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AMD - Director, Sales

Milford, OH, USA Req #182
Friday, October 2, 2020
Buckhorn's vision is to become recognized as a best in class employer.

Reporting to the Vice President Commercial Mainline, this person is charged with the development and execution of sales strategies to drive profitable growth. The strategy will be guided by expanding market participation, customer acquisition, and driving this discipline into the sales process. This position is responsible for maintaining a high degree of customer satisfaction and net promoter score by managing a team of approximately 6 direct reports and a team of 13 total Sales Managers. The Sales Director is responsible for the revenue /margin, talent management and overall effectiveness of the sales organization. This team member will play a key role in leading the collection and validation of customer insights that will drive innovation. In addition, this role will lead collaboration efforts across the sales, marketing, operations, and engineering teams to plan and execute new revenue generating initiatives.


This position will be based in our headquarters in Milford, OH.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.


Sales Planning and Management

  • Manage and lead the sales team to grow strategic markets above the market growth rate
  • Strong understanding of the sales process and the diligence it takes to work a territory
  • Drive change from cost plus based selling to value selling based on well -defined value propositions and business cases that encourage customer action
  • Develop a performance driven sales team with relevant key performance indicators and compensation structure to exceed Buckhorn’s objectives
  • Forecasts and reports (monthly / quarterly) on order intake, revenue, development of the markets and relevant Sales KPIs for business overview
  • Assure the alignment of sales plans and forecasts with all other business related processes within the Buckhorn organization as a basis for active resource management
  • Develop supply contracts with key customers including T&C ’ s which are in line with Myers Industries/Buckhorn requirements
  • Proactively manage and communicate fact based changes in the markets, customers and competitors of Buckhorn

 

Strategic Planning

  • Partner with the leadership team to develop and execute Annual and Strategic Plans based on an in-depth understanding of markets and customers served
  • Develop sales strategies for core market segments and core geographical markets leveraging insights from customers and stakeholders, and external market trends, to develop actions to support the growth strategy of Buckhorn
  • Manage the long term strategic development of the account management team and upgrading where/ when necessary.
  • Work closely with marketing team to build value propositions, transitioning away from cost plus in order to identify and capture growth opportunities in markets with key customers that leverage market insights and customer relationships vs. price
  • Cooperation with all departments to retain customers and defend existing business

 

Team Leadership and Development

 

  • Lead the change management process to build organizational capability to sell solutions with elements of the Buckhorn value proposition(s)
  • Identify, develop and monitor development plans for direct reports and high potential leaders to build a high performance culture and capability
  • Build a culture of engagement and accountability, cascading vision, and goal alignment
  • Champion the effective use of change management principles, strategies and techniques to plan, implement and evaluate change
  • Build a strong pipeline of talent to ensure a high performing organization

 

EDUCATION and/or EXPERIENCE

  • Bachelor's degree or equivalent experience required, preferably in Business Management
  • MBA or other post-graduate degree in related fields a plus
  • 12+ years related experience
  • Strong understanding of the sales process and the diligence it takes to work a territory
  • 5+ years ’ experience in successful leadership of a sales force and 3 +years of key account management experience
  • Proven track record of enabling a sales organization to grow business
  • Strong skills in problem solving and communication
  • Experience developing people and building organization plans to ensure organizational readiness and capability to meet changing business conditions
  • Excellent time management , planning and prioritization skills and project management abilities
  • Confident with financial data analysis, sales and product calculations and budget planning/control
  • Demonstrated technical proficiency with CRM systems
  • Strong PC, word, Excel and Power Point skills

 

TRAVEL DEMANDS

 

  • Willingness to travel (up to 50 % - 70%)

 

The company seeks to hire the best-qualified applicant for all openings. The decision to hire is based on ability, experience, and other factors required by the job itself without regard to race, religion, color, sex, national origin, handicap, disability, or any other protected status.  This policy pertains to recruitment, hiring, compensation, training, conditions and privileges of employment, promotion, upgrading, demotion, downgrading, transfer, layoff-off and termination.

Other details

  • Job Family DIR
  • Job Function Sales
  • Pay Type Salary
  • Travel Required Yes
  • Travel % 70
  • Required Education Bachelor’s Degree
  • Milford, OH, USA