Director of Marine Sales and Marketing

The Director of Marine Sales & Marketing leads the sales team, business development, and customer-service value creation for the Marine Business Segment. This position is responsible for attaining monthly, quarterly, or annual sales targets, building up sales teams, establishing strategic business relations, and leading all strategic sales plans and implementation. The position is also responsible for controlling and monitoring the selling costs with the objective of achieving predetermined net profit yields. In addition, this position is responsible for the Order Fulfillment team that is tasked with the fulfillment of marine product sales (timelines, costs, and invoicing).

We are a mid-size company engaged in the sales and service of power generation products and marine power solutions.

We pride ourselves on providing exceptional service to all our clients and are characterized by steadfast integrity and a deep commitment to providing distinctive value through the talent and expertise of our people.

Primary (Essential) Duties:

1. Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations.
2. Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts and reports on performance and progress.
3. Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
4. Proactively assesses, clarifies, and validates stakeholder needs on an ongoing basis.
5. Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
6. Develops and implements a sales strategy that will ensure the attainment of company sales goals and profitability.
7. Determines annual gross-profit plans by implementing marketing strategies; analyzing trends and results.
8. Establishes sales objectives by forecasting and developing annual sales quotas for each sales manager, product line, region, and territory; projecting expected sale volume and profit for existing and new services/products.
9. Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
10. Provides leadership, coaching/development, and manages the performance and activities of the entire sales force, including account managers, business developers, regional managers, and sales staff.
11. Increases departmental focus on new sales efforts (securing new clients and new lines of business with existing clients or "sales hunting" and strategic selling).
12. Develops competitive positioning to differentiate the company in the marketplace and maintains unified messaging to sales staff and clients/prospects.
13. Takes the lead on the development/implementation of marketing plans and campaign/lead generation programs.
14. Ensures understanding of current/future client requirements and competitor service capabilities.
15. Manages strategic account meetings to maintain a high level of awareness of customer activities, solutions needed and provided.
16. Collaborates with the leadership team to meet company goals. Maintains and leads the development of key accounts.

Management Responsibilities:

Requirements:

Proven track record of working through and developing a high-performance sales team. Must have great follow-through skills, and an assertive mentality. Must be ambitious, energetic, and confident, with strong work ethics. Have a proven track record for results, solid negotiation, and sales skills. Have excellent verbal and written communication skills and a willingness to adopt a servant leadership approach.

Experience/Education Requirements:

Provide oversight and direction to direct reports in accordance with the organization's strategy, goals, policies, and procedures. Work with Human Resources staff to recruit, interview, select, hire, and employ an appropriate number of employees. Coach, mentor, and develop staff, including overseeing new employee onboarding and providing career development planning and opportunities. Empower employees to take responsibility for their jobs and goals.

Delegate responsibility and expect accountability and regular feedback. Foster a spirit of teamwork and unity among department members that allows for disagreement over ideas, conflict and expeditious conflict resolution, and the appreciation of diversity as well as cohesiveness, support, and working effectively together to enable each employee and the department to succeed.

Consciously create a workplace culture that is consistent with the overall organization and that emphasizes the identified mission, vision, guiding principles, and values of the organization.

Lead employees using a performance management and development process that provides an overall context and framework to encourage employee contribution and includes goal setting, feedback, and performance development planning.

Lead employees to meet the organization's expectations for productivity, quality, continuous improvement, and goal accomplishment. Provide effective performance feedback through employee recognition, rewards, and disciplinary action, with the assistance of Human Resources, when necessary. Maintain employee work schedules including assignments, job rotation, training, vacations, paid time off, telecommuting, cover for absenteeism, and overtime scheduling.

Knowledge, Skills, and Abilities:

Preferred:

Bachelor's degree in engineering, sales, marketing, and/or related field or an additional 6+ years of related work experience. 10+ years of experience in outside sales with technical and/or industrial products/services. 5+ years of experience in leading a sales and/or marketing team. Master's in business administration preferred.

KPIs:

Sales goal attainment by region, product line, and business unit. Conversion/win rate order intake and profitability. Sales profitability. Sales team effectiveness. Net Promoter Score.

Other Requirements:

Be able to travel up to 50%. All offers of employment are contingent upon the successful completion of a background check and drug screening.