Director of Sales - USA, West

Lead, manage, facilitates and coach the Direct Representatives for Festo USA inclusive of all related sales activities. Goal is to attain sales growth and market objectives by performing the following duties personally or through Sales Managers and/or Representatives, other team members. Corporate Projects and/or activities may be assigned at the discretion of the President.

Key accountabilities:

• •  
• Responsible for insuring all Direct and Indirect/Distributor Sales meet their sales targets within the US.
• Implements and adheres to corporate strategies, policies and budget policies of Festo Corporation. This includes strategic implementation of Sales Balanced Score Card and or other strategic plans requested by the President
• Provide leadership, coaching and mentoring for all respective employees in geographic area under and including the District sales managers
• Expected to communicate all required information to all subordinates and inspect expectations on an ongoing basis
• Supports bi-weekly reporting of forecasted sales with ongoing accurate and valid information
• Should be fully cognizant and supportive of all corporate policies and implement, as necessary
• Handles administrative functions required such as hiring, separations, constructive coaching, required training, budget responsibilities, employee communications, meetings and employee functions
• Assists and directs Sales Managers, Representatives, Distribution Specialists in sales territories so that quotas and sales goals are met
• Advises in matters concerning sales and advertising/marketing techniques for area of responsibility
• Spends time in field (70%) making sales calls developing and complementing customer relationships, as well as observing respective team members in their day-to-day role
• Assigns Sales responsibilities to sales personnel, inclusive of Target accounts and monitors closely to ascertain expected sales growth in territory. Ongoing review of each Sales Reps goal(s) to plan
• Cooperate and support Industry Segment Management, as well as other Regions, for overall goals to be met
• Excellent hands on knowledge of SFA and its capabilities in order to utilize and transfer knowledge
• Participates in sales calls to customers (FFC) to ensure that relationships are consistent with overall corporate objectives
• Analyzes sales statistics to determine contribution towards overall sales/financial goals. Ongoing ranking of sales employees in area of responsibility
• Conducts market analyses to determine customer needs, volume potential, price schedules and discount rates
• Supports sales campaigns to achieve corporate/sales goals of company
• Monitors accounts to analyze customer needs, cross sell products and resolve issues pertaining to product, service, deliveries, billing, credit, etc. Communicates results to other required/appropriate parties/departments
• Conducts  staff/sales  meetings,  which  can  include  training  sessions  and  performance  review  of  area  of responsibility
• Develop  sales  strategies  to  increase  sales  individually  and  within  Region  and/or  communicating  company plan/goals
• Represents Company at trade shows to promote products
• Liaison between sales department and other corporate departments
• Analyzes and controls expenditures of division to conform to budgetary requirements.  Expected to know, follow and uphold in a positive, supportive manner, company financial policy(s) and objectives
• Assists the Marketing Department via feedback in the preparation of manuals and technical publications to be used as sales tools via meetings, emails, verbal and/or written communication
• Reviews SFA reports and follows up with sales employee to ensure that information is accurate and corporate objectives are achieved. Prepares periodic sales report showing sales volume and potential sales
• Review and or submit all Direct Sales performance documentation as per Fit for Change criteria
• Review all Representative and Sales Manager compensation plans on a regular basis to ensure they meet budget and overall corporate objectives