Director of Sales

DGI Supply Co.

Anaheim, CA


SUMMARY:

The Director of Sales is responsible for company achieving sales objectives, initiatives, business development and policy for their assigned territory. They will oversee the success and effectiveness of their team of District Sales Managers & Technical Sales Reps in delivering profitable growth. The Director of Sales relies on their extensive sales and sales management experience and judgment to plan and accomplish goals in alignment with business objectives. As a people manager, the Director of Sales will perform a variety of tasks leading and supporting the work of others.  A wide degree of latitude is expected.

DUTIES AND RESPONSIBILITIES:

  • Manages team of District Sales Managers & Technical Sales Reps 
  • Extract candidates for sales roles from the marketplace via contacts or networking; always have a “bench” of talent
  • Conduct formal performance reviews with District Sales Managers on a quarterly basis.
  • Weekly/monthly updates on performance metrics should be provided as lead in to formalized reviews
  • Conduct weekly one-on-one meetings with their direct reports
  • Operate as a leader and constantly reinforce the goals and objectives of the company and the sales group; develop fundamental/functional plans as needed
  • Achieves satisfactory profit/loss ratio and market share in relation to established goals and industry and economic trends
  • Introduce/propose new products, new lines and new strategies to grow business
  • Establish clearly defined sales plans to support company’s financial and sales goals
  • Identify and implement innovative ideas on how to accelerate sales activity in their territory and where other opportunities may exist
  • Make regularly scheduled calls on key accounts, and familiarize yourself with other classes of trade, specifically medial, aerospace, automotive, etc.
  • Prepare sales reports as needed/requested; document calls and activities against accounts
  • Monitor and measure performance of sales and profitability, perform analysis, develop strategic sales/financial plans for the territory
  • Manage and build vendor relationships and become key operational contact
  • Establishes and maintains relationships with industry influencers and key strategic partners
  • Work with customers and vendors to build solid relationships and to build the business
  • Contribute knowledge and expertise to peers and colleagues to elevate their knowledge / performance; be open, honest and direct with supervisor
  • Directs sales forecasting activities and sets performance goals accordingly
  • Oversees staffing, training and performance evaluations to develop and control sales programs
  • Directs market channel development activity and coordinates sales distribution by establishing sales territories, quotas and goals
  • Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals
  • Coordinates liaison between sales department and other sales related units
  • Analyzes and controls expenditures of division to conform to budgetary requirements
  • Assists other departments within organization to prepare manuals and technical publications
  • Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion
  • Reviews and analyzes sales performances against programs, quotes and plans to determine effectiveness
  • Maintains a close working partnership with internal departments including, but not limited to, operations, customer service, finance, integrated supply, DSRs, human resources and purchasing, etc.
  • Overnight travel is required (on average 1-2 weeks a month)
  • Other duties as assigned
  • Reports to the VP of Sales

SKILLS AND EXPERIENCE REQUIRED:

  • 10 years’ experience in outside sales; 5 years prior experience managing a team required
  • Industry experience in metalworking, MRO, industrial distribution is highly preferred
  • Proven leadership skills with strong sales management that are reflected in people management, motivation, drive for results, welcomed accountability and organizational strategy
  • Excellent negotiating skill set and the ability to create a strong relationship upon which to build future sales is required
  • Must be able to sell to senior leadership and able to build relationships with all vendors within management responsibility
  • Ability to translate corporate objectives and strategies into individualized selling plans for District Sales Managers and Technical Sales Reps 
  • Exceptional leadership and problem solving/analysis skills
  • Customer/Client focused and results driven
  • Excellent business acumen and strategic thinking
  • Strong verbal and written communication skills are required along with ability to give presentations confidently with both internal and external partners
  • Must have strong attention to detail and follow-up throughout the selling process
  • Excellent financial, forecasting and analytical skills required
  • Experienced in utilizing MS Office Suite (Word, Outlook, Excel, PowerPoint) and CRM solutions
  • Innovate and implement selling solutions as needed
  • Keep Vice President constantly informed
  • Excellent time management, organization and prioritization are paramount to being successful
  • Bachelor’s degree in sales, marketing or business administration or equivalent number of years of experience a plus; master’s degree a plus
  • Passionate, Adaptable, Customer Focused and Teamwork oriented
  • Strong sense of urgency and accountability

EMPLOYMENT OPPORTUNITY INCLUDES:

  • Competitive benefits, including: medical, dental, vision, life, STD & LTD insurance options, FSA, 401(k) and Profit Sharing
  • Company Vehicle, Cell Phone, Laptop and iPad
  • Total Compensation (salary + Commission):  $200k-$210k

 

DGI Supply is an Equal Opportunity Employer. Candidates are subject to post-offer background checks and a drug screen.

 

 

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