Director of OEM and Government Sales
- Ocala, FL
- Permanent
- Full-time
- Develops the sales plan and the strategies, tactics and resources necessary to achieve goals.
- Attract, develop and retain talented and skilled individuals who bring key capabilities to the team and to the company
- Establish close relationships at senior levels with current and potential customers; be able to gain direct access to the customers’ senior executive team
- Provides annual and rolling 12 month forecasts by units and dollars, by regions and distribution partners with input from all Regional Sales Managers
- Quarterly forecasts as needed by product
- Provides details to operations to build a demand forecast
- Works closely with Product Manager in identifying market opportunities and tactical execution plans that support the strategy developed
- Collaborates on setting price and monitors pricing policies that maximize stakeholder returns while increasing market share in conjunction with Product Manager, Finance Manager and Vice President, General Manager
- Actively participate in problem prevention and problem solving as part of Hale’s ongoing program of continuous improvement
- Assists sales force and product managers in developing account strategies and meeting administrative responsibilities to ensure that both critical to customer and critical to business goals are achieved.
- Develops and increases sales revenue to meet or exceed business unit sales growth and profitability initiatives.
- Becomes actively involved in sales meetings and training programs for specific accounts. Acts as a resource to sales personnel in contract negotiations and new proposals. Develops marketing plans for specific accounts and tracks progress of major projects.
- Keeps informed of new products, services and other general information of interest to customers. Checks on competitors’ activity and develops new sales strategies to offset competitors’ initiatives.
- Recognizes customer needs and identifies new product and packaging solutions that would help grow sales with desired margins.
- Provides leadership and/or supports the design, development, and implementation of products and service lines.
- Ensures all company-level and sales communications are coordinated, support the sales plan objectives.
- Provides selling skills and expertise to the entire company and builds, develops and manages a sales team capable of carrying out needed solution & value selling strategies and tactics.
- Participates fully in professional societies and activities related to Fire & Safety type industry in general and the sales profession.
- Prepares presentations to company leadership to explain the company’s market position and initiatives in coordination with the product management team.
- Master's in business, marketing or a related discipline or equivalent experience.
- A minimum of 15 years experience and a demonstrated track record of accomplishments in sales or related fields.
- Have provided documented business and organizational change leadership and ideally, have been successful doing so in more than one company
- Must work effectively with, executives, leaders and staff.
- Must have strong interpersonal skills, maturity and good judgment; demonstrates a positive can-do attitude; have effective communication skills with a diverse range of individuals.
- Is comfortable working in a complex, competitive environment with diverse racial and socioeconomic factors.
- Broad functional experience in areas of strategic planning and marketing, business and market development, market research and planning and promotions/advertising.
- Must be able to travel 70% of the time.
- Demonstrated problem solving, sales and negotiation skills including experience with solution based selling.
- Excellent oral and written communication skills.
- Excellent formal presentation skills before both small and large groups.
- A demonstrable capacity to keep abreast of new technology trends, company needs and possible application to real world projects.
- Ability to deal with customer personnel at all responsibility levels