are appropriately represented to customers. The incumbent will be responsible for the sales team development and for the strategies that will lead to continued customer retention and new customer acquisition in existing and target geographies, markets and applications.EXPERIENCE IN THE FOLLOWING:Solid understanding of the material handling, industrial and warehousing automation and life cycle services is preferred.Developing strong working relationships with customers and key vendors.Leadership of a sales team in value added distribution, integration and/or manufacturing company.Leadership of a geographically dispersed sales team.Demonstrated track record of expanding a sales team including building capability to effectively add new products and services to an existing portfolio.Working with the leadership team to develop and implement a strategic growth plan.Developing and implementing team and individual performance metrics.Developing and mentoring high potential employees.Developing or replacing underperforming employees.Working with a CRM system (Salesforce) to support selling, reporting and forecasting efficiency.Developing and leading the company's marketing initiatives.Implementing a “scientific” approach to selling via a clearly defined selling process including customer acquisition and opportunity evaluation.JOB DUTIES & RESPONSIBILITIES:Working as part of the company's executive team to develop, maintain and update the company's strategic plan.Develops annual sales plan and forecast in support of organization strategy and objectives.Directs implementation and execution of sales and marketing plans, policies, and practices.Develops and implements a thorough selling process with a strong focus on mentoring and training.Achieving annual order intake objectives.Developing individual and team goals including employee's development objectives.Establish a culture of continuous improvement and continuous learning within the sales & marketing organization, providing ongoing training and development.Develop and implement the organization structure for a growing sales & marketing team.Working with the leadership team to identify long term industry/market trends and align the sales organization around the associated strategic objectives.Regular travel to visit with sales team and customers is expected. Travel outside of the continental US and Canada is not anticipated.Supervisory responsibility for direct reports as defined in the company's organizational structure. Functional responsibility for the entire external sales & marketing team.SKILL AND CHARACTERISTICS NECESSARY TO DO THE JOB:Positive and energetic leader with a strong sense of urgency.Hands-on leader willing to roll-up-sleeves.Strong leader with demonstrated success in leading cross-functional business initiatives.Highly developed influencing, negotiation, and collaboration skills.Proven problem-solving ability and priority setting, interpreting data to identify problems, establish facts, and draw valid conclusions.Team-centric approach – working collaboratively with all functional areas of the company.Ability to hold each salesperson accountable for specific plans and coaches each team member to achieve individual and team results.Strong record of hiring, managing, retaining and promoting top performers.Identify and keep the organization abreast of industry sales trends and standards.EDUCATION and/or EXPERIENCE:MBA, preferred.8+ years sales leadership experience.Strong working knowledge of Microsoft Office (Word, Excel, PowerPoint).Strong working knowledge of Salesforce CRM tools.Strong analytical and communication skills.MEASUREMENTS OF SUCCESS:Order intake at or above plan levels.Resources required to support growth objectives hired in accordance with the strategic plan timing.All sales personnel performing at or above plan levels.New customer acquisition targets achieved.Organization structure implemented.Up to date and accurate data in CRM system across the sales organization.Strategic development plan for the sales organization supporting the company's growth strategy/objectives.Employee retention.#J-18808-Ljbffr