Sales Director - East

http://www.todco.com/ 

TODCO is a world leader in the innovation and manufacture of roll-up doors, swing doors, roll-up shutter doors and walk ramps for every size and model of truck body and trailer.  TODCO, a division of Overhead Door Corporation, operates two factories in Marion, OH and Tecate, Mexico.  Division Headquarters are in Marion, OH.  

This position is the top sales leader for the TODCO Division.  You will be working from your home, reporting to the Division President.  Direct Reports to this position are: National Fleet Manager, National Accounts Manager, and all District Sales Managers/Representatives.  

We will equip you with a complete home office and you will participate in the Runzheimer Auto Allowance Program.

Leadership

• Oversee the activities and execution of the sales team.
• Develop and coordinate the selling philosophy and methodology consistent with the company business strategy and marketing plan.
• Establish and implement short and long-range departmental goals, objectives, policies, and operating procedures.
• Promote positive relations with customers, both OEMs and End-Users.
• Direct and oversee the company sales function to identify and develop new customers for products and services.

Planning

• Work with department managers and corporate staff to develop an annual budget (Plan) and three year strategic plans for the Company.
• Guide strategic planning to support profitable sales growth with product mix and channel initiatives.
• Participate in the development of new project proposals.

Execution

• Responsibility for driving achievement of top-line revenue consistent with Strategic Plan and Annual Business Plan.
• Drive Sales and Margin performance to meet and exceed annual targets.
• Plan, monitor and control the sales department spending versus budget, including personnel headcount and cost.
• Attend Various Trade Shows.
• Entertain existing and potential customers to support new business development and ongoing relationships.
• Maintain an average of four (4) Customer Calls per day for the sales team.
• Directly manage major and critical developing client accounts, and coordinate the management of all other accounts.

Weekly Reporting

• Analyze and evaluate the effectiveness of sales, methods, costs, and results.
• Expense reports with clear documentation of accounts visited. 
• One-on-One coaching meetings with the sales team. 

PERFORMANCE METRICS

• Sales revenue Vs. Annual Plan and 3-Year Business Plan
• Sales Backlog
• Gross margin percent
• End-user specified sales Vs. OEM standard sales
• Quote $ generated
• Quote $ closed (win/loss)
• Sales call per day by salesmen
• Hotel nights per week by salesman
• Average days to submit an expense report
• Entertainment spend by salesmen
• Various Strategic Business Objectives

QUALIFICATIONS AND COMPETENCIES

• Must be a positive individual who is extremely professional, with high integrity and strong work ethic, to give and receive respect and honor confidentiality. 
• Must have excellent written and verbal communication (including listening) skills, be enthusiastic and energetic, with a commanding presence and must possess strong customer building skills and presentation skills demonstrating our brand, to both small and large groups, with marketing tools and manuals. 
• Must have strong negotiation and purchase influencing skills.  
• Transportation manufacturing industry experience a strong plus.
• A self-confident and assured individual who is able to think quickly and work independently.  
• Will possess an entrepreneurial spirit and be able to work as a member of the team.  
• A goal oriented individual who thinks creatively and demonstrates consistent achievement.
• Must be self-motivated, over-achieving professional with the ability to engage, possessing excellent selling and analytical skills.  
• Responsible time management and reporting is necessary. 
• Must possess computer proficiency in Microsoft Word, Excel and PowerPoint.   
• Must be able to work in multiple cultures, possessing strong problem solving skills and have the ability to break down walls. 
• Must be a risk-taker who is resilient with proven mental and physical tenacity, self-starter who is competitive by nature and must be a strategic sales professional with the ability to sell to the end user and think strategically in end-user management.   
• Must have constant learning capabilities.
• Account management experience with a proven track record to grow sales. 
• Individual must demonstrate these competencies:  customer focus, drive for results, ensures accountability, instills trust, manages conflicts, build networks, problem solving skills, plans and aligns and business acumen.

EDUCATION

• A Bachelor’s Degree in business is preferred and must have a minimum of 10 years of sales leadership experience. 

TRAVEL

• Travel 65-75% working with sales team, and visiting key accounts. 
• Ability to work Trade Shows which may occur over a weekend(s).