JOB SUMMARY
The Director of Sales is responsible for achieving annual sales, gross profit and net income objectives. This individual directly supervises the outside sales team and provides coaching and performance feedback to improve selling skills, order closure rates and sales productivity. As a key member of the management team, participates in the development and implementation of strategic initiatives, annual territory plans, product line strategies, marketing initiatives and sales compensation plans.
ESSENTIAL FUNCTIONS
Achieve annual regional sales, gross profit and sales income objectives.
Provide leadership and direction for the product sales team. Coach, develop and mentor direct reports. Assist with identifying and prioritizing target accounts, developing account penetration strategies, identifying product line opportunities, identifying training required, and closing orders.
Participate on the management team. Assist in the development and implementation of strategic plans, annual business plans, product line strategies, marketing initiatives and sales compensation plans
Manage sales people and account assignments to increase sales productivity and generate annual sales growth.
Prepare and conduct timely annual performance appraisals of direct reports. Promote Cross corporate values and culture by setting clear expectations, providing frequent performance feedback, and resolving conflicts and performance problems quickly.
Regular travel with the sales team in their territories to make joint sales calls and provide consistent mentoring and feedback.
Interface directly with suppliers to develop target account lists, regional marketing plans, necessary training and joint calling plans.
Provide monthly rolling forecasts for projected sales and bookings
ADDITIONAL RESPONSIBILITIES
A. Sales
Recruit, hire and develop sales associates.
Actively manage the sales funnel to ensure sufficient opportunities to achieve annual sales budget and annual sales growth.
Provide focus, direction and training to achieve annual gross margin improvement.
Communicate the status of sales opportunities, supplier issues, account issues, personnel issues, competitive issues, market issues, and other important information to the Group President on a regular basis.
Provide forecasts and account information to suppliers and Group President as required.
Identify synergistic opportunities for other Cross groups at targeted accounts and assisting in the sales process is required.
B. Marketing
Actively seek new business opportunities in target markets.
Assist in obtaining market research information (competitive information, industry trends, acquisition targets, compatible new products, etc.) when requested by marketing or Group President.
C. Administrative
Understand and comply with all Cross Company policies and procedures as outlined in the Cross Company Employee Handbook.
Responsible for ensuring all direct reports also understand and comply.
Prepare and submit on a timely basis expenses reports, sales reports, forecasts, and other information requested.
Coordinate regular sales review meetings with the sales team. This meeting shall include pipeline review of each territory. The highlights of the review meeting will be shared with the Group President on a regular basis.
Prepare and conduct annual Performance Appraisal Reviews (PAR's) for direct reports.
POSITION SPECIFICATION
A. Education and Experience
Minimum of 7 years proven successful outside sales experience in automation or process-related markets and applications.
Recognized as a top performing sales professional and possessing fundamental
understanding of business principles and accounting knowledge (e.g. income statements, balance sheets, etc.).
Minimum of 3 years of sales supervision experience.
Bachelor’s degree required.
B. Specific Attributes
Top sales professional - proven success in new account development
Excellent written and verbal communication skills
Team player
Good negotiation skills
Integrates new information quickly
Shares appropriate information freely
Maintains confidentiality
Willing to travel at least 50%
Skills Required
- Minimum 7 years of successful outside sales experience in automation or process-related markets and applications
- Minimum 3 years of sales supervision experience
- Bachelor's degree
- Proven success in new account development
- Understanding of business principles and accounting, including income statements and balance sheets
- Excellent written and verbal communication skills
- Negotiation skills
- Willingness to travel at least 50%
What We Do
Founded in 1954, Cross Company is a 100% employee-owned industrial solutions provider supporting manufacturers across a wide range of industries. We help improve machine performance, process performance, and operational efficiency through practical industrial engineering solutions. Our sales and engineering teams specialize in machine systems, process solutions, instrumentation, data communications, and fluid power technologies. With deep technical expertise and a solutions-first approach, Cross partners with manufacturers to improve reliability, efficiency, and long-term performance.
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