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Our Client is a global leader in the capital equipment/tire/rubber market and is seeking a Director of Global Sales to report to the President of this growing and reputable organization.

The Director of Global Sales will be responsible for the sales and channel management worldwide and be an integral member of the executive leadership team. The successful candidate will lead regional sales managers to achieve performance goals, deliver on revenue targets, optimize profitability, identify new opportunities, monitor the competitive landscape, provide accurate sales lforecasts, and ensure a robust opportunity pipeline.

This position will require approximately 50%-70% domestic and international travel.

Essential Job Functions – Responsibilities

  • Drive revenue growth and achieve quarterly and annual revenue targets by maintaining and expanding customer base
  • Develop, implement, and communicate global sales strategies that help achieve revenue targets
  • Evaluate and report out on sales agent performance and commission plans
  • Establish a training plan focused on developing and reinforcing critical sales competencies
  • Work with Finance & HR to design a sales incentive program that drives organizational objectives & behaviors
  • Utilize team selling approach to emphasize the value of product/service solutions
  • Maintain intimate product knowledge to influence purchasing decisions within customer organization
  • Conduct quarterly sales business reviews and report out to leadership
  • Understand and monitor competitive landscape and market trends globally to identify trends/opportunities and provide regular feedback to leadership of field and market intelligence
  • Work with Product Management to identify, establish, and monitor the development and introduction of new products and improvements to existing products and services
  • Work with Product Management to maintain a continuous review of competitive products and pricing
  • Develop and maintain a robust pipeline of business utilizing CRM system to ensure that there is sufficient level of new prospects to support growth objectives
  • Measure and report direct sales and sales channel productivities through effective utilization of the CRM tool
  • Provide accurate and timely sales forecasts of expected business results
  • Monitor customer needs and ensure alignment of key departments so that appropriate levels of service and responsiveness are provided to accounts
  • Recruit, develop, and lead experienced global sales team and provide constructive feedback through performance and development processes to deliver plan results
  • Proactively manage and collaborate with internal stakeholders with a special focus on the aftermarket organization to maximize efficiencies and commercial success
  • Participate in industry events to promote company products and services
  • Prepare and deliver sales presentations to prospective and existing customers
  • Ensure global sales organization is in full compliance with all local laws and regulations
  • Maintain a sales culture of creativity, determination, and respect

Education – Experience – Qualifications

  • Bachelor’s degree required, Engineering or Technical degree strongly preferred
  • MBA preferred
  • Minimum of 15 years sales experience; with 10 years in a sales management role within the capital equipment/tire/rubber industry company required
  • Global sales experience required
  • Demonstrated ability to identify, develop, and manage global sales teams, strategic channels and customer relationships required
  • Proven ability to develop and execute a comprehensive global sales strategy
  • A results orientation —determined to meet and exceed targets and drive accountability throughout the entire organization
  • Robust understanding of all aspects of capital equipment sales including qualifying sales leads, strategy and tactics of closing deals, post-sales follow-up, account management, and sales funnel management
  • Must exhibit rigorous strategic thinking around building customer relationships, but with clear execution strength and sales skills
  • Exceptional communications and presentation skills, written and verbal required
  • Team-oriented player with an entrepreneurial drive for success
  • Must be an aggressive self-starter and possess the organizational skills to leverage resources across the organization as needed
  • Ability to evaluate the market and provide direction to product management to help grow the business
  • Must be able to meet deadlines, be well organized, and exercise sound judgment concerning distribution and key accounts
  • Hudson, Ohio
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