ICG Sales Director

Job Description

The Director of Sales – Industrial Services is responsible for leading and executing strategic sales initiatives to drive revenue growth and expand market share. This role will focus on building, mentoring, and managing a high-performing sales team, while also developing a robust marketing strategy to effectively position MPW’s services within the industrial marketplace. By leveraging market analysis and targeted outreach, the Director will ensure the successful promotion and distribution of MPW’s comprehensive service offerings across key industries.

Essential Functions

• Develops a qualified sales force – through proper hiring, development of a sales training program, proper direction, and “coaching”, along with proper fair evaluation and feedback.
• Develops key customers and maintains key relationships with major accounts.
• Develops a sound, effective marketing program through identification of market targets, analysis, market plan and execution. This includes analysis of results.
• Provides recommendations to Operations, Finance, Human Resources, Vice President, and the CEO on various situations that involve or could involve the sales/marketing area.
• Identifies other services, products, businesses, acquisitions, alerts the proper department, and supports the follow through.
• Prepares regular reports on the state of the revenues, important occurrences, ongoing projects, problems, and solutions.
• Identifies opportunities for additional revenues, prepares appropriate plans and execute them.
• Works closely with Operations. Help direct their efforts to constructive activities that will assist in the further development of the company.
• Develops effective forecasts of revenues.
• Develops an effective competitor intelligence to include pricing, strengths/weaknesses.
• Develops competitive pricing structures that allow for sales growth and maximization of profits.
• Reviews of most firm bid proposals to determine the viability of obtaining the order and making profit.
• Reviews major potential projects to help determine the most cost-effective approach.
• Reviews all expenses and requests for expenditures in the sales/marketing organization; to control spending and ensure it is effective use of resources.
• Performs performance appraisals of reports.
• Negotiates major contracts, prepares effective plans for the successful end results.
• Reviews sales reports of salesperson, critique their skills by joint calls and assist then in selling major accounts.
• Sets goals for all sales personnel.
• Performs other duties as directed
  
  

Qualifications

• Bachelor’s/Master’s Degree in Engineering or Sales & Marketing.
• 7-10 years’ experience in sales management.
• 7-10 years’ experience developing multi-site accounts.
• Must have prior experience and understanding in quoting business.
• Demonstrate ability to call at the C level.
• Strong negotiation skills.
• Ability to source, develop and maintain long-term client relationships with a successful sales history serving clients in steel, paper, and power plants and other applications or technical industries.
• Improve and/or maintain rate of growth with existing accounts and develop new agreements with targeted high potential new accounts.
• Negotiate significant profitable opportunities both with new and existing strategic MPW customers.
• Develop and implement programs and plans for the accomplishment of company sales objectives.
• Extensive knowledge with pulp, paper, steel, and power plants.
• Coach Sales Representatives relative to the strategic and tactical implementation of customer specific market plans while providing feedback from their professional development.
• Create and maintain a strong relationship plan with field and support management.