The ideal candidate will have senior level experience in:
- Strategic planning with the ability to develop and execute strategic territory plans that support company business goals and objectives
- Account management on a consultative level with deep customer involvement
- Providing differentiating solutions to complex sales opportunities
- Territory planning and time management
- Routine reporting methods in support management and strategic goals; use of rolling schedules, weekly reports, forecasts, etc.
- Utilization of customer relationship management tools (CRM)
- Preparation and delivery of product/application knowledge through formal training presentations utilizing PowerPoint, Web-Ex and other delivery solutions
- Writing clear and concise business correspondence, reports and recommendations
- Leveraging the Internet, trade publications, market reports, etc. to glean insight into our business, competition, emerging markets, and business landscape
This position is responsible for the continued growth in the territory
through strategic management of our existing distribution channel
and growing new business through channel development/enhancement
and channel expansion. Focus areas include A&E’s, System
Integrators and OEM’s.
Experience/Training/Education:
REQUIRED:
Minimum 8 years of successful history of
progressively responsible experience involving
strategic territory planning, consultative
selling and account management
Educational:
BA/BS preferably in Technical discipline or verifiable equivalent years of directly related field experience.
Strategic planning with the ability to develop and execute strategic territory plans that support company business goals and objectives.
Knowledge of:
Ball valves, actuators, and accessories, manufacturing and process industries preferred. Industrial, pharmaceutical, food and steam market knowledge a plus
As related to Distributor Management: Sales and marketing principles, concepts, methods and practices; company products, including features, benefits and competitive attributes; sales geography, client organizational structure, sales opportunities, competitive advantages and product applications; management principles, and negotiation techniques; computer hardware and software systems related to sales and marketing applications
Ability to:
Strategically plan, organize, manage, coordinate, train and evaluate the work of distribution channel;
Identify targets and develop strategic plan to increase sales by filling distribution gaps and growing new business in assigned market niches;
Develop growth plan to increase sales through new sales channels;
Establish and exceed territory sales targets;
Evaluate and implements effective consultative sales and strategic management approaches to maximize revenue stream;
Serve the process control marketplace as a valued resource and advisor on flow control applications.
Operate a computer terminal and related software programs. Proficiency in all Microsoft Office Programs, i.e. Microsoft Word, Excel, Powerpoint, Outlook. Experience in using Customer Relationship Management Programs, Macola and Synergy experience a plus
Special Requirements:
Ability to work extended or unusual work hours and required to travel extensively (within home state and nationally) on company business in order to interact with customers, sales and purchasing representatives, sales and marketing management, customers, distributors and others. Expectation is between 60% to 80% during any given year.
Submit your resumé to
Careers@SVF.net
Reports to: President
Contact Wayne Ulanski at Wayne@SVF.net
Download Job Description
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IF YOU BELIEVE YOU
ARE A MATCH FOR THE JOB DESCRIPTION BELOW, PLEASE
SUBMIT TO US A MICROSOFT WORD DOCUMENT, OUTLINING IN
DETAIL (WITH EXAMPLES) HOW YOUR BACKGROUND, SKILLS,
ABILITIES AND EXPERIENCE WILL HELP YOU SUCCEED AS
OUR DIRECTOR OF SALES. |
Reporting directly to the President,
we are seeking a senior level sales professional who, as a member of the Executive Management Team,
will be responsible for the design, development and performance of a sales program that will drive 15% growth annually,
allowing us to double our sales in five years.
The ideal candidate requires a skill set that reflects the background, skills,
abilities and experience to excel in the following areas:
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Responsibilities:
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Executive Level Management – Experience working with Executive Level Management Teams
both as a contributor and leader, delivering not only the sales plan and budget,
but also the goals, strategies, objectives, metrics and requirements for its success.
Additionally, will be called upon for contributions for the overall company business plan.
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Planning/Organizing – Strong experience in building business plans and sales
plans utilizing formal strategic planning methodologies.
Comfort level in writing processes/procedures.
Familiar with pre-call and sales planning tools, such as Miller Heiman, etc.
