Commercial Director – Industrial Automation

We are seeking an inspirational, experienced, analytical, and results-driven Director of Sales for our Industrial Automation & Finishing (IAF) segment of OTC.

The Commercial Director will be responsible for leading key customer and vendor relationships, team success and development, sales excellence, and application expertise, all leading to profitable growth. This pivotal role involves hiring, supporting and developing our technical sales team, vendor alignment, and developing and executing strategic initiatives. This position will also lead development of our value-add offering. Travel for this position will be required and amount is determined by business need.

This position will also assist in commercial integration of new acquisitions.

Position: Reports to the President of the Industrial Automation & Finishing Segment.

Direct reports include oversight of Sales Engineers and Application Engineers based out of our facilities in Phoenix, AZ, Denver, CO and Salt Lake City, UT.

There are currently over 40 associates generating over $25M in revenue supporting this role.

Responsibilities

• Sales Leadership & Management: Leads sales strategy, training, market analysis, developing and managing the sales team. Own the sales annual budget and target setting process. Sets sales policies and manages exceptions. Ensure effective department management aligning with company policies. Promote team selling and expansion of existing relationships across divisions and/or geographic areas.
• Key Customer Engagement: With sales team, build relationships with key customers. Own effort to define how we continue to improve our value to these key customers. Focus our efforts on overserving where we can grow.
• Vendor Alignment: Works closely with key vendor partners to achieve growth goals and win at customers. Own vendor relationship on execution of sales programs. Be the key contact on expediting.
• Leadership Team Collaboration: Partner with IAF leadership and corporate resources to provide expertise and achieve objectives. Collaborate with VP Operations for profitable growth.
• Develop Teams: Leads effort to assure training and skill development. Sets sales territories with Branch Managers. Develops sales compensation programs with President and HR. Builds bench strength.
• Sales Forecasting & Attainment: Establish forecasts, monitor sales activities for optimum ROI, and provide market intelligence for strategic decision-making.
• Sales Process Management: Develop strategic plans to enhance sales processes and align goals with company values. Oversee the implementation and refinement of sales KPIs and performance metrics. Lead deployment of CRM solution.
• Value Add Offerings: This position spearheads our strategic growth in both geographic and product capability offerings.

What You’ll Need…

• Bachelor’s degree in engineering, Business Administration, or related field; MBA preferred.
• Minimum 15 years of industrial automation experience. You must be technically savvy to communicate the value of our products and solutions with customers, partners, and your teams.
• History developing specifications with customers in electric motion, automation and fluid power. Familiarity with leading vendor partners a plus.
• Minimum 5 years in sales or product leadership role; management experience leading teams across multiple geographies preferred. Your management history must include growing and evolving teams into top performers with an account-expansion mindset through talent assessment, talent acquisition, performance management and succession planning.
• Strong business acumen with the ability to understand financial metrics and apply insights to strategic decisions.
• Proven track record of sales and market expertise, strong analytical and leadership skills, and a thorough understanding of the industrial products and services market.
• Ability to travel approximately 50% of the time. Most travel will be midweek with Mondays and Fridays working from the office or home. Some travel to vendor and IAF events
• Familiarity with sales operations and financial reporting
• Familiarity with utilization of ERP and CRM
• Proficiency in Microsoft Office Suite or similar software

What You’ll Get…

• Competitive salary with performance-based bonus
• Comprehensive benefits package including medical, dental, vision insurance, STD, LTD, life insurance, 401(K) with employer match, unlimited PTO, and vehicle allowance.
• Remote work opportunity within appropriate travel distance to IAF sites
• Opportunities for executive exposure, leadership development, and career advancement