National Sales Manager - General Transportation and Distribution Job

 

                                                              Job Description

Division : Bostik, Durable Goods

Region:  North America- Durable Goods – Mobility

Job title:

National Sales Manager – General Transportation and Distribution

Situation in organisation (enclose a copy of your organisation chart)

Reports directly to the Durable Goods Regional Mobility Director, Bostik Inc. and will interact with Business Directors of Assembly and Engineering Adhesives and with R&D, PLM, Business Development, Technical Service, and other commercial team members on a regular basis to achieve objectives.

Job dimensions

• This role will have commercial responsibility for the Sales team that supports General Transportation and Distribution.    The sales manager will execute a growth strategy in the GT space and will manage a distribution network that supports Durable Goods including other segments in addition to GT.  
• Drive growth by developing sales processes from lead generation to closing business.   Support or develop Key Account Management activities.
• Manage budgeting and sales planning.
• Execute strategic plans outlined by the  MST and Market Managers (Regional and Global), and approved by the commercial  director
• Build initiatives to drive profitable growth to achieve annual budget set in collaboration with the Global Market Manager.
• Work closely with market teams (MST) to focus on chosen technology/market combinations that will effect in additional sales.
• Establish financial goals, establish roles & responsibilities, monitor financial  performance
• Responsible for leading, hiring, training and mentoring direct sales team
• Responsible for annual  regional budget targets (sales and margins)
• Manage significant cross-process collaboration
• Practice Safe work habits in accordance with OSHA, EPA guidelines, and Bostik specific EHS expectations.

Activities

• Oversee the management of the North American GT and Distribution sales team and technical service activities.

• Responsible for communicating and executing Sales and Marketing plan with team  as approved by the Commercial Director and or Business Team
• Develop competencies and processes required to create an effective and efficient sales organization.
• With account managers, develop relationships with top distributors and devise suitable programs to drive growth in distribution
• Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary.
• Develop and implement a method of budget control, compensation and incentive programs that are in line with the organizations strategic initiatives.
• Develop and implement a strategy that will identify changes in industry and competitive pressures.   
• Assist with recruitment, training, and development of field sales and/ or agency sales teams as required to support field activity
• Build a strong project pipeline funnel for direct sales to obtain high value top line growth
• Develop strategic initiatives that will help maximize profitable growth in order to achieve annual budget objectives.
• Work closely with market teams (MST) to focus on chosen technology/market combinations
• Develop and implement skill development objectives aligned our strategy including Sales Process and Key Account Management programs
• Manage significant cross-process collaboration
• Communicate with General Transportation Sales  teams in the other regions to leverage market intelligence, successes, and global accounts..

 

Context and environment

Continue to offer customers a highly technical product at a fair market price and establishing long term relationships with key end customers.  Utilizing the strength of all channels to market to bring the highest value for our products. 

Accountabilities

• Accountable to the Durable Goods Regional Mobility Director, Bostik Inc. and their shareholders
• Direct management of the GT and distribution sales team
• Execute strategic plan through collaboration with various functions within IA to partner for success

Qualifications / experience required

• Bachelors degree, Technical degree preferred
• 10 +  years experience managing industrial accounts. 8+ years managing a sales team, distribution management experience
• Ability to work in a self directed hands-on environment
• Exceptional interpersonal, communication, listening, organizational, and presentation skills
• Ability to work independently as well as in a team
• Strong computer