Job Summary
Lead and manage the profitable sustained growth of Powerex in Industrial “Focus Markets” (OEM, vacuum, food/beverage, gas generation, and others). Identify and lead the development of new markets, product applications, acquisitions, joint ventures and other partnerships to assure Powerex’s strategic relevance, influence and unique value to all served markets. Ultimate responsibility for revenue, brand, and channel strategies. Nurture and grow our business relationships with our key customers and prospective customers. Ensure that strategies and plans are in place to meet or exceed our Short Term and Long Term financial growth commitments. The successful candidate will have an office in the Mount Juliet, TN plant, the base for the Powerex Industrial Business Unit.
Who We Are
Powerex has become a leader in vacuum and air systems through our foundation built on engineering, innovation, quality, and service. We are a highly integrated operation where we not only assemble systems, but we also manufacture many of the major components. We are committed to providing the best value in the market we serve by applying these pillars of our foundation in every system we build.
Essential Duties & Responsibilities
- Select, direct, manage and motivate the Industrial Sales Team to achieve the revenue objectives of the Annual Operating Plan through new products, new markets, and greater penetration within existing products/markets.
- Establish a growth strategy for Powerex by researching and identifying appropriate market opportunities where Powerex can deliver desired solutions for unmet needs of end-users. Create a marketing and selling focus in our chosen focus markets/applications.
- Diversify and grow Powerex capabilities, product lines, and user base through North America via a continuous stream of branded, innovative, and unique product solutions that enable our brand to command a premium. Partner with engineering team to identify and prioritize new product development to achieve growth objectives. Determine best path to market (OEM, industrial distribution, hybrid) based on specifics of each opportunity.
Core Competencies
Achieve Results
- Develop and achieve annual sales plan
- Develop long-term growth plan and future direction with key emphasis on new product development
- Maintain sales management and reporting tools to achieve key business objectives and Powerex vision
- Utilize Salesforce to understand win/loss trends and determine actions for improvement
- Manage key national accounts
- Prepare sales contracts, proposals, and reports for management of business opportunities
- Prioritize sales orders when labor and resources are constrained
- Provide forecasts to purchasing and operations to manage demand swings, achieve on time delivery, and minimize aged inventory
Refine the Sales & Marketing Strategy for the OEM and Industrial Segment
- Identify new sales channels, markets, and applications to drive growth
- Align existing industrial distributors with current and future industrial product line
- Identify key applications in target industries to drive OEM growth
- Identify gaps in market coverage and add vacuum distributors where appropriate
- Stay current with demand and supply of Powerex products, key economic indicators, changing trends and competitive landscape
- Collaborate with marketing coordinator to develop appropriate marketing materials and communications for applications, industries, and product lines
Build and grow a high-functioning Sales Team
- Hire, train and guide new candidates in their job responsibilities
- Mentor and guide Product Manager to develop best practices and framework for growth via new applications and markets.
- Develop Sales Plans and Incentive for each sales person
- Motivate, guide and coach sales team to achieve revenue targets
- Coordinate with the sales team to plan promotion activities, trade shows, and special event
- Improve career growth path and development opportunities for team members. Provide coaching and mentorship as needed
- Set criteria for team additions to drive growth
Provide Best-in-Class Customer Service
- Build a positive working relationship with existing clients for repeat business
- Address client issues
- Recommend and lead process improvements within ERP system to improve real-time sales order and payables communication
- Establish personal networks across all channels and regions
Knowledge, Skills, & Experience Required
- Bachelor’s Degree required
- Minimum of six years of progressive experience in Sales preferably in compressor or vacuum industries
- Minimum of three years in Sales Management, Marketing, and Leadership
- Demonstrate ability to reach and exceed targets
- Exceptional negotiation skills
- High business acumen
- Ability to build effective relationships – internally and externally
- Effective presentation skills
- Ability to work productively under pressure
- Enthusiastic, positive
- Self-motivated
- Computer skills: Excel, Word, Outlook
- CRM experience preferably Salesforce
- Ability to travel up to 35%
