Job Description

Join to apply for the Sales Director role at Crane Company Position Summary: As the Americas Sales Director for Westlock controls, you will lead a strategic sales team overseeing critical sales growth and market expansion initiatives. Your leadership will encompass guiding a team of Regional Sales Managers and Inside Sales personnel, ensuring consistent and cohesive strategies across all territories. You’ll direct a comprehensive regional sales strategy, incorporating brand initiative, project pursuit and MRO conversion strategies for each opportunity, and collaborating with internal stakeholders such as Business Line Management, Operations and Engineering accordingly. You'll cultivate pivotal relationships with stakeholders including Engineering, Technical, Project Management, Procurement, and other key decision-makers at End-User, OEM and EPC accounts, as well as manage key channel partner relationships, by leveraging the sales excellence tools and Crane opportunity management processes. Principal Responsibilities: Strategically driving annual Top Line orders and sales growth for Westlock Controls products across the Americas Markets. Providing strategic direction and oversight to a team of product-focused Regional Sales Managers spanning both the US and Brazil. Identifying and engaging with key decision influencers at targeted accounts and on targeted projects, ensuring comprehensive understanding of Westlock Controls products and their value propositions. Crafting and executing Channel Partner Network Strategies, leveraging the available Channel management tools. Overseeing Distribution and Representative Agreements, ensuring alignment with regional sales strategies and objectives. Vigilantly monitoring competitor technical advancements and market trends in the Americas territories, informing strategic decision-making and supporting to maintain a competitive advantage. Providing strategic support to Business Line Managers for comprehensive competitive benchmarking initiatives across the Americas territories. Identifying and spearheading opportunities for new product development that enhance our offerings and maintain our competitive edge in the Americas markets. Playing a pivotal role in the New Product Development process, collaborating closely with Business Line Managers and Engineering to explore and validate new product ideas with global potential. Identify potential business expansion opportunities in the Americas, including potential acquisition candidates. Collaborating with Business Line Managers to develop demand forecasts that align with Americas sales strategies and objectives. Contributing to the development of the annual Westlock Controls strategic and operating plans, integrating insights from the Americas markets. Developing and Delivering the Annual Plan based on a comprehensive understanding of strategic initiatives, project backlog and opportunity funnel dynamics across all territories. Collaborating with the Westlock Controls Business Line Management and Marketing Specialist to identify and participate in exhibitions, industry forums, and trade events. Providing comprehensive Weekly reports on Account Progress, Project Updates, and Orders Pulse, capturing insights from all Americas markets. Delivering Monthly updates on progress vs. plan, competitive movements, and key projects, providing a holistic view of Americas performance. Championing the adoption and utilization of Sales Excellence tools, driving continuous improvement and best practices. Maintain intellectual capital by developing existing employees and attracting qualified employees. Establish performance measurement objectives and development plans for managers and other direct reporting personnel. Review performance periodically and as dictated by the Crane performance appraisal program. Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies. Ensure compliance with Crane Co policy, Crane CPE business unit policy, and safety and quality program requirements. Essential Qualifications / Experience: Educated to degree level (or equivalent qualification) in a technical or business related subject e.g. engineering, manufacturing, business systems or marketing. 10+ years in Technical Field Sales / Sales Management. 5+ years in Regional Sales Management with Direct Reports. Experienced in selling technical products like piping, valves, controls, pumps. Strong technical capacity; comfortable leveraging and promoting technology-based products to position and win both MRO and Project opportunities versus competition. Exceptional interpersonal and communication skills with ability to quickly build relationships with channels, end-users, OEMs and EPCs. Excellent written and oral communications skills including technical and business understanding. Rapid learning ability and high-energy team player. Customer focused. Ability to handle difficult situations, collect data & deliver recommendations in a calm and business-like manner. Servant leadership mentality; hands on approach. Must be able to travel frequently, as necessary to drive success for the business (up to 50%). Travel is primarily in North America and Latin America, there may be occasional overseas travel. Preferred Qualifications / Experience: Masters in Business Administration. Experience in the Process Control and Industrial Automation industry selling Control systems, specifically in the Chemical and Oil & Gas industries. 15+ years in technical field Sales / Sales Management. 10+ years in Regional Sales Management with Direct Reports. Experience in M&A activities. EOE/Women/Minorities/Veterans/Disabled Seniority level Director Employment type Full-time Job function Sales and Business Development Industries Referrals increase your chances of interviewing at Crane Company by 2x #J-18808-Ljbffr Crane Co.

Job Tags

Similar Jobs