Director of Sales, USA and South America

Position Summary

The Director of Sales, USA and South America is responsible for providing overall leadership to drive profitable revenue and market share growth for the sale of Capital Equipment and aftermarket Parts & Service, within the USA and South America across all TSG product segment and service offerings.

The Director of Sales, USA and South America is responsible for developing overall territory strategies and tactical implementation plans, establishing and monitoring attainment of revenue targets and opportunities (managing the sales funnel), proactively taking action to address market and competitor actions and personally assisting in the sale of capital equipment and parts across all TSG product line offerings and markets.

Essential Duties and Responsibilities include the following:

• Lead a team of Regional Sales Managers (RSMs) and manage customer relationships at multiple levels.
• Develop monthly, quarterly and annual sales strategy and tactical plans for assigned geographic area to accomplish the following:
  • Profitable revenue growth.
  • Balanced selling across all product lines (Capital, Parts & Service) to drive balanced growth & customer satisfaction.
  • Set individual and market specific sales goals compatible with those of the organization to meet overall company goals.
• Conduct performance reviews with the ability to evaluate staff.
• Ensure timely staffing of open positions.
• Review contracts and guide contract negotiations.
• Develop, train, and implement pricing guidance and authority on strategy and deal structuring, etc.
• Manages 2-8 Rep Agencies in South America.
• Must be able to manage both Rep Agencies and field based employees through voicemail, email and direct observation to include, but not limited to, co-travel with Sales Reps and direct TSG employees.
• Interview and screen rep agencies and guide recruitment and selection process.
• Track/Report overall progress of sales team against targets through weekly, quarterly & annual sales plans. Regular implementation of Project Tracking/ Forecasting via the CRM System.
• Excel in planning, forecasting, setting objectives and determining courses of action. Continually assess sales activity in assigned geographic area for in-depth understanding of trends in markets and competitive activity across all product lines.
• Proactively work cross functionally with other TSG support functions to effectively organize, assemble and arrange resources to meet goals, including Contracts, Marketing, Finance, Customer Service, Engineering, etc.
• Develop business plans with Rep Agencies and direct TSG associates to define and drive plans to maximize customer profitability & customer satisfaction by fostering an effective relationship between sales and services personnel.

Supervisory Responsibilities

• Directly supervises RSM's. Carries out supervisory responsibilities in accordance to the Company policies, the Code of Ethical Business Conduct and applicable laws.
• Responsibilities include interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Education

• Bachelor's degree (B.S./B.A.) or equivalent from a college or university; and 12 to 16 years related experience and/or training; or equivalent combination of education and experience in global capital and aftermarket parts and service sales, with broad business experience and prior P&L experience.

Language Skills: Ability to read, analyze, and interpret financial reports and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to effectively present information to top management, public groups, and boards of directors.

Reasoning Ability: Plan and perform complex work which involves new or constantly changing problems where there is little accepted method of procedure. Involves participation in the formulation and carrying out of company policies, objectives, and programs for major functions. Considerable ingenuity and exceptional judgment required to deal with factors not easily evaluated, interpret results, and make decisions carrying a great deal of responsibility. Direct and coordinate the work of subordinate supervision in order to attain objectives.

Other Skills and Abilities

• Proven record of strong managerial skills and the ability to motivate subordinates and develop a strong team of managers
• Leadership experience with large teams on a global basis
• Knowledge of Lean manufacturing/continuous improvement
• Sales management and marketing experience
• Prior experience in related field and management responsibilities
• Ability to travel up to 50% of the time internationally and domestically.
• Must possess a valid driver's license for the state of residence and be insurable under company motor vehicle insurance policy.

Must possess a current Passport.

Core Competencies

Team Player

• Can quickly find common ground and solve problems for the good of all
• Can represent his/her own interests and yet be fair to other groups
• Can solve problems with peers with minimum noise
• Is seen as a team player and is cooperative
• Easily gains trust and support of peers
• Encourages collaboration
• Can be candid with peers

Sound Decision Making

• Makes good, timely decisions based upon a mixture of analysis, wisdom, experience, and judgment

Drives for Results

• Can be counted on to exceed goals successfully
• Is constantly and consistently one of the top performers
• Very bottom-line oriented
• Steadfastly pushes self and others for results

Motivates Others

• Creates a climate in which people want to do their best
• Can motivate many kinds of direct reports and team or project members
• Can assess each person's hot button and use it to get the best out of him/her
• Pushes tasks and decisions down
• Empowers others
• Invites input from each person and shares ownership and visibility
• Makes each individual feel his/her work is important
• Is someone people like working for and with

Develops Others*

• Provides challenging and stretching tasks and assignments
• Holds frequent development discussions
• Is aware of each person's career goals
• Constructs compelling development plans and executes them
• Pushes people to accept developmental moves
• Will take on those who need help and further development
• Cooperates with the developmental system in the organization
• Is a people builder

Physical Demands

• To perform this job successfully, the physical demands listed are representative of those that must be met by an employee. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands to handle and feel, reach with hands and arms, talk and hear. The employee may occasionally be required to crouch. The employee may occasionally lift items as heavy as 50lbs. Specific vision abilities may include the employee's ability to see near and far distances
• DISCLAIMER: The above information on this job description has been designed to indicate the general nature and level of work performed by the employee within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of any employee assigned to this job. Nothing in this job description restricts management's right to assign duties and responsibilities to this job at any time.

Current Openings for Director of Sales, USA and South America Jobs at TerraSource Global