Outside Sales - Director of Technical Sales

Job Summary

The Director of Technical Sales in collaboration with the VP of Sales develops, implements, and maintains the product specific commercial strategy for W&O, while also through the management of the Technical Sales Management Team provides technical expertise, training and customer interface to support the commercial strategy as well as project management support. The Director of Technical Sales works closely with members of the commercial leadership team, marketing department, and operations to ensure continuity in product offerings and company goals. The Director of Technical sales also leads the sales effort in special project work. They will work closely with customers to help specify W&O products into these projects by working with Owner Operators, Shipyards , and Naval Architects to help gain market share on these large, long cycle projects. They will also help manage and quote these projects with the support of the Technical Sales Management Team.

Primary Duties & Responsibilities

• Reviews, creates, and challenges the data on a daily basis. This is included but not limited to daily sales, order intake overview, AM survey details, project pipeline tracking, etc.
• Actively pursues special projects with a sales calling effort to Owner Operators, Shipyards , and Naval Architects to get W&O products specified into these projects.
• Manage and quote these special projects with the Technical Sales Management Team.
• Based on data output, participates in defining the strategic direction for a product type in collaboration with the Sales Director and VP of Sales and in alignment with the overall sales strategy and business goals of the company.
• Translates sales strategies into detailed plans, aligned with product, marketing and channel capabilities, to meet the order intake budgeted for the product categories.
• Owns the OEM relationship for the Engineered Solutions (ES) product groupings and coordinates and works with OEM partners to agree and execute joint strategies
• Sets a clear sales strategy by ES product type executed by the Area Sales Directors with accountability for growth
• Directs and performs all aspects of product development, product changes, and product promotions including development procedures, specifying components, training aids, and point of purchase merchandisers
• Establish and maintain relationships with vendors to help facilitate the timely completion of projects
• Manage and communicate sales information and product changes both internally and externally;
• Regularly perform pricing and competitive analysis by customer channel and recommend strategies to improve market position, improve quality or reduce costs;
• Builds relationships and increases Company visibility through participation in Company-sponsored activities, trade shows, chamber of commerce events and other similar activities;
• Create and maintain customer trust in company ISG as a quality, value-added, solutions provider; Perform other related duties and assignments as required.
  
  

Skills & Abilities

• Highly organized
• Effective time-management
• Strong PC skills and proficient analytical capabilities
• Performance driven and data oriented
• Strong communication and presentation skills (PowerPoint and Google Slides)
• Big picture focus yet comfortable with details
  
  

Minimum Requirements

• Bachelor’s degree or 10 years of experience in relevant or equivalent position
• Bachelor’s Degree in Business, Marketing, Sales, or related field or equivalent experience preferred
• Engineering or technical degree a strong plus
• 5 years of experience with product development, preferably in a Maritime sales setting
• Strong strategic and sales planning experience
• Experience in employee training, development and performance management
• Strong customer and sales abilities
• Strong interpersonal and communication skills
• Must be available to travel throughout company territory to sell projects, presentations, meetings, and participate in other company events; overnight travel required, up to 50%
• Must be able to travel and have a clear driving record in accordance to company ISG driving guidelines
• TWIC Card preferred or must be able to obtain
• Clear background check and drug and alcohol screening
  
  

Essential Physical Functions

• Lifting up to 25 pounds
• Bending, stooping, ability to stand for extended periods of time