Director, Sales

Apply now »

Date: May 16, 2024

Location: Kent, OH, US, 44240

Company: Dover Corporation

MAAG Pump Systems, Automatik Plastics Machinery, Maag Industries, Reduction Engineering Scheer, Ettlinger, AMN, and Witte – seven successful and well-experienced companies have joined forces to become the global partner for the polymer industry. As a manufacturer of gear pumps, pelletizing, and filtration systems, and pulverizers we offer top-grade equipment for your demanding requirements – not only for polymer applications but also for the chemical, petrochemical, pharmaceutical, and food industries.

 

The foundation of our success is found in Maag’s core values:

•           Collaborative Entrepreneurial Spirit

•           Winning Through Customers

•           High Ethical Standards, Openness, and Trust

•           Expectation for Results

•           Respect and Value People

Position Objective

The Director of Sales is responsible for driving profitable bookings growth of the Maag product portfolio through the effective execution of our Market-Based selling structure. This means assisting Marketing, Product Development and Sales to understand how the Maag product portfolio can be used to maximize sales to our customers and prospects. The Director of Sales develops and executes sales strategies that drive MAAG system sales as well as individual components. Qualified candidate is a resource for market sales leaders and directs the team regarding customer interactions, negotiations, value selling, and how to approach the various market segments.

As Director of Sales is also responsible for the development of an efficient and cost-effective sales process using and developing required CRM and other tools. The Director of Sales leads the overall bookings budget as per AOP for MAAG Americas – capital projects and spare parts/services.

Position Description - Tasks, responsibilities, competencies

  • Develop plans and strategies for achieving the company’s booking goals. Own the Annual Operating Plan and three-year strategy for Maag Americas market-based bookings as well as our aftermarket booking goals.
  • Create a culture of teamwork that will lead to success and ongoing business and goal achievement. Become known as an employer of choice and a customer-facing team that top sales and customer service professionals want to join.
  • Manage customer expectations and serve as the VOC ‘voice of the customer’ within the business.
  • Manage key customer relationships and participate in closing strategic opportunities.
  • Travel for in-person meetings with customers and channel partners to foster key relationships.
  • Participate in our roadmap of products/services as well as definitions including corresponding business models and pricing through marketplace analysis of customer requirements and competitive offerings/positions.
  • Identify product gaps and improvement opportunities to provide obviously superior, customer-focused products. Collaborate with all cross-functional teams to build, launch and maintain products.
  • Support and in some cases get involved in project negotiations (price, terms)
  • Pursue alternative sales channels and customer segments to expand and leverage the penetration of product offerings. Manage the Maag Representative and Re-Seller network
  • Develop sales tools and sales management approaches to maximize the effectiveness of direct sales and channel sales forces.  Pursue sales force automation (leverage CRM solution) for all field sales personnel to streamline processes, reduce costs, and improve communication for all involved. Define sales processes that drive desired sales outcomes and identify improvements where and when required, put in place infrastructure and systems to support the success of the sales function, and provide detailed and accurate sales forecasting.
  • Direct and oversee all aspects of the organization's customer service policies, objectives, and initiatives. Develop a vision and related service level standards that produce high-quality customer service delivery and reflect industry best practices. Ensures that systems are in place and are utilized to capture and report on service metrics, including any customer feedback or trends in product or service issues. Align customer service activities and initiatives to support and enhance the objectives of the organization.

Leadership Responsibilities

Carries out management and leadership responsibilities in accordance with the organization's policies 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. 

Key development drivers include:

 

  • Leads by example and demonstrates fair, firm and consistent treatment of all employees. Builds and sustains honest relationships with staff. Manages department by interaction and clear communication. Ensures a safe working environment.
  • Takes an active role in developing and facilitating desired individual and team behaviors (ethics/work standards, communication, teamwork, continuous improvement, accountability).
  • Takes ownership of evaluating his/her organization to assure the right people with the right skills are in the right jobs. Works with Human Resources Team using appropriate tools and processes to identify people strategies that lead to excellent performance.

