Director Of Sales - West - Food Packaging - Irvine, Ca

Title: Director of Sales - West - Food Packaging - (Full Time)
Level: Senior
Annual Salary Range (based on experience): $160K+
Location: Irvine, CA
:
Incumbent will be based at the Irvine, CA office.
The company, an industry leader in packaging solutions, is in search of a Director of Sales to lead our west coast regional sales team.
Summary: The Director of Sales will lead and direct our regional food packaging solutions sales team in prospecting and closing sales opportunities. Customer base is primarily comprised of businesses engaged in food processing operations. In cooperation with customer service and sales administration teams, develop systems, processes, procedures and goal-oriented business plans aligned with the company’s goals to facilitate a customer-focused sales group. Develop a hiring and training strategy and implement to ensure long-term customer satisfaction with a well-focused sales group.
The Director of Sales will provide daily support to Regional Sales Managers, such as application identification, customer development and closing of all business opportunities, and assuring the satisfaction of customers in the region, while ensuring close cooperation with other sales teams. The Director is expected to work with and provide direction to both internal and external marketing functions; and recommend adjustments to the organization, product changes, and/or services to meet the customer’s expectations.
Time Utilization: This position will travel in excess of 50% with the remainder of the time being spent in the office to ensure proper preparation and follow-up. Domestic and international travel required. Normal business hours are 8:00 am to 5:00 pm. Some weekend work required. Schedule needs to be flexible to accommodate travel, customer needs, trade shows, meetings, and customer schedules.
Essential Duties and Responsibilities:

• Assist other departments within organization to prepare manuals and technical publications.
• Ensure effective control of marketing results, and take corrective action to guarantee that achievement of marketing objectives falls within designated budgets.
• Manage and direct staff including recruitment, selection and development to achieve goals and objectives.
• Represent organization at trade association meetings to promote products and company.
• Monitor and report on competitor products, and sales and marketing activities.
• Maintain professional and collaborative relationships with international colleagues.
• Analyze and control expenditures of division to conform to budgetary requirements.
• Define, establish and enhance the roles, goals, and responsibilities for all associates within the department. Ensure that all associates are effectively trained and skill sets match performance. requirements. Continually assess goals and progress towards goals on both individual and team levels.
• Oversee and evaluate market research and adjust marketing strategy to meet changing market and competitive conditions.
• Participate in the planning and execution of industry related trade shows.
• Achieve satisfactory profit/loss ratio and market share in relation to pre-set standards and industry and economic trends.
• Develop and manage sales/marketing operating budgets.
• Review and analyze sales performance against goals to evaluate effectiveness.
• Direct sales forecasting activities and set performance goals accordingly.
• Prepare periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion.
• Develop and recommend product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
• Establish and maintain a consistent corporate image throughout all product lines, promotional materials, and events.
• Engage with clients, assisting sales team with maintaining relationships, and negotiating and closing deals.
• Establish and maintain relationships with industry influencers and key strategic partners.
• Serve as liaison between Sales and other departments.
• Develop and implement strategic sales and marketing plans, as well as forecasts to achieve corporate objectives for products and services. Participate in the establishment of corporate goals.

Required Qualifications:

• Industry experience very strongly preferred. Similar capital equipment experience required
• Financial acumen: develop and implement strategic sales and marketing plans: market research, product positioning, pricing strategy, competitor analysis
• 5+ years management experience: oversee, lead, coach, mentor, and train team of outside sales representatives, direct sales forecasting, establishing and maintaining performance goals
• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Needs-based, consultative sales approach, formal sales training and strategy
• Strategic/analytical approach combined with hands-on coaching and support of team
• Extensive technical and mechanical knowledge of capital equipment and functionality.
• History of building a team and/or territory from scratch
• Existing customer/decisionmaker relationships in food or meat processing/packaging facilities
• Experience with long, complex sales cycle as well as numerous internal and external groups to manage and coordinate
• Experience working remotely, managing remote outside sales team
• Track record of developing sales reps to higher levels and/or leadership
• Achieve satisfactory profit/loss ratio and market share: financial forecasts, operating budgets, research, economic trends
• 5+ years of CAPITAL EQUIPMENT sales (ideally in food packaging or processing) experience: above quota, territory development, sales awards, negotiate complex deals, food packaging relationships
• Must report to office in Irvine, CA when not traveling (relocation available)
• Not more than 2 jobs in the last 5 years, 3 in the last 7 years

Education/Experience:

• Bachelor’s degree in marketing, business Administration, sales & marketing, or related field and five years food packaging industry related experience with progressive managerial responsibilities.

Language Ability:

• Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Must have strong presentation skills.
• Highly effective verbal and written communication skills in order to motivate, develop, and encourage department staff and communicate with the customers.

Reasoning Ability:

• Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Computer Skills:

• Proficiency in Microsoft Office, particularly Word, Excel, and Power Point, and working knowledge of CRM applications required.

Certificates and Licenses:

• Current valid driver’s license and the ability to obtain a passport for travel as required by position.

Supervisory Responsibilities:

• Directly supervises a team. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include hiring and training associates; planning, assigning, and directing work; evaluating performance; applying recognition and discipline as appropriate; addressing complaints and resolving problems; and developing associates through coaching, counselling, and mentoring. Ensures effective communication with internal and external stakeholders.

Work Environment:

• The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the associate is occasionally exposed to work near moving mechanical parts.
The noise level in the work environment is usually moderate.
Physical Demands:

• The associate must occasionally lift and /or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus. While performing the duties of this job, the associate is regularly required to sit and talk or hear. The associate is frequently required to use hands to finger, handle, or feel and reach with hands and arms. The associate is occasionally required to stand; walk; climb or balance; stoop, kneel, crouch, or crawl.
• The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Our Behavior Standard:
Maintain a positive work atmosphere by acting and communicating in a respectful manner with others at all times.
Benefits:

• Vision Insurance
• Dental Insurance
• Retirement
• Medical Insurance
• Work From Home
• Life Insurance
• Paid Time Off