The Sales Director must be an experienced sales leader with a track record of success in leading and developing a world class sales team. The successful candidate will have a broad strategic perspective of the rail industry, deep experience with customer engagement with railcar parts and services, and experience using CRM tools to drive sales force effectiveness. Ideal candidates will have operated in a private equity environment and understand the style, pace, and expectations.
Work Arrangement:
• Remote position with expected travel much of the time. Candidates must be located near a major airport.
Duties/Responsibilities:
• Guide the strategic direction of sales team, KPIs, and assess sales team performance.
• Manage sales teams with a focus on account planning, customer needs analysis, creating innovative solutions, strengthening value proposition, and building strategic customer relationships.
• Work with leadership team to define and achieve annual budgets, quarterly and monthly sales/revenue plans.
• Update sales forecast on quarterly basis by customer and product line.
• Lead and motivate the sales teams to achieve sales goals with a focus on coaching, development, and succession planning.
• Lead effort to improve sales processes and implement CRM system (Customer Profile, Sales Call Reporting, and Opportunity/Sales Pipeline).
• Actively work with Manufacturing and Supply Chain teams to develop Sales, Inventory, Operations, Planning (SIOP) process to better define customer demand and service requirements.
• Collaborate with the executive team, marketing, and other departments to support Annual Operating Plan (AOP) and Value Creation Plan.
• Gather market intelligence to improve competitive advantage, optimize pricing and drive continuous improvement to gain market share from competitors.
• Meet with key customers to understand needs, service levels, and strive improve customer satisfaction.
Skills/Experience Requirements:
10+ years of experience in a sales capacity with a strong preference for experience in the rail industry.
5+ years of proven, progressive, and successful sales team leadership experience and professional experience with high-profile sales.
Ability to build trust and strategic relationships with key customers.
In-depth knowledge of selling strategies and methods, as well as employee motivation techniques is a must.
Strong working knowledge of the company’s products, competitive products, the market, freight rail, and rail industry a plus.
Great strategic planning, organizational, analytical, creative thinking skills with excellent leadership, communication, interpersonal and customer service skills.
Experience with CRM software with preferred experience with CRM systems.
Excellent communication skills and highly effective interpersonal skills are required as well as an ability to inspire confidence and provide leadership throughout the company.
Able and willing to travel both domestically and internationally.
Pay Structure:
• Competitive base salary + a lucrative bonus incentive program.
Benefits:
• The company pays 80% of health benefit premiums.
• Medical, dental, and vision.
• 401k – fully vested immediately and comes with a company match.
• Company-paid life insurance.
• 11 paid holidays.
• Paid vacation and paid sick time in the 1st year.
