Position Title: DIRECTOR, SALES MAT HANDLING
Location: Fontana - Fontana, CA
Position Type: Full Time
Job Category: Business Development
Description:
Position Summary
The Director Sales - Material Handling will be responsible for the development and execution of a clearly defined regional marketing and sales strategy and achieving the regional sales objectives. The Director of Sales - Material Handling will be responsible for leading and managing all of the marketing and sales functions of the business within the assigned region - marketing and sales planning, structure, fleet sizing and structure, pricing, branding, sales force management and the execution of the sales processes.
ESSENTIAL FUNCTIONS
Reasonable Accommodations Statement
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
Essential Functions Statement(s)
Business Strategy & Planning
Working with the Regional Vice President, and the Vice President, Marketing & Sales, design the overall material handling marketing & sales strategy of the region including the geographic and product-markets the company will serve.Working with the Regional Vice President, and the Vice President, Marketing & Sales, for each target market segment, define the products and services that will be used to serve the market, the competitive advantages that the company will seek to build, the value proposition of the company along with the role of the sales force in serving the market.Working with the Regional Vice President, and the Vice President, Marketing & Sales, prepare a rolling two-year marketing and sales plan for the regional material handling business.Working with the Regional Vice President, and the Vice President, Marketing & Sales, evaluate the strategic position of each branch - competitive position by market, market share by segment, customer positions, profitability - and develop plans to improve the company's position and profitability.Oversee the preparation of the annual sales plans by each material handling salesperson in the region.Conduct periodic studies and analysis to evaluate the performance of the company in the region and lead the design and implementation of corrective action.
Human Resource Management
Build a collaborative, team-based high performance organization; one in which employees are empowered and encouraged to actively participate in the processes and teams established to improve the performance of the company.Approve the base compensation recommendations made by the managers with respect to employees in the assigned region.Develop the sales managers and salespeople who report directly to the Director of Sales. Consistently train and coach each manager and/or salesperson to strengthen their skills and performance.Provide regular feedback; conduct the performance appraisals of the managers and/or salespeople who report directly to the Director of Sales. Build a positive culture in the sales force based on the four Equipment Depot core values.
Products and Original Equipment Manufacturers (OEM's)
Working with the Regional Vice President, and the Vice President, Marketing & Sales, help define the products and OEM's which the company will use to serve geographic markets in the region.Participate in the management regional relationships of the OEM's selected to supply the products the company will utilize to serve its target markets.Oversee the preparation of the OEM annual sales plans and ensure they are integrated with the company's annual regional and branch sales plans.
Sales Force Management
Talent ManagementHire, train and develop the sales managers and salespeople who indirectly report to the Director of Sales.Participate in the hiring, training and development of the regional salespeople who report to sales managers who indirectly report to the Director of Sales.Jointly prepare and conduct performance evaluations for the sales managers and salespeople who indirectly report to the Director of Sales.Travel with the sales managers and salespeople in the region to help coach and develop them.Lead the regional process for identifying, developing and retaining superior sales talent and weeding out weak performers..Customer Management & Sales PlanningWorking with the Vice President, Marketing & Sales, define the market segmentation schemes which the company and branches will use to organize its sales organizations and guide its customer selection processes.Oversee the building and management of the company's customer data bases and customer profiling processes in the region.Review the customer revenue and profitability reports and customer profiles to help define the target customers for each salesperson.Review and approve the individual salesperson territory plans and their customer development plans.Review and approve the monthly sales forecasts for the region.Build and lead the management of relationships with the key regional customers.Sales Process Design and Sales ProductivityReview the regional sales processes and lead the continuous improvement programs to strengthen their reliability and productivity.Review the design the regional sales reporting systems and provide input to the teams assigned to continually improving their reliability and effectiveness.Provide input into the design of the sales tools and support materials.Provide input into design and management of the customer fleet management services system.Sales Compensation and Recognition SystemsProvide input into the design and management of the sales force incentive systems.Provide input into the design and management of the sales force recognition systems.
Fleet Services
Working with the Regional Vice President and the Vice President, Market & Sales, define the equipment to be included in the fleet, size the fleet and, define the equipment to be transferred from the rental fleet to the used equipment fleet.
Marketing
Monitor the industry trends, shifts in customer needs and buying behavior and competitive actions in the region.Oversee and manage the pricing policies of the company within the region. Review and approve all pricing decisions requiring Director of Sales approval.Working with the Vice President, Marketing & Sales define and manage the regional company branding strategies and plans.Provide input into the design and management of the company marketing communication web site and materials.
Qualifications:
SKILLS & ABILITIES
EXPERIENCE
Minimum of ten years of sales and marketing experience. The successful candidate will also have at least 5 years of marketing and sales leadership and must have a proven track record of growing market share.Sales/Marketing experience in an industrial distribution environment is preferred.Experience with and oriented toward metrics in business analysis and reporting..Past experience in developing a high performance sales team.Proven ability to work collaboratively with other department heads and staff members at all levels of the organization to create a team-oriented environment.
REQUIREMENTS
Must align with the Equipment Depot values and mission. Key values include a high ethical standard and commitment to being a team player and having a dedicated work standard where the customer (both internal and external) always comes first.Bachelor's Degree in business and/or marketingExcellent oral and written communications, including the ability to present information to a diverse audience.Must be a highly motivated self-starter and proven at identifying and closing new opportunities, building relationships and exceeding sales goals.In-depth knowledge and experience in marketing and sales methodology, principles and practices. Proven ability to establish and meet sales objectives through accurate planning, forecasting and management of resources. Ability to manage P&L responsibilities.Passion for the customer and creates a customer-focused environment.
BASIS OF EVALUATION
The Director of Sales will be evaluated on the following bases.
FinancialRevenuesGross marginSales operating expensesOrganization effectivenessEmployee satisfactionCapabilities of sales forceCustomer positionsCustomer satisfactionMarket share by target segmentProductivity Sales productivity
WORK ENVIRONMENT
Work environment varies from office to job site to industrial locations
OUR CORE VALUES
Passion to Perform - We are passionate to perform and focus on concrete achievements
Trust to Act - We are empowered to act, and act in a powerful way
Act Responsibly - We are responsible for our actions and the consequences they have for our stakeholders and our environment
Make it Fun! - We are serious about making work fun; it's the way we do things
An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
The Company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the Company reserves the right to change this job description and/or assign tasks for the employee to perform, as the Company may deem appropriate.
This role is targeting base compensation of $175,000 - $200,000 annually with an additional bonus opportunity.
Equal employment opportunity, including veterans and individuals with disabilities.
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