Description
Job Title: Global Sales Director
Reports To: GM
FLSA Status & EEO Code: Exempt & Senior Level Official and Manager
Division/Department: GMH/Sales
Level of Work: IV
Position Summary:
The Global Sales Director is responsible for planning, directing and coordination of sales functions for mission critical vacuum systems and heat transfer equipment used in refinery and petrochemical plants and specialty applications. This person leads, directs, oversees, and evolves all aspects of Graham’s commercial Sales, Application Engineering, Aftermarket, and Representative Network to enable the company’s future success in light of changing technical, competitive, social and business environment. This position also aids the General Manager in formulating and administering organizational policies, overall business planning and personnel development, cross-functional coordination and performance tracking to move the company towards best-in-class performance.
Key Results Areas by level of work:
Strategic and cross functional policy, planning, oversight, management:
- Collaborate with executive leadership to develop and define long-range company goals and objectives while supplying expertise and guidance on sales, aftermarket, and service.
- Analyze market factors, future business, company capacity, technology trends, and human resource needs to ensure appropriate capability and staffing for future business.
- Serve as member of management committees on special projects and participates in formulating and administering overall company planning, policies, budgets, programs and objectives.
- Establish, communicate and implement sales-related plans, policies, practices, standards, and measures to ensure effective and consistent support and execution within the larger framework of culture and values.
Develop, lead, staff, manage high performing team:
- With HR support, directly recruit, hire, supervise, evaluate, and terminate employment in the Sales, Application Engineering, Aftermarket, and Representative Network.
- Define expectations, delegate as appropriate, provide positive reinforcement, promote team problem solving, coach and develop employees to enhance employee engagement, collaboration, and effectiveness.
- Ensure integration between departments and leaders while managing change through personal impact on people’s understanding, attitudes and behavior.
- Responsible for meeting financial targets and key performance indicators including revenue growth, product and service orders, as-bid margins, acceptable terms and conditions, liquidated damages, growth and customer satisfaction.
- Continually work to improve management skills.
Define, develop & manage resources processes, systems & controls to effectively execute plan and achieve profitability:
- Develop specific short-term and long-term goals, metrics, and plans with supporting budget requests and financial estimates.
- Maintain knowledge of Graham & competitor technologies, emerging technologies and trends in our markets.
- Improve existing capabilities, systems, and controls by creating a culture of continuous improvement through process documentation, execution, audit, and refinement throughout the applicable teams.
- Perform reviews of all sales and marketing data and work product for compliance to stated requirements.
- Optimize business systems and streamline processes within and across departments.
- Develop business arrangements to strengthen existing markets, enter new markets and progressively expand market share in all product and service areas to enhance long-term viability of the organization.
- Identify, recommend and implement new relationships, processes, technologies and systems to align the company’s capabilities with strategic business direction.
- Terminate practices, systems, and processes that are no longer appropriate to the strategic direction.
Provide effective communication and reporting to all stakeholders:
- Develop, improve, and maintain customer, supplier, team member relationships and satisfaction.
- Prepare and communicate the sales philosophy and system, and opportunity information to appropriate personnel in the organization. Proactively address issues.
- Confer with management, production, and marketing staff to determine feasibility, cost effectiveness, and customer demand for new and existing products.
- Support business execution by serving as a conduit between the company and customers to understand their requirements and develop solutions for their needs.
- Present performance reports and metrics updates to company teams.
Professional Development
- In order to keep abreast with developments within the assigned areas of responsibility will participate in or attend company sponsored training programs, special technical and administrative courses, trade shows and exhibits.
- Will pursue trade publications and may follow a program of self-study toward the enhancement of the administrative and executive skill requirements of position.
- Conduct performance reviews, rewarding and disciplining employees, addressing complaints and resolving problems. Ensure all direct reports have a personal development plan for improvement.
- Continuous reflection on current skill set, personally and within the department, to determine areas of focus for upgrading skill set, effectiveness, and efficiency within the department, through people development, process improvement and expansion of technology to meet the constantly evolving needs of our customer base.
Qualifications:
To qualify for this position, an individual must possess the knowledge, training, experience and abilities required.
Education and Training:
- Bachelor’s Degree an engineering or equivalent combination of education and experience.
Experience:
- 10+ years of sales leadership experience managing the sales and service functions in a capital equipment business.
Other:
- International travel may be required.
- Travel up to 50% of working time.
- Must be willing to work overtime as required.
Skills:
To perform the job successfully, an individual should demonstrate the following competencies:
- Must be proficiency in MS office applications including spreadsheet, enterprise resource planning, database, and specialized application software.
- Strong written and verbal communication skills required.
- Strong organization and time management skills.
- High attention to detail.
- Ability to analyze problems and develop effective solutions at both strategic and functional levels.
- Ability to work independently, with minimal direction as a highly motivated self-starter and within a team oriented culture.
- Maintain strict confidentiality regarding company matters.
- Meets challenges with resourcefulness, generates suggestions for improving work; develops innovative approaches and ideas; presents ideas and information in a manner that gets others attention.
- Excellent understanding of business processes, market and customers.
- Demonstrated history of success in variable and dynamic markets and environments.
Physical and Mental Demands:
The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Physical demands: While performing the duties of this position, the incumbent is primarily required to sit, stand, walk, stoop, and bend. Required to speak and communicate clearly with others.
- Mental demands: While performing the duties of this position, the incumbent is required to read, write, analyze data and reports, exercise judgment, develop plans, procedures and goals, present information to others and work under pressure.
- Work Environment: This job primarily operates in a clerical office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers and filing cabinets.
This job description is not all inclusive but rather serves as a general guideline of the current needs of the position and can be modified at the discretion of management to meet current business needs. Experience and education requirements are the primary basis for awarding this position, however substitutions that are essentially equivalent may be made as they relate to the essential functions, duties, and responsibilities of this position
Skills Required
- Bachelor's degree in engineering or equivalent combination of education and experience
- 10+ years of sales leadership experience managing sales and service functions in a capital equipment business
- Proficiency in MS Office applications including spreadsheets, ERP systems, and databases
- Proven ability to recruit, hire, supervise, evaluate, and develop sales, application engineering, and aftermarket teams
- Strong written and verbal communication, organization, time management, and problem-solving skills
- Willingness to travel internationally and up to 50% of working time; able to work overtime as required
- Demonstrated history of success in variable and dynamic markets and strong commercial/business process understanding
What We Do
Graham Corporation is a U.S.-based industrial manufacturing company that designs and produces critical equipment for energy, defense, space, and process industries, specializing in vacuum and heat transfer technologies.
