Sales Director - Midwest or East Coast at Kalsec, Inc. in Kalamazoo, MI

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Job Summary:  


 


Direct and lead assigned personnel in the assigned team located in the U.S..  Key position responsibilities include delivering sales profit through revenue, growth volume targets, design and execute short and long-term strategies, tactical plans, and develop the assigned sales team to expand the company’s products and presence in these markets. Support and deliver Kal-Holding’s non-financial objectives through direct reports performance.



 


Grow assigned accounts by providing service (pricing, regulatory assistance, documentation requirements, etc.) on established products, and to introduce new products through end-application presentations/demonstrations with main objective of obtaining sales orders for Kalsec's product lines.


 


Essential Job Functions: 


 


1. Primary contact for assigned accounts.  In essence, the “face” of Kalsec with these accounts.  


2. Responsible for sales volume growth with each assigned Sales Manager on Kalsec core products. 


3. Maintain existing and develop new customers, always striving to increase the quality of communication between Kalsec and assigned customers.


4. Travel “in-market” with assigned Sales Managers on a regular basis to:


o Discuss and develop customer & market strategies


o Develop and evaluate Sales Manager’s talents to achieve targeted revenues through experiential learning and formal education


o Conduct customer sales calls and conduct product demonstrations with sales managers and assigned accounts


o Evaluate logistical requirements needed to support and grow the market


5. Utilize Kalsec data systems, tools, and resources in support of the Sales Managers.


o On a quarterly basis, review sales targets, project progression, pipeline size, hotspots, and forecasts.


6. Strive for greatest possible coverage with assigned accounts and direct reports by using a combination of channel partners and direct sales contacts (preferred).


7. Continually gather and assess information on pricing, product quality, applications and competitive activity, and to recommend policy changes.


8. Collaboratively develop annual forecasts for assigned accounts and assigned personnel with the objective of delivering or exceeding profit goals established through the strategic and budget planning process.


9. Collaborate with Marketing and Product Management to:


o Develop sales strategies for potential new or modified products


o Develop activities in support of both new and existing product growth at industry trade meetings and conventions


o Develop promotional and advertising media 


10. Collaborate internally with support functions for customers i.e. customer service, regulatory, technical and applications information.


11. When necessary cover for other Sales colleagues and direct reports.  This includes representing Kalsec at trade meetings and conventions as well as in the office (for Kalamazoo located personnel), vacations, etc.


12. Collaborate with peers, officers, and other interested parties in development and execution of annual Sales Meeting.


13. Manage and monitor Sales Incentive Program to reward and recognize achievement for direct reports.


14. Continually gather and assess information on pricing, product quality, end-user applications, and competitive activity with the purpose of providing strategic and/or tactical recommendations to policy or program changes.


15. Design, suggest, and execute pricing structures, services, and logistical strategies.


16. Organize direct reports to obtain comprehensive account and service coverage in order to maximize results.


17. Participate on specific non-sales projects as requested.


18. Operate within the established budget limits.


19. To fulfill the duties and responsibilities of the position in a fashion that is consistent with KALSEC VALUES.  


20. To be aware of the company's Q.A. policy and objectives.  To observe these policy provisions and fulfill in all respects the requirements of his/her job.  Q.A. procedures as defined in the quality manual shall be strictly observed.


21. Actively use the established CRM platform, Salesforce.com, to manage your account relationships, review and track progress of your assigned team’s utilization, and lead by example in keeping accounts, projects, and other metrics up to date.


 


Education/Experience/Skills: 


Required: 


• Bachelors Degree and/or 10 years of relevant industrial food ingredient selling experience


• Minimum of intermediate level experience in MS Excell, MS Word, MS PowePont and Saleforce.com


Preferred:


• Masters Degree


 


Physical Demands:


• Greater than 50% travel with assigned accounts and direct reports.

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