Also works with inside and outside sales teams in planning/organizing for large or special projects to ensure desired outcome.
Experience in working with CRM and the utilization of same as a sales analysis/promotion tool.
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Team Building – Must have the ability to recruit, build, train and lead strong work teams.
Responsible for the assessment performance and development of inside, outside sales teams and our distribution
channel including necessary goals, objectives and metrics to track progress.
Conducts regular one-on-one and team meetings to evaluate progress and determine any needed adjustments
or additional training required. Provides training and coaching to assure optimal performance.
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Sales Channel Development – Must have experience in domestic and international
sales channel development, including signing national accounts.
Possesses the necessary skill set to evaluate and assess current domestic and international sales channel,
complete gap analysis and develop appropriate plan to build a distribution channel that meets our needs
by market and geography. Further, expand our sales channels beyond distribution to include other
channels, i.e. OEM, System Integrator, etc. Additional component of the sales channel development plan
shall also include plans to build relationships/visibility with A&E’s and contractors.
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Pricing – Responsible for maintaining, updating and distribution of sales price book.
Has understanding and knowledge of competitive pricing techniques and the ability to create a positive pricing
strategy to position our products correctly for our marketplace. In addition, sets parameters for pricing approvals
for inside and outside sales teams, and works with same on special exception pricing as needed.
Ensures that sales team understands pricing negotiation techniques allowing company to enjoy maximum profit margins.
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Large Projects/Special Design Projects – Possesses the required skill set to
lead the inside/outside teams and deliver the necessary value proposition to the marketplace to win the opportunity.
Ability to understand our readiness/capabilities to perform on specific large projects and special design opportunities;
assess requirements and evaluate decision to pursue or decline. Lead the inside/outside teams on “go-forward" plan.
Requirements
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Minimum 7 years experience in a leadership position as a senior level sales executive.
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Must have experience in industrial product sales or similar technical product
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Experience working with process market and large projects preferred. Ball valve and actuator experience is a definite plus.
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Extensive experience in all aspects of sales channel development, including domestic and international business and national account agreements.
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Excellent written and verbal communication skills required including the ability to create formal business/training presentations and write clear, concise and meaningful business correspondence.
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Contribute to company newsletter by providing short articles relating to our goals/successes.
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Intermediate to advanced level proficiency in the Microsoft Office Products, i.e. Word, Excel, PowerPoint.
Contact Wayne Ulanski at
Wayne@SVF.net
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Climb Higher with a Career at SVF Flow Controls, Inc.
Contact us at
Careers@SVF.net |
- Knowledge of ball valves required
- Consultative selling skills; establishes partnering relationships with Distributors, Customers, etc., to assist customers and
intra-department personnel with general to complex technical product support
- Develops product/application solutions based on technical knowledge/expertise utilizing ability to read, understand and respond to specification requests, requests requiring valve sizing, etc.
- Ability to conduct conversations with technical counterparts internally and externally with respect to technical, installation and trouble shooting. Uses probing skills to clearly understand customer requirements
- Assists customers with assignment of RMA numbers, entry of complaints into complaint log, initiation of corrective action reports (CARS), etc.
- Responsible for handling miscellaneous projects to include, but not limited to, quotation follow up, blanket order renewals, phone surveys, pro-active customer calls, telemarketing, business development activities, etc.
- Responsible for reviewing pricing, discounts and blanket order renewals with Sales and Marketing Manager and Regional Sales Manager. Prepares and processes price requests
- Handles complete process of quote through order entry
- Prepares, reviews and accurately processes change and customer orders, maintains customer order files in a neat and timely manner
- Interacts with other departments as necessary in relation to issues for orders, credit corrections, availability of project, request for information that requires vendor contracts, etc.
- CRM Experience a plus
- Submits a weekly follow up status of all quotations, projects and request to other departments
- Advises Sales & Marketing Manager of any competitive intelligence obtained during conversations and meetings
- May be required to visit customers as needed
Contact us at Careers@SVF.net
for detailed Job Description
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Industrial Valves