Sales Director
REPORTS TO: Vice President of Sales
SUMMARY:
The Sales Director (“SD”) reports to the Vice President of Sales, is responsible for managing and servicing the Company’s direct customer relationships, sales activities, and for sustaining Sales and Revenue in the Company’s Business. The SD shall be one of a team of people responsible for all customers as Relationship Manager and shall develop and offer commercial deals consistent with the company’s product offerings. With the other members of the sales team, this position shall be responsible for maintaining and managing the company’s Customer Relationship Management materials, developing and maintaining marketing deliverables, managing prospect and customer developments through all stages of relationship, compiling and analyzing sales data to consider and interpret industry changes/trends, and maintaining an up-to-date assessment of the company’s pipeline of customers and sales prospects. New customer prospecting, competitive monitoring, direct participation in industry conferences, and especially service to customers are important responsibilities of the position.
The Sales Director shall provide input and information that contributes to competitive analysis and commercial intelligence regarding markets, business policy and industry trends. The Sales Director will report to the Vice President of Sales (“VP Sales”), will be based in the central United States, and will work remotely.
ESSENTIAL FUNCTIONS:
1. Achieve commercial sales and revenue targets as established by the CEO, VP Sales, Executive Team, and Board of Directors. Identify barriers to sales and propose / formulate / execute plans to overcome them. Identify, prioritize and close sales opportunities in an efficient manner.
2. New customer prospecting, including market segmentation and prioritization to ensure a viable and productive sales pipeline. Identify key decision makers and manage relationships with them. Effectively demonstrate financial benefits of the company’s technology to customer based on the company’s models and knowledge of plant operations.
3. Identify threats to installed business, including customer dissatisfaction and competing technologies, and propose / develop / execute plans to overcome them.
4. Continuously maintain customer relationships, ensuring that existing and potential customers’ needs and requests are managed and delivered effectively and appropriately, consistent with Company’s resources and capabilities.
5. Develop, maintain, manage and administer customer database information, providing the ability to identify, prioritize and assess probabilities of sales and pipeline activity success.
6. Efficiently move prospective customers through the sales process, monitor and ensure completion of customer agreements, and negotiate customer agreements in accordance with the company’s requirements and needs.
7. Coordinate with internal team to ensure sales support activities are completed and communicated to customers in an effective manner.
8. Provide analyses (competitors and trends in markets, business practices, regulatory influences, economic and technological impacts to Company) and maintain database information in support of direct sales activities to enhance the company’s leadership position in the industry.
9. Attending industry conferences and participate in industry associations.
10. Other tasks and special projects as assigned by the VP Sales.
EDUCATION:
A relevant degree from an accredited 4-year college is required. Master’s Degree and/or extensive direct experience in corporate sales, marketing, finance and/or administration is preferred.
EXPERIENCE:
Minimum 10 years of directly related or closely aligned work experience within grain processing, biofuels or grain related industries and services.
KNOWLEDGE, SKILLS AND ABILITIES:
• The right candidate must fit the company’s culture: open, honest, hard-working, ethical, collaborative and supportive
• Success in this role will be driven by excellent communication, a collaborative style, the capability to think critically and proactively solve problems, and natural leadership talent
• Experience and skills in developing and negotiating sales contracts and business agreements
• Experience and skills as a manager or sales representative in biofuel, agriculture, or related industries
• Excellent speaking, writing and organizational skills
• Computer proficiency in Microsoft Office suite
• Ability to lead and function as part of a small, diverse team
• Able to work independently, and to organize and plan workload to ensure efficient time management
• Capable of beginner- to intermediate-level financial and data modeling, able to analyze and interpret commercial revenues, technical reports, and industry trends
• Travel as required, up to 75% monthly
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