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Director of Sales - Industrial Refrigeration (REMOTE)

Dixon, IL · Sales
Position Overview: 
The primary purpose of this position is to commercially achieve revenue and profitability goals for the the company's Cooling Technologies Industrial Refrigeration Product Line. The territory covered by this role includes all of the Americas.  This position’s primary purpose is to oversee all commercial operations related to the business unit, including the achievement of desired objectives for standard margin and revenue.  The incumbent oversees the activities of all commercial teams.  This role is also responsible for fostering commercial growth through the management of commercial support functions such as customer service, technical support, and productivity.  The incumbent is a key contributor to the business unit leadership team and drives growth by contributing to, leading, and shaping the business unit’s commercial presence.  For this role, it is critical to perform at a high level to meet ambitious customer acquisition and revenue growth objectives. This role is responsible for developing and executing all key growth sales strategies, tactics and action plans required to achieve assigned financial targets. Success in this role demands a clear sense of urgency and direction, inspirational leadership skills, and the ability to communicate well with representatives, employees, engineers and customers in order to gain a first-hand feel for the business.

  • Plan, lead and direct sales, business development and order administration activities for all products
  • Ensure development and implementation of effective policies, processes, systems and standards to support the various teams in the aspects of quality and clear customer communication
  • Frequently interact and manage key customers and representatives within the region
  • Collaborate with other leaders to prepare annual financial plan and drive P&L forecasting
  • Prioritize major initiatives for growth through the completion of strategic planning
  • Drive business development for products
  • Make final commercial decisions in the company’s best interest during negotiations of technical and commercial terms with end clients
  • Provide support for representative contract negotiation
  • Collect outstanding receivables in coordination with regional teams, finance, and legal
  • Drive customer and representative satisfaction throughout the region
  • Communicate and present growth concepts to senior management
  • Investigate market influences to drive adjustments in strategy
  • Drive the team to coordinate third party rep and other sales training programs
  • Coordinate with the product team to prioritize regional needs
  • Coordinate with marketing in scheduling and planning industry trade events

Education & Experience Requirements: 
  • Bachelor’s degree, preferably in engineering or another technical field
  • MBA preferred
  • Experience in sales
  • Experience in management
  • Strategic planning experience
  • Experience in representative management, sales channel optimization and KPI setting
  • Marketing experience both through conventional and agile methods
  • P&L experience preferred

Knowledge, Skills, & Abilities: 
  • Strong knowledge of Microsoft Word, Excel and PowerPoint
  • Strong business acumen
  • Strong negotiation skills including technical and commercial terms
  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level
  • Strong knowledge of financial reporting
  • Internal drive to achieve targets
Kat Forester
ProEnlist, LLC

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