2018-07-11

Director of Sales
Job Opportunity at The McCandlish Group

Posted on Jul 11

http://www.mccandlishgroup.com    614-766-1800

Location: Pittsburgh, PA
Job Type: Full Time
Job ID: W4163517

Director Sales – Metals, Steel, Scrap and Recycling Business
145k+ OTE with 120k base salary

 
Reports To:                Vice President – Sales & Customer Service
 
Direct Reports:          Sales Agents and Sales Engineers
 
Charter:
 
Plans, implements, and manages the territorial sales, technical service and marketing functions to the rolling mill, service center and scrap & recycling markets. Achieves the sales volume and margin objectives of the company.  Develops and communicates the value proposition for product lines and for individual customer transactions. Provides product/market expertise to customers, agents, and other members of the company’s management team
 
Primary Goals
 
  • Expanding sales to existing customers.
  • Expanding customer base including developing new market segments.
  • Expanding product offering.
 
Responsibilities:
New Order and Shipment achievement: Achieve or exceed planned sales and standard GP in total and within each territory and product line.
 
Works with salesmen and sales agents to define customer needs and provides timely and accurate product and application definition to Customer Service. Also provides market and competitive input to Customer Service. Works directly with the salesmen and sales agents and customer to convert Customer Service generated quotations to orders.
 
Acquires sufficient product and application expertise to serve as the technical expert for assigned products and markets.
 
Manages finished goods inventory and maintains efficient and effective receivables collection.
 
Expense budgeting and cost control: Contribute to development of promotion, service, and travel budgets and control expenses within budget.
 
Recruit, train and administer agents. Arrange for the support and the advice of other company executives for required assistance.
 
Develop annual sales forecast for area of responsibility and maintain a rolling 12-month update.
 
Key Account Plans: Develop key account plans for each major account assigned.
 
Develop and maintain personal relationships with key decision makers.Actively participate in personal selling efforts at key accounts.
 
Assess the performance and provide input for sales agent reviews with respect to goal attainment, effort, skills and conformance with company policies and procedures.Recommend actions to improve performance.
 
Manage the complaint process and resolve customer complaints for assigned accounts.
 
Review and analyze account and product profit performance.Recommend and implement action to be taken to improve performance.
 
Assure compliance will all applicable US laws, especially the FCPA.
 
 
Authority
  • Price within approved guidelines.
  •  Offer lead times prescribed by the VP S & CS
  •  Travel, as required, with approval VP S & CS.
  •  Settle complaints subject to required approvals.
  •  Spend within approved budget
 
Knowledge Skills and Abilities:
  •  Understanding of the metals industry and its associated production processes.
  •  Proficiency with respect to negotiated selling. 
  • Excellent interpersonal, team building and leadership skills.
  •  Good communication skills, both written and oral.
  •  Sound business judgment, recognizing the balance between achieving sales volume targets and maintaining or increasing prices.
  •  Spanish language skill desirable.
  •  Computer proficiency in both Microsoft products and ERP software and system reports
  •  Ability to travel domestically and internationally, occasionally on short notice
 
Experience and Education:
  •  Bachelors Degree, preferably in a technical discipline.
  •  At least five years experience in commercial positions in industrial industries.
  •  Demonstrated success in manufacturing and sales management.
  •  Proficiency in reading and interpreting engineering drawings.
  •  International travel experience is desired.
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