What are the responsibilities and job description for the Director of Sales position at W3Global?
Job Summary
The primary responsibility of the Director of Sales is to manage the sales operations of client including:
The primary responsibility of the Director of Sales is to manage the sales operations of client including:
- Direct oversight of the commercial team. Organizes and oversees the structure of the commercial function (by segment, market and territory) and manages the performance of all salespeople.
- Builds and maintains long lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.
- Leads the development and execution of sales metrics including forecasting, budgeting, and sales performance metrics.
- Works with the head of customer service to develop and continuously improve how we manage the entire customer experience.
- Provides leadership to the commercial team. This includes working with the sales team to establish achievable and appropriate sales targets, training to deepen and expand their skills, and managing the annual performance review process for the commercial team.
- Partners with the CFO and Vice President of Sales & New Product Development on all aspects of pricing, discounts, rebates, and sales promotions.
- Develops, tracks, and own all sales analytics. Should be dashboards at the department, segment, and personal level.
- Works with the leadership team to continuously look for opportunities to optimize future sales through
- Works with the leadership team to define current and future aspects of the client brand. Works to build this into all of our presentations and marketing materials.
- Develops and executes plans to achieve sales targets. Both overall and by person, team, customer, segment, and region.
- Continuously analyzes sales and operational data (business analytics) to project sales and profitability targets and to identify new market and customer opportunities.
- Identifies and reviews pricing and market trends; analyzes and applies this information in the development of strategies both overall and for individual market segments.
- Handles and resolves major customer complaints. Monitors and mentors the commercial team's ability to do this with their key customers.
- Ensures that there is a comprehensive understanding of the total decision-makers and influencers within a distributor and that this is documented and fully understood by client.
- Works with the new product development team to identify and launch new products.
- Establishes a standard series of meetings with the commercial team to review monthly goals, highlight new products to sell and cultivate effective sales presentations/pitches.
- Reviews, manages, and approves rebates/discounts with customers.
- Conducts performance reviews that are timely and constructive. Handles discipline and termination in accordance with company policy.
- Serves as one of the primary faces of the organization to external and internal constituents.
- Proactively works with the marketing and customer service leads to deepen client market intelligence on clients, prospects, and competitors.
- Uses business analytic dashboards to manage clients and market segments (a single source of truth).
- Identifies and participates in appropriate industry conferences to expand client brand recognition, deepen relationships with existing clients, discover new products and service offerings, and identify new customer prospects.
- Bachelor's degree in Business Administration, Marketing, or related field. Masters preferred.
- At least ten years of commercial/product development experience required. Demonstrated P & L experience preferred.
- Clear understanding of the complexity of sustainable growth. Demonstrated experience in how to establish consistent growth. Understands the inherent difficulty of getting all phases of the growth process working effectively and the need for process discipline and flexibility.
- Strong supervisory and leadership skills-Ability to lead and proactively mentor the sales team.
- Excellent Communication Skills-both written and oral. Ability to articulate key company messages in all settings.
- Initiates Action: entrepreneurial self-starter who takes the lead to drive action. Demonstrates a positive, collaborative and proactive attitude to get things done.
- Builds Trusted Relationships: Develops long-term professional relationships based on trust that they will always work toward the best interest of those involved and that they will consistently deliver value.
- Active Listener: Communicates with others by expressing genuine interest in, asking substantive questions toward, and providing full attention to, others' needs, issues and priorities.
- Strong Influencer and Persuader: Effectively persuades others by building trusted relationships, demonstrating empathy and ability to listen, understanding pain points and connecting to solutions, and creatively problem-solving to overcome resistance and identify mutually beneficial outcomes. Both internally and externally.
- Composed and Resilient: Able to deal effectively with pressure, recover quickly from setbacks, and remain optimistic through adversity.
- High-Energy - Excited about working in a fast-paced, continuous improvement environment and are comfortable moving quickly to get things done.
- Organized - Possess excellent organizational skills and can work independently to manage projects with many moving parts and stakeholders.
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