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Director of Sales and Business Development

Company: E-Z LOK
Location: Gardena
Posted on: June 25, 2022

Job Description:

Title: - - - - - - - - - - - - - - - - - - - - - - - - -Director of Sales and Business DevelopmentReports to: - - - - - - - - - - - - - -President & COOPeers: - - - - - - - - - - - - - - - - - - - - - - -General ManagerDirect Reports: - - - - - - -3 Remote Representatives, 2 Local Customer Service Reps.A growing fastener master distributor is looking for a high-energy leader who delivers sales results by independently building a network of representatives and building sales channels with new and current customers. -We are seeking our deal making master, who leads the hunting processes, teaches others to hunt, and is focused on customer relationships by becoming part of our customer value stream. - -We want someone who leads by example and personal achievement, and is willing to demonstrate effective selling skill as their leadership style.You have a sustained personal record of sales performance, and you have a trail of deals, LTA's and contacts to prove it. -You have led teams of sales representatives. -We are looking for a person who is tenacious and process oriented. A professional collaboration and teamwork style is essential, as you are a role model for other employees on our team, and represent our company and family values when afield.For our industry, you'll need knowledge of distribution, preferably in the fastener industry, or other similar industry segments. -Familiarity with industrial customer culture, decision processes, buying habits, and similar attributes make you attuned to getting to the key players in the companies we target.As our sales leader you must be:

  • Committed to processes, including pipelines, sales call reports, route and account planning.
  • Committed to process, metric performance and accountability.
  • A coaching, collaborative personality. You build on the strengths of others.
  • Hands-on, undeterred by doing all the tasks required of a situation. An active, planning, working peer of the team, balancing both Executive responsibilities on-site and customer interaction in the field.
  • A high working tempo, setting the standard for others by demonstrating your passion for sales wins.
  • We seek an authentic business developer - committed to winning as a team, and not as an individual, alone.
  • Factual. Learn about customers and their needs, and commit to factually tying them together with our capabilities.
  • A student. You must be willing and able to learn, and to effectively communicate across a broad spectrum of demographics of our customers, employees and suppliers. You value the strengths of others, and thoughtfully consider the views of others, no matter their "level".You will lead the development of our representatives as "hunters", of whom we require the following:
  • Targeting and pursuing significant channel offerings and large industrial fastener distributors. Use of lead tracking and CRM tools to build company-to-company relationships
  • Entrepreneurial "hunting", consistent and focused every day on prospecting and customer development effort that produces qualified leads, maturing relationships and resulting sales. Metrics and data are expected.
  • Understand the customer supply chain - provide expertise and support to potential clients
  • Rally support around accounts - build the customer-E-Z LOK relationship at multiple levels and roles to create B2B relationships
  • Organizing and assembling quotations and presentations to ensure winning sales proposals. Collaborate with others - technical, operations, finance and others to win and onboard customers successfully.
  • Aggressive networking, working alongside our operations and leadership to develop a book of accounts and contacts that might benefit from product diversification To accomplish these tasks, you must possess the following qualifications:
    • Relentless, action-oriented focus on moving into, up, down, and through accounts
    • 5+ years of proven sales experience (with revenue generation) in fasteners or other hardware distribution, and a track record of successful LTA or blanket negotiations.
    • Experienced - Expertise in hardware or fastener distribution
    • Leadership and Coaching experience, leading teams of 5+ Inside and Outside Representatives to gain new business and build new relationships.
    • Connected - Existing customer relationships in any of the previously mentioned industry segments
    • Practical - Demonstration of selling techniques and presentation skills, as well as successful completion of interview and background check
    • A BS, BSME, or other application-oriented mechanical engineering degree or equivalent technical proficiency is preferred.Traits for our culture and goals:
      • Hands-on - Do-what-it-takes experience in a distribution model; prior experience with fasteners or other hardware would enhance your ability to win relationships
      • Collaborative - Organized and dedicated to coordinating sales approaches with our team
      • Competent - Ability to read blueprints and CAD drawings, plus understanding their geometric dimensioning and tolerancing, knowledge of materials and machining processes, and knowledge of assembly and fabrication would be very useful.Success Factors:
        • Able to drive growth of new and existing business in excess of 15% YOY, while maintaining Gross Margin goals
        • Develop, maintain and achieve annual sales plan
        • Manages competent, accountable and successful staffAdditional Responsibilities:
          • Strategy
          • Participation in the development of E-Z LOK's strategic plan
          • Staffing
          • Develops job descriptions for each position
          • Develops hiring criteria for each position
          • Hires, trains, coaches and holds accountable sales staff as appropriate
          • Development
          • Determines training needs of both Inside and Outside reps, and sees that they are met
          • Ensures proper onboarding and development of any new hires
          • Reporting and Systems
          • Develops and analyzes monthly and quarterly reports for senior management
          • Takes appropriate action based on analysis
          • Oversees development of E-Z LOK's CRM contact database
          • Programs and Events
          • Designs and implements sales programs such as promotions, discount programs, ect)
          • Trade Shows
          • Manages and attends all facets of Trade Show exhibition, including:
          • Show Schedule
          • Look/feel and content of booth
          • Pre-/Post- show contact and follow up
          • Direct Sales
          • Actively visits customers for quote follow-up and customer satisfaction
          • Coordination and Communication
          • Works closely with peers to effectively communicate the needs of the sales organization to all other departments
          • Develops inter-departmental communications and operating procedures with particular emphasis on salesWHAT WE BRING TO YOU
            • A can-do culture supporting your entrepreneurial sales efforts
            • Freedom to work on your own
            • Active marketing and advertising
            • Global contacts across top industrial firms and networks
            • A family culture where stakeholders matter - employees, customers, suppliers, and owners
            • Competitive base salary and generous commission program
            • Benefit package - health insurance, and a 401(k) plan
            • Business expense reimbursement

Keywords: E-Z LOK, Gardena , Director of Sales and Business Development, Executive , Gardena, California

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