Job Description – Director of Field Sales, Sullivan-Palatek, Inc.
Position reports to the company CEO:
Background: Sullivan-Palatek is a manufacturer of portable and industrial air compressors that are sold predominantly in the US and Canada, with a limited amount of export business.
Primary direct customers include distributors who resell the air compressors to the end user, rental equipment companies and a few select OEM or national accounts. The company employs several outside salespeople who call on the above as well as direct customers to solicit orders, train the customers and create a long-term business relationship. As a result, the critical ingredient to the company’s growth success is the effectiveness of the direct outside sales staff.
The focus of the Director of Field Sales is to work one on one with the company outside salespeople, coaching them, training them and holding them accountable to meet sales objectives and KPI’s in line with the company’s growth-oriented core value. The Director of Field Sales also will develop strategies that address the complexities of Industrial distribution and coordinate sales needs with the company operations. The position is based out of the Sullivan-Palatek plant in Michigan City, Indiana; however, it will involve considerable travel.
Conduct bi-monthly one on one reviews individually with each direct report that addresses order activity, order pipeline and compares it to sales goals and market share. When goals are not being met, further analysis should be made to understand the reasons for not meeting the goals.
Conduct monthly team sales meetings by Zoom that address training, company communication and strategies needed that will improve the effectiveness of the sales staff.
Director of Field Sales must spend adequate time in the field with each direct report, calling on key customers and targeted new accounts. The purpose of this work is to evaluate the effectiveness of each salesperson, make coaching recommendations, and get feedback about market conditions and company performance from direct customers.
Attend and direct all four key trade shows and coordinate activities of non-core trade shows.
Oversee meetings of key customers who visit the plant location.
Develop strategies that improve the company’s market share with existing customers and acquire new customers.
Remediate or replace an under-performing salesperson in accordance with company guidelines.
Work professionally with other departments and cross facilitate sales needs to administration, marketing/promotion, production and engineering.
Participate with the officer team to implement strategic planning.
Execute other miscellaneous assignments that could come up in the ordinary course of business.
Compensation: Base salary in line with experience, plus attractive commission program based on meeting specific goals. Company benefits include health care, vision, dental and 401K program.
Education and/or Experience
Effective track record in outside sales and new account development.
Background in the compressor industry or related equipment industry that uses distribution for sales.
History of managing a staff and holding them accountable for meeting employment objectives.
Demonstrate assessment techniques of examining, questioning, evaluating, and reporting on the performance.
Possesses excellent people skills and ability to delegate effectively.
Show the ability to interpret and analyze complex data and exercise initiative, sound judgement, