Sales Director Jobs

COMPANY BACKGROUND/CULTURE

The Company:

Our client is an internationally active German family-owned company and regarded as a preferred partner in the Healthcare and Mobility markets. Its core business is focused on top-quality functional labels enhanced by complementary system solutions and services. Their innovative high-tech labels and functional parts enable smart solutions and help make life healthier and safer and enhance human mobility.

More than 1,200 employees generate total annual sales of more than 200 million euros. The high-tech company has four locations: In addition to the headquarters in Oberschleissheim and another production site in the Munich metropolitan region (Dorfen), they include the two international manufacturing facilities in the United States (Blauvelt, New York) and in China (Fengpu, Shanghai).

ABOUT THE ROLE

The Director of Sales (SMP) leads and directs the sales and customer service teams to ensure sales goals, profitability plans, and budgetary objectives for their business unit are reached or exceeded. This role will have a dotted line relationship to the President of the MediPharm business unit in Germany and is responsible for maintaining a regular exchange of information with him/her.

PRINCIPLE DUTIES AND RESPONSIBILITIES:

Managerial tasks

• Develop and communicate a monthly business review which includes performance and trending information (company meetings).
• Aid in the management of customer issues or complaints and ensures the issues have been resolved. Determine the root cause of internal and external complaints. Sees that the appropriate corrective action is carried out.
• Drafts and administers the Employee Performance Reviews and Disciplinary Actions for all MediPharm sales and customer service personnel.
• Act as a coach, mentor, and leader to the MediPharm sales and customer service personnel, and all employees that are in the Director of Sales’ (SMP) area of responsibility to achieve goals and objectives related to customer demands.
• Oversee the training of all the MediPharm sales and customer service personnel and other affected personnel. Assess training needs and ensure that employees receive the proper training.
• Create and implement KPI’s and other performance indicators (revenue, vs. plan, contract rate, sales growth, profitability goals of unit, new customer goals, quote closure rate, inventory exposure rate, inventory turnover, gross profit, etc.).
• Reviews and approves customer proposals and customer terms for purchasing/orders.
• Approve expense reimbursements and travel.
• Track, review, and approval payroll for all MediPharm sales and customer service personnel. Manage overtime.
• Creates, implements, and ensures compliance with all company-controlled documents (SOPs, Guidelines, Process Descriptions, and Forms and Checklists).
• Ensures their employees follow up on leads.
• Establishes sales goals and ensures these goals are met by Key Account Managers.
• Ensures customer pricing is aligned with customer goals, company goals, and company objectives.

Operative tasks

• Develop and maintain reports for the sales team and customer service.
• Ensures employees are adhering to proper company and safety standards when carrying out their job duties.
• Acts as a liaison between different departments to provide status updates on projects, jobs, or new customers.
• Aid in the development of new products.
• Oversee the daily functions of all MediPharm sales and customer service personnel ensuring all resources are being allocated effectively and efficiently.
• Development of product solutions together with customers and internal sales.
• Keeps a constant line of communication open to all employees. Holds regular status meetings with all employees in their area of responsibility. Ensures the proper flow of information to staff so all individuals are informed.

Strategic tasks

• Ensures the proper inventory levels are attained to support sales forecasts and current production levels. Corrects any inefficiencies, overabundances, or gaps.
• Develops overall sales strategy and account management policies for the business unit, including the scope of activities and resources needed to achieve goals and objectives. Determines the most crucial needs of the customers to come up with the best account management strategy and objectives.
• Develop an annual budget and forecast. Explain significant variance between actual and budgeted/forecasted figures.
• Coordinate with the sales team, Sales and Project Managers, customer service representatives, and other staff members to make sure customer’s demands are being met.
• Conducts customer reviews and interviews to anticipate customer needs.
• Develop and manage all sales processes and policies which include but are not limited to account policies, commission policies, sales recruiting and hiring, account strategy, etc.
• Forecast sales for customer accounts.

Other tasks

• Participate in Manager Meetings.
• Attend relevant trade shows and industry conventions.
• Manages high-profile customer accounts, as appropriate.
• Performs other tasks and assignments as assigned.
• Stays in contact and fosters own relationships with key accounts and key customers.
• Travel as necessary in the performance of all role tasks.

QUALIFICATIONS

Experience

• Experience with ERP/MRP systems.
• 8-10 years’ experience in directing sales and project management teams.
• 8-10 years’ experience in negotiating customer contracts.
• Experience with OSHA and other regulations and rules that affect safety.
• Intermediate to advanced level of computer knowledge in the Microsoft Office Suites.
• Experience with Lean Manufacturing principles, 5S and other productivity and quality improvement methods.

Education

• Bachelor’s degree or higher educational degree in Manufacturing, Printing Technologies, Business Management, Business Administration, Marketing or other related discipline.

SE# 510587588