Director of OEM and Government Sales

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POSITION SUMMARY

Responsible for the management and development of Akron Brass and Hale products service/support to specific OEM’s in North America & US Government Sales for all product lines.  Specific responsibilities include business and market development for the OEM & Government sales channel; retention and growth; expanding the existing content of Fire & Safety products while seating technology and solutions and capitalizing on new sales opportunities.  This role will establish the strategic direction for OEM & Government sales; sales coordination while providing inspirational leadership and, directs the day to day activities, training and development of the Sales Team.

PRIMARY DUTIES AND RESPONSIBILITIES

• Develops the sales plan and the strategies, tactics and resources necessary to achieve  goals.
• Attract, develop and retain talented and skilled individuals who bring key capabilities to the team and to the company
• Establish close relationships at senior levels with current and potential customers; be able to gain direct access to the customers’ senior executive team
• Provides annual and rolling 12 month forecasts by units and dollars, by regions and distribution partners with input from all Regional Sales Managers
• Quarterly forecasts as needed by product
• Provides details to operations to build a demand forecast
• Works closely with Product Manager in identifying market opportunities and tactical execution plans that support the strategy developed
• Collaborates on setting price and monitors pricing policies that maximize stakeholder returns while increasing market share in conjunction with Product Manager, Finance Manager and Vice President, General Manager
• Actively participate in problem prevention and problem solving as part of Hale’s ongoing program of continuous improvement
• Assists sales force and product managers in developing account strategies and meeting administrative responsibilities to ensure that both critical to customer and critical to business goals are achieved.
• Develops and increases sales revenue to meet or exceed business unit sales growth and profitability initiatives.
• Becomes actively involved in sales meetings and training programs for specific accounts. Acts as a resource to sales personnel in contract negotiations and new proposals.  Develops marketing plans for specific accounts and tracks progress of major projects.
• Keeps informed of new products, services and other general information of interest to customers. Checks on competitors’ activity and develops new sales strategies to offset competitors’ initiatives.
• Recognizes customer needs and identifies new product and packaging solutions that would help grow sales with desired margins.
• Provides leadership and/or supports the design, development, and implementation of products and service lines.
• Ensures all company-level and sales communications are coordinated, support the sales plan objectives.
• Provides selling skills and expertise to the entire company and builds, develops and manages a sales team capable of carrying out needed solution & value selling strategies and tactics.
• Participates fully in professional societies and activities related to Fire & Safety type industry in general and the sales profession.
• Prepares presentations to company leadership to explain the company’s market position and initiatives in coordination with the product management team.

QUALIFICATIONS/SKILLS AND KNOWLEDGE REQUIREMENTS

• Master's in business, marketing or a related discipline or equivalent experience.
• A minimum of 15 years experience and a demonstrated track record of accomplishments in sales or related fields.
• Have provided documented business and organizational change leadership and ideally, have been successful doing so in more than one company
• Must work effectively with, executives, leaders and staff.
• Must have strong interpersonal skills, maturity and good judgment; demonstrates a positive can-do attitude; have effective communicat