Role Based Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

  • Analytical - Synthesizes complex or diverse information; Designs work flows and procedures.
  • Accountable - Accepts responsibility and accountability for both the strategic planning and the successful implementation of all projects/programs/duties as outlined in this job description. Demonstrates a sound balance between quality and quantity of work while maintaining a sense of urgency toward completion.
  • Continuous Improvement & Problem Solving - Identifies and resolves problems in a timely manner. Performs root cause analysis and implements viable, permanent solutions to global issues. Uses technical/analytical abilities to ensure existing work practices are the most efficient and cost-effective possible. 
  • Leadership - Displays passion and optimism; Mobilizes others to fulfill the vision; Provides vision and inspiration to sales team.
  • Cultural Awareness - Demonstrates awareness and sensitivity to global cultural differences. Works comfortably in a myriad of environments. Promotes and supports corporate diversity initiatives.   
  • Change Management - Develops workable implementation plans; Builds commitment and overcomes resistance.
  • Delegation - Sets expectations and monitors delegated activities.
  • Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Adapts strategy to changing conditions.
  • Ethics & Work Standards - Maintains the highest ethical and work standards, while promoting the same attributes in subordinates, business partners, and vendors.
  • Teamwork – Contribute to the Leadership Team in such a way that you are assisting the entire team when needed. It is Teamwork that will allow for the continuation of the culture change we are pursuing at Maag Americas
  • Time Management – Spends significant time coaching, mentoring, assessing, and assisting the Market leaders in their pursuit of ValueValue-Baseding strategies.

Computer Skills

To perform this job successfully, an individual should have knowledge of related business systems software; specifically our Camos software. A thorough understanding of Microsoft Project and Microsoft Office Suite is required.

 

The incumbent considers all interests of quality, accident prevention, and occupational safety as well as environmental safety in a preventive manner within his/her scope of responsibility and supports the avoidance of damages to people, facilities, assets, materials, and the environment actively.

The incumbent is obliged to perform tasks requested by management that relate to his/her position scope or arise from company needs. This job description reflects the current status and, the right to make changes reserved.

Work Environment

Work in this position is both in an office and a factory floor environment, often within customer sites following specific safety protocol for each location.  While performing the duties of this job, the employee may be exposed to occupational environments that present fumes or airborne particles, moving mechanical parts, and vibration. The noise level in the work environment and job sites can be loud.  Preparation and appropriate use of Personal Protective Equipment including ear plugs, safety glasses, and safety-approved shoes are required in designated areas.

Physical Requirements

  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
  • While performing the duties of this job, the employee is regularly required to talk or hear. This position is active and requires standing, walking, bending, kneeling, stooping, crouching, crawling, and climbing. 
  • The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

Education

Mandatory

Bachelor's degree with a preference for Business Administration or Engineering.  Will value previous senior leadership experience within specific industries along with coursework toward degree achievement.

Desirable

Postgraduate degree preferred in Business or Engineering.

Professional Experience

Mandatory

Eight (8) or more years in a field sales environment with extensive travel, regional management experience, and a diverse customer selling base. 3 – 5 years of combined experience in strategic marketing and customer service supervision. 

 

Experience in developing and validating product and channel strategies, defining product requirements, and managing successful product commercialization in business-to-business settings. Demonstrated ability to synthesize complex business tradeoffs and develop prioritizations among numerous competing objectives. Ability to work well across the organization and constructively influence team objectives and outcomes.  

Desirable

Ten (10) years of relevant experience within sales and technical environments where managing complex customer projects is evident through knowledge application.  Experience and evidence of developing a high performing sales team desired.

Interpersonal skills and behavioral competencies

Mandatory

A high level of respect and credibility in the organization with demonstrated professionalism, collaboration, dependability, and influencing ability. 

 

Ability to analyze, and interpret complex legal documents and contracts. Ability to respond effectively to the most sensitive inquiries or complaints. Ability to prepare and deliver information/presentations/proposals using original or innovative techniques or style. Ability to make effective and persuasive presentations on controversial or complex topics to top management, public groups, and/or boards of directors. Professional behavior is expected at all times, as this is a key representative for the business of Maag Americas.

Desirable

Demonstrated ability to motivate, inspire, coach, and mentor direct and indirect teams, as well as others within the organization.  With a developmental mindset, bring others along with growth in the team’s capabilities evident while following the organizational process expectations. 

Travel Frequency

Approximately 25%

Available benefits include:  401K, paid annual holidays, medical coverage, life insurance, long-term disability insurance, and more!

 

We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position.  Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.

 

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.


Nearest Major Market: Akron
Nearest Secondary Market: Cleveland

Job Segment: Pharmaceutical Sales, Sales Management, Field Sales, Direct Sales, Sales

Apply now »