Senior Director - Sales

General Purpose:

Provide senior leadership and operational oversight of SEMO’s trailer sales and leasing and parts sales segments of the business. Cultivate relationships with SEMO’s trailer sales and leasing customers through the mentorship and guidance of SEMO’s VP, acquiring the skills and abilities needed to successfully assist these customers with their equipment needs.

Oversee and guide the trailer sales and leasing team to achieve performance-based sales targets and goals. Assist SEMO’s Parts Manager in overseeing the parts sales strategy and its execution by both internal and outside parts sales staff. Partner with the Sr. Director of Operations to effectively coordinate the inventory needs of the shops with the scheduling needs of both customer owned and SEMO owned equipment. Work with the Sr. Director of Operations to accurately quote pricing on new and used equipment needing work or repairs completed in the shop.

SEMO Tank is part of Dairy Farmers of America (DFA), a farmer-owned dairy cooperative. SEMO Tank specializes in the sale, lease, repair, and maintenance of tank trailers and provides a broad inventory of related parts. Joining SEMO Tank gives you the opportunity to contribute to a specialized business while being part of the larger DFA organization.

Job Duties and Responsibilities:

• Provide senior leadership and day-to-day operational oversight for SEMO’s trailer sales and leasing and parts sales segments of the business.
• Own and manage full P&L responsibility for the trailer sales and leasing segment of the business, including budgeting, forecasting, cost control, and margin optimization.
• Develop, implement, and enforce standardized best-practice operating procedures that promote communication, provide visibility to customer relationship management, and promote consistency of process across the entire sales team.
• Work alongside direct reports as a coach and partner to effectively manage job performance. Communicate company and cascading goals and assist direct reports in establishing goals that align with department and company objectives. Provide on-going performance feedback and conduct performance conversations. Hold direct reports accountable for results and work with them to cultivate their capabilities and utilize their strengths
• Monitor the “SEMO footprint” and customer base and recommend strategies for growth while ensuring an optimal level of customer satisfaction for all
• Maintain an awareness of market conditions, industry standards and regulations, and competitor pricing; proactively adjusting SEMO’s sales strategy as needed to ensure a competitive advantage
• Occasionally travel with SEMO’s sales representatives to monitor the sales effort and shore up customer relationships, providing an additional point of contact for customers
• Establish and/or maintain customer relationships by visiting customer locations, attending trade shows and industry events, and periodically entertaining
• Partner with the trailer manufacturer’s that SEMO represents to ensure sales targets are met and production schedules are managed to successfully meet the delivery expectations of SEMO’s customers
• Manage SEMO’s trailer inventory and lease fleet, assessing market conditions and inventory levels to determine when and what to buy to ensure the most competitive pricing
• Work with the Parts Manager and Sr. Director of Operations on scheduling and inventory requirements of after market trailer modifications (i.e. pump packages, CIP washer systems, etc.) and/or repairs that must be completed by SEMO’s shops on equipment purchases prior to customer delivery
• Partner with the Parts Manager to ensure SEMO is proactively working with vendors and/or potential vendors to ensure SEMO’s product offerings are competitive both in scope and price
• Ensure all sales personnel are following record retention procedures implemented to protect sales documentation and customer contact information
• Monitor the financial performance of the trailer sales and leasing and parts sales segments of the business by regularly reviewing financial data provided by the Accounting/Finance Group and adjusting sales strategy where necessary to achieve financial targets
• Manage special projects as directed
• Exhibit the values and ethics of Dairy Farmers of America through honesty, discretion, and sound judgment
• The requirements herein are intended to describe the general nature and level of work performed by employee, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned.

Education and Experience:

• High School Diploma or equivalent; undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education)
• 12 or more years of progressive sales or related experience with 4+ years of management experience that includes leading managers and multiple departments
• Certification and/or License – may be required during course of employment

Knowledge, Skills and Abilities:

• Strategic thinking skills with strong business acumen and the ability to translate vision into action
• Strong sense of urgency in achieving objectives, with a high energy level and strong bias towards action and the ability to inspire others to meet goals and objectives
• Able to organize and manage multiple priorities
• Strong leadership and interpersonal skills, including exceptional communication and listening skills; able to articulate positions and provide direction; able to interact with all levels of management
• Excellent judgment, critical thought, and the ability to make decisions and advise demonstrating an understanding of the risks and rewards of each situation
• Effective problem analysis and problem resolution at both the strategic and functional levels
• Solid mechanical skills with the ability to apply experience to a variety of applications
• Experience with Microsoft Office and an aptitude to learn other software and/or ERP systems
• Must be able to read, write and speak English

An Equal Opportunity Employer including Disabled/Veterans