Sales Director Americas

Position Summary

The role exists to lead the regional best in class sales management function.  Builds and leads a market focused team to achieve revenue and margin growth above industry benchmarks while developing strategies to meet strategic growth objectives. Is executing defined business strategies, supporting marketing initiatives, new product/new market development programs, business/technology acquisitions and value creation avenues for both customers and sector.  Drives profitability by working closely with the business/product line line management function and utilizing value capture processes, optimum pricing strategies, and value selling while achieving optimum asset utilization and product mix. Works closely with other members of the HAM Team to execute the various product strategies.  Promotes Huber Vision and Principles and the desired culture by developing professional and leadership competencies for all business unit employees. Can be based in Atlanta or home office.

Principal Duties & Responsibilities

• Execution of regional product line strategies to maximize Gross Margin by customer, region, plant and market segment. Support Business Managers and Management in formulating, communicating, and implementing product line strategies. For market segmentation working closely with Marketing as the segmentation expert function.
• Creates and owns Regional Sales Plan based on Product Line Strategies and monitors progress.
• Builds a world class commercial organization and leverages tools & processes across the portfolio including key account management, pricing strategies, customer value propositions and value selling, needs based segmentation, margin management, etc.
• Leads regional Sales team to achieve aggressive growth and profitability goals in a highly competitive market.
• Price strategy & management
  • Manages price, volume, gross profit on a regional basis
  • Defines and maintain price lists and floor prices for each region 
  • Approves off list pricing in cooperation with Business Managers
  • Provides pricing guidance to sales and customer service
  • Understands cost structure and manufacturing limitations
  • Ensures wining value propositions in Product positioning, segmentation, trade-up tactics
  • Creates insight in profitability of products, markets and regions and defines strategies and tactics to improve profitability
• Defines how markets and countries are served through either direct Sales, Distribution/Agents or other channel partners or a combination. Ensures management and excellence in commercial and technical support of Distributor network.
• Effective global Key Account Management.
• Support business plans and commercial launch plans for innovation pipeline growth products and/or platforms.
• Ensures regional team is well connected in the marketplace by leading the development and maintenance of in-depth, high-level relationships with customers, co-suppliers and industry contacts.  Leverages these connections to ensures complete, accurate and timely business information used for developing forecasts, economic trends, operating plans and budgets, and strategic marketing systems.

Specialized/Technical Knowledge or Required Skills

• Minimum MBA degree or equivalent experience in Sales and Business.  Undergraduate degree in engineering or technology.
• 15+ years of progressive responsibility, including at least 8 years’ experience in Sales management within comparable industries.
• Demonstrated ability to execute Sales plans resulting in above average business performance.
• Demonstrated ability to be a self-starter and proven leadership skills to energize and engage a multi-functional regional team of professionals.

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