Director of Sales - Martin Door

Division:           Martin - Salt Lake City            
Title:                  Director of Sales
Reports to:       President
FLSA Status:     Exempt
Shift:                 Monday-Friday 8am-5pm

Summary:       
The primary function of this position is the responsibility for growing the company’s sales volume. This is to be done by adding new customers, increasing existing customers, and by improving our customers’ ability to sell our products.

Essential Duties:

1. Lead the Sales Team.
   • Staff a team of highly effective salespeople. Identify, attract, and staff talented salespeople.
   • Coach, advise, motivate, and improve the performance of each employee resulting in a team of high performing individuals. Replace Territory Managers who do not meet their established sales goals.
   • Drive the sales force’s productivity by requiring the best performance from each individual through effective planning, setting rigorous sales goals, analyzing data on past performance, and projecting future performance. Ensure each individual uses the correct selling behaviors and activities to meet or exceed their established sales goals.
   • Unites the team under a shared vision and ensures all sales employees work as a positive unit sharing their best practices.
2. Strategist, Tactician, and Closer for the Sales Team.
   • Develops sales strategies to acquire new customers and then implements and executes. Depending on what is at stake and the situation, this may be done:
     • Through the individual reps.
     • Side by side with the reps.
     • Personally.
   • Scheming, plotting, maneuvering, innovating, and generating original solutions and concepts to grow the business. Then implements and executes resulting in increased sales and market share.
3. Marketing and Analysis
   • Monitor and analyze competitor products, sales, and marketing activities.
   • Monitor economic indicators, industry trends/shifts as well as projections for the future.
   • Analyze customer data, market conditions, and competitor information and adjust sales strategies to meet changing market and competitive conditions.
   • Overseemarket research for products, services, and expansion opportunities. Analyze the research data and then present it to the GM. If warranted, advocate in favor of modifying current product offerings, pricing, and communication, or add new.
   • Establish and maintain a consistent professional brand image throughout all product lines, promotional materials, and events. Clearly articulate who we are and what we offer, why it’s relevant, and how it helps customers make better buying decisions.
   • Accomplish all of this without succumbing to data paralysis.
4. Tasks
   • Meet with or talk to each individual rep to drive each TM’s activities (weekly):
     • Prior week’s results from their calls.
     • Current week’s plan – who they are seeing and what the objective is.
     • Progress towards meeting their sales targets.
     • Coach, advise, and lead each TM’s time allocation to be focused on increased sales.
   • Discount quotes for large dollar jobs within guidelines (on demand).
   • Follow up on quotes for discounted large dollar jobs (monthly).
   • Perform an annual territory review with each rep in January(annually).
   • Address any performance deficiencies with any direct report (immediately).
   • Lead a sales meeting that results in the TM’s improved product knowledge and selling techniques (annually or bi-annually).
   • Meet with the decision maker at each of Martin Door’s top 20 customers to accomplish (quarterly):
     • Improved relationship
     • Evaluation of TM’s performance
     • Report on Martin Door’s overall performance
       • Customer service
       • Trucking
       • Products
       • Competitiveness
   • Prepare budgets and calculate ROI with any new customer program or any sales-related expenditures (as needed).
   • Approve and manage all sales expenditures (as needed).
   • Get involved with and resolve any customer issues or complaints (as needed):
     • Defective product or services by Martin Door
     • Upset customer
     • Aged receivables

Marginal Duties:

1. Other duties and responsibilities as assigned by Management.

Competencies Required:

• A skilled communicator.  Listens first and speaks second.  Aware of the message they transmit to their team or to Martin Door’s customers – how the message is delivered and how its perceived
• Ability to make sound decisions in a timely manner and is able to make adjustments to those decisions based on reactions from the audience.
• Ability to communicate a message clearly and concisely in written and oral formats, including sales presentations. 
• Ability to build rapport with existing and potential customers – resulting in meaningful relationships with existing customers and opens doors to new customers.
• Business acumen – has business sense and is able to understand the big picture of multiple aspects of the business and how decisions impact them.
• Empathy – ability to understand the customer’s viewpoint.
• Ability to guide customer’s expectations and control the direction of conversation.
• Ability to hire high performing salespeople.
• Microsoft Office proficiency required.  Especially in Excel, Word, PowerPoint, and Outlook.
• Strong presentation skills.
• Must possess a valid driver’s license and an MVR that qualifies per the auto insurance requirements.
• Represents the company with a professional appearance and professional behavior at all times.
• Sets the example for the sales team in the areas of productivity, work ethic, honesty, and performance.  Leads by example.
• Will not take an initial rejection from a conversion target, but instead view it as a challenge to re-evaluate, come up with a new plan, re-attack – and then close.  This position requires someone who is competitive, driven, results orientated a hunter and killer.
• Understands that this is a high-level / high-profile position in the company, and it requires a person who is not self-serving – and demonstrates a high-level of servant leadership toward all employees of the organization.
• Will travel as required – at times with little or no notice.  The amount of travel required for this position varies on a weekly basis – and this is an important part of the job.  This position cannot be led from behind a desk.

Education and Experience: 
High School or GED required, college degree and 3 years' experience in a similar field preferred or an equivalent combination of education and experience to successfully perform the essential responsibilities and duties as listed above.

Equipment/Software used:

• Microsoft Office Suite
• ERP
• General Office Equipment
• AS400 (Green Screen)
• Multiple Line Phone System

 

CANDIDATES OFFERED EMPLOYMENT ARE REQUIRED TO PASS A PRE-EMPLOYMENT DRUG TEST AND BACKGROUND CHECK PRIOR TO EMPLOYMENT.

We are committed to our team members, and we care deeply about providing employees and their families a supportive benefits package which includes:

• Medical and Dental insurance with company contribution
• HSA company contribution/match
• 401K with company match
• Company paid life insurance
• Vision insurance
• Cafeteria plan (voluntary benefits)
• Vacation and Holiday pay

 

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