Director of Sales
SUMMARY:
The Director of Sales maximizes sales revenue and profitability for all products and services over the long term, designing and applying sales strategies and tactics appropriate for CMC, while creating and developing dealer/customer loyalty and trust worldwide for all market segments.
RESPONSIBILITIES
- Responsible for the selection of appropriate dealer channels and partners for all market segments in accordance with CMC’s product/market plan
- Develops and manages short and long-term strategies of Regional Sales Managers, maintaining awareness of all significant opportunities and market trends
- Develops, plans, and executes training support for staff and dealers
- Acts as primary CMC management contact for key dealers/customers
- Ensures the best possible level of service and communication to CMC customers
- Responsible for guiding, strengthening, and maintaining relationships with key dealer/customers either directly, or through Regional Sales Managers and Customer Support department
- With President’s approval, implements new, or makes adjustments to, current dealer program to improve dealer relationships domestically and internationally. Assists dealers in promoting sales. Maintains dealer program and monitors and reports performance
- Knowledge of international law and trade regulations. Assists staff members in this area
- Develops sales campaigns and assists with dealer seminars, including appropriate use of marketing and CMC School resources
- Reviews the market for trends and product preferences, providing timely input to Product and Marketing Managers
- Analyzes competitor’s actions, making recommendations for appropriate CMC response
- Analyzes the activities of potential customers. Determines possible application of company products to customer requirements
- Recommends changes for improvement in products and/or operating procedures, and identifies new product needs expressed by customers, assuring this information is communicated to Product Management
- Prioritizes orders requiring rush or special handling services for shipment processing
- Ownership of key customer needs, proactively resolving potential issues, in collaboration with CMC staff
- Maintains a professional image when working with customers and clients, including resolving problems
- Actively provides sales team leadership, including initiation of regular department meetings
- Prepares monthly sales reports of key opportunities, threats, and market trends/customer feedback
- Actively participates in the Monthly Strategic Meeting, and other department meetings to maintain awareness of current projects, trends and company initiatives
- Assists with company trade shows, either directly or by delegation to Regional Sales Managers
- Other duties may be assigned as necessary
SUPERVISORY RESPONSIBILITIES
- Directly supervises Customer Support Supervisor and Regional Sales Managers
SKILLS KNOWLEDGE AND ABILITIES
- Ability to read and interpret general business forms and government purchase orders
- Ability to write reports, business correspondence, and procedure manuals
- Ability to effectively present information and respond to questions from management, clients, and customers in both verbal and written form
- Foreign language skills are desirable
- Ability to calculate numerical totals including price and discount calculations and invoice totals as requested by clients or customers
- Understanding of basic accounting and bookkeeping required
- Must have ability to understand and provide gross margin analysis to management staff
- Ability to solve customer service problems and complaints without supervision
- Ability to identify and evaluate issues in a logical manner to develop and execute workable solutions. Ability to interpret a variety of instructions furnished in written, oral, or schedule forms
- Must be willing to travel 50 % of time to visit customers, dealers and trade shows
- Must demonstrate a proficiency in the use of Microsoft Office software (i.e. Word and Excel). Knowledge of rescue equipment specifications and applications to answer dealer and customer questions
- Ability to use time management skills effectively
- Ability to work well with others in a team environment
- Knowledge of international law and trade regulations
- Strong interpersonal and communication skills are essential
- Must be able to identify priority assignments and arrange activities to meet deadlines on a regular basis
QUALIFICATIONS (Education and experience)
- Bachelor’s degree in sales, marketing or business administration required
- Master’s degree in sales marketing or business administration preferred
- Six to eight years of sales experience and a minimum of three years directly related sales management experience and working knowledge of relevant products and policies
