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POSITION SUMMARY:
Responsible for managing a team of Sales Representatives to implement sales plans, achieve sales targets, in turn growing revenue and profitability. Critical to success is building and developing an outstanding team of high-performing sales professionals through excellent selection, coaching, mentoring and leadership. Successfully combining market and technical knowledge with effective leadership is central to achievement in this role. Accountable to exceed productivity and financial targets and profitability while ensuring and promoting safety in all that we do. Lead a team of 8 - 15 direct reports a sales revenue of $10M - $25M focused on Industrial Specialty Chemicals. Demonstrate the company’s core competencies of communication, customer focus, innovation, integrity & ethics, lean & safety, and passion to succeed.
ESSENTIAL FUNCTIONS:
Business Growth
• Manage/exceed targets in the areas of sales, territory development and customer development.
• Develop, maintain, and grow sales with existing Distribution Partnerships in the Northeastern US region.
• Utilize/implement DuBois Professional Selling methodology, DCRM (DuBois Customer Relationship Management) and associated tools.
• Lead the sales management system including team and individual meetings!
• Drive key account growth through individual and collaborative team efforts working across regions and countries.
• Execute price increases and profit improvement activities across the team.
• Engage key customers directly through building productive relationships and conducting formal customer reviews on a regular basis.
• Leverage technical specialists and corporate key accounts team to increase cross selling results.
Strategic Thinker
• Anticipate problems/opportunities and apply insight and creativity to the development of solutions.
• Effectively cross sell into different markets that may be central to growth opportunities in region.
• Think critically to challenge assumptions, conventional wisdom and one’s own beliefs.
• Continually evaluate/optimize team structure, effectiveness and return on assets.
• Develop, run sales contests within region to motivate, change behavior, to create a healthy competitive environment to accomplish growth targets.
Coaching & Development
• Recruit, acquire, develop, challenge and coach sales representatives from new hires to veteran status.
• Utilize DuBois’ sales tools to create alignment and share best practices/training with the team.
• Anticipate/investigate performance/employee relations problems taking corrective action.
• Train and support team on the DuBois Professional Selling process and DCRM tools
• Ride with at least two sales representatives each month.
• Create opportunities for high potential team members to stretch their skills and interact with the senior leadership team.
Champion Change
• Support and execute corporate vision, mission and strategy to the team and create a plan to drive accountability and revenue growth in your region.
• Lead by example with consistent display of company values and culture
• Drive the successful implementation of corporate initiatives through open dialogue, removing obstacles, and leading the cause through positive reinforcement/ sharing of success stories.
Business Acumen
• Develop successful territories by developing “Territory Business Plans” with Sales Representatives to drive market penetration with the full company product line.
• Partner/collaborate with company Technical Specialists to understand and act on cross selling complete product lines.
• Act on market trends through active participation in professional associations, networking, trade journals, and tradeshows.
Professional Communication
• Promote teamwork through collaboration and cooperation with sales representatives, peers, and service technicians to achieve the vision, mission and strategy of the company.
• Communicate with direct reports, co-workers and customers through good oral, interpersonal, body language, and active listening skills to establish a strong trust and transparency.
• Convey written messages either through email, reports, or other written media in a clear, concise and professional manner.
MNIUMUM POSITION QUALIFICATIONS:
• Bachelor’s degree in business, Chemistry, or other related technical discipline is required. MBA preferred.
• 5+ years of successful industrial business to business (B2B) sales including strategic, technical and leadership experience.
• Proficient in Microsoft Office and CRM (Microsoft 365 preferred)
• Demonstrated experience in key account/multi-relationship customer development.
• Proficient in cost analysis, identifying continuous improvement opportunities.
• Excellent oral and written communication skills using a consultative sales approach.
• Proven leadership skills with a demonstrated track record of achievement in key roles
• Demonstrated knowledge of applicable safety skills related to position, to include Driver Safety; Slip, Trip and Fall Safety; PPE Use; and Lockout, Confined Space, and Tagout Procedures
• Demonstrated knowledge of “Conceptual” and “Strategic” selling principles and methods for showing, promoting, and selling products or services to include identifying buying influences and addressing expectations.
• Industry process and knowledge of chemistry is preferred.
• Travel up to 25% including some overnight travel.
DuBois provides equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, gender expression, genetic information, service in the military, veteran status, or any other protected status in accordance with applicable federal, state, and/or local law and/or regulation.