Director of Sales, Energy

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Company: IMI Americas
Location: Littleton, CO 80120

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Overview:[

The Energy Sales Director is responsible for sustaining and growing the Energy customer portfolio within the region. This includes managing sales to the existing customer base and overseeing the strategic development of new relationships and sales channels via an assigned team of Territory Sales Managers (TSM) or Key Account Managers (KAM). The primary goal of this position is to deliver results through managing, mentoring, and coaching the sales team. This position also directly manages a portfolio of key customer accounts. This position is also responsible for defining and executing brand building and business development strategies within the region; and, coordinating with the Director of Marketing and the VP&GM of the corresponding business unit to ensure consistency between regional and nationwide initiatives. Responsible and accountable for all assigned sales activities and sales personnel working toward the achievement of related sales budget, goals and objectives within the US and Canada. The position has significant and very broad revenue and/or geographical territory accountability, with several direct reports.

]Responsibilities:


Essential Functions and Responsibilities

  • Developing specific sales plans and strategies for the Energy markets to achieve the company’s overall sales goals across all core industry sectors, including direct, indirect and the online sales under Norgren Express.
  • Implements the Industrial Automation Energy sales strategy and lead the regions attainment of sales and profit objectives.
  • Manage revenue and budgets to targets and plans.
  • Manage the sales teams to deliver profitable growth.
  • Provide detailed and accurate sales forecasting.
  • Put in place and build upon infrastructure and systems to support the success of the sales function including metrics, processes, systems and tools.
  • Define and oversee incentive programs that motivate the sales team to achieve their sales targets.
  • Responsible for hiring, terminating, performance-based compensation plans and reviews, coaching, developing, training, motivating, attracting and retaining talent, and develops high potential sales personnel to aid in the attainment of regional goals and objectives.
  • Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives.
  • Monitor market and competitor activity and provide feedback to the business unit leadership team.
  • Implements marketing programs consistent with product line strategies to generate lead referral, new account acquisitions and revenue/market share gains.
  • Responsible for major account sales and marketing activities and the communication of goals and objectives to Energy sales team.
  • Develops specific business and sales plans to achieve growth objectives in support of new product development introductions and engineering services portfolio.
  • Prepares, negotiates, and manages customer pricing programs and contracts within assigned customer base. Ensures all terms and conditions are being upheld.
  • Establishes and maintains meaningful relationships with each channel partner and/or major account. This may include multi state or regional/corporate headquarters liaison activity.
  • Fairly arbitrates customer and channel conflicts within assigned scope.
  • Maintains a general awareness of development within the market to provide feedback on channel and customer issues, competitor activities, pricing trends, consolidation activities and marketing initiatives.
  • Ensures team maintains accurate account data in the active CRM system.
  • Provides timely and complete reports and other information as required by management on a weekly, monthly, quarterly and annual basis.
  • 60% domestic travel (ground and air) to visit key accounts, potential clients and sales team.
  • Other duties as assigned by direct line manager.

Qualifications:


Qualifications

Education and Experience

  • Bachelor’s degree (or equivalent degree) in Business or Engineering required, an MBA would be preferred.
  • 10+ years related experience and training; or equivalent combination of education and experience
  • 7+ years’ experience managing field teams
  • 7+ years with matrix management of Industrial channel partner networks > $35M of annual sales
  • Must have managed at least > $50M of Industrial business for four years or more with demonstrated record of repeatable profitable growth
  • Preferred experience working at a Multinational Industrial business.


Skills and Competencies

  • Must have knowledge of pneumatic and/or fluid control products and services within the energy market; down-stream, mid-stream and up-stream applications.
  • Will consider relevant experience in other Industrial businesses including: Hydraulics, Electro-Mechanical, Automation and or other Industrial businesses within North America where there is a demonstrated “go to market” strategy of using Channel partners.
  • Skillful negotiator, superior written and oral communications.
  • Well organized and able to effectively manage multiple tasks simultaneously
  • Ability to build rapport internally and externally
  • Ability to work in a matrix organizational structure to aligned and motive non reporting personal to the profitable growth goals of the business.
  • General overall P&L working knowledge, as well as basis financial principles.


Computers and Technology

  • Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook).
  • Understanding and proficiency of CRM and ERP Systems.


Other

  • Valid driver’s license.


Supervisory Responsibilities

This position will be responsible for, but not limited to, performance management, coaching, supervision, fostering teamwork, training and development of one or more employees.