Sales and Marketing Director

SUMMARY

Pipehorn is seeking a Sales & Marketing Director to help drive growth for our company. This position will initially act as a player/coach, responsible for both generating revenue and managing the existing sales efforts. This role will focus on:

1.           Growing overall Pipehorn revenue for both new and existing customers.

2.           Customer retention and satisfaction for key strategic accounts

3.           Managing and collaborating with the current Sales Account Manager and external marketing resource to form a cohesive and effective sales department.

This position will represent the Sales & Marketing function as part of the leadership team and will help drive the strategy and sales vision for the company.

WHO WE ARE

Pipehorn is a manufacturer and provider of high-quality electronic pipe and leak locating equipment used to detect and troubleshoot buried utilities. We specialize in providing our clients the most accurate and intuitive locators on the market, backed by personal, caring customer service. Our goal over the coming decade is to put a Pipehorn locator on every underground utility construction truck in the U.S.

WHAT DRIVES US

Our Mission & Values

Our core values motivate our team and act as a cornerstone for our business strategy. We take pride in building our business and establishing ourselves as leaders in the industry with a company culture that exemplifies our values in everything we do, from employee experience to customer relationships and every decision in between. We focus on building long-lasting relationships, and we don’t stop at good enough. We are constantly pushing the boundaries of technology and design, taking our customer results to new heights.

•            Customer Oriented: Strive to make a fan with every customer interaction

•            Results Driven: Plan and focus to succeed and always measure our progress

•            Always Striving to Get Better:  Learn from our mistakes and continually improve

•            Be a Proud Teammate: Care for and rely on each other and hold each other accountable to ourselves and to our customers

THE ROLE

PRIMARY PURPOSE AND FUNCTION

Grow company revenue via new customer acquisition and net growth within existing clients. This position is an individual strategic contributor to revenue, but also is responsible for the overall leadership, management, and growth of the Pipehorn sales and marketing function.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:

·       Identify and close new business opportunities within key Pipehorn target segments

·       Articulate and evangelize the vision and positioning of both the company and products, and obtain strategic partners as needed

·       Gain a clear understanding of client needs and desired outcomes

·       Align the overall corporate solution to the customer’s business needs, challenges, and technical requirements

·       Recognize and deliver solutions for spoken needs as well as hidden or unspoken needs of suspects, referral partners, clients and prospects.

·       Provide value positioning on how Pipehorn’s offerings can help potential customers and why they should choose Pipehorn

·       Present Pipehorn products’ technical features and benefits as they relate to solving prospective customers’ problems and/or fulfilling their application requirements

·       Attend trade shows, network and prospect for new opportunities, qualify and capture leads, demonstrate products, gather feedback and market intelligence.

·       Prepare and issue proposals and quotes for assigned prospects and clients and follow through to close proposals and quotes

·       Establish and maintain relationships and communication throughout the entire sales and support cycle

·       Effectively utilize in-person visits, virtual meetings, phone, email, events, and outbound demand generation campaigns for direct prospect and client communication

·       Coach and lead the Pipehorn Account Manager to ensure a cohesive sales strategy and execution for the company. 

·       Utilize, lead and assess the work of external resources including sales, marketing, promotion and advertising.

·       Deliver regular status and results updates to internal teams

·       Accurately forecast business on a quarterly cadence

·       Collaborate with Pipehorn Leadership to refine sales processes and marketing efforts, toward increased sales productivity and revenue growth

YOUR BACKGROUND, SKILLS AND CHARACTER:

Ideal candidates will possess the following characteristics and experience:

·       An effective team player that can work well with the Sales Team, Customer Support Group, and Company Leadership

·       Bachelor’s Degree

·       Successful sales experience as either (1) a direct contributor carrying an individual quota or (2) a player/coach who has successfully balanced individual contributions with team performance

·       Lives in the Birmingham, AL area

·       Attentive to forecasting and business reporting responsibilities

·       Strong interpersonal and communication skills: writing, editing and presenting

·       Ability to handle multiple sales cycles simultaneously

·       Consistent, persistent sales prospecting to identify new revenue opportunities and progress them through the entire sales cycle.

·       Display positive persistence, optimism, and empathy in all interactions.

·       Possess technical product knowledge and an understanding of the industries, applications, companies and contacts, along with customer service and new business development sales techniques

·       Proven excellence in critical thinking, analytical skills, verbal, written, and interpersonal communications

·       Accurate and complete information gathering and documentation skill.

·       Demonstrated problem solving and people skills

REPORTING

This position reports to the General Manager

LEARN MORE:

For additional details on this opportunity, please reach out to:

Bryan Lumpkins

• bryan.lumpkins@pipehorn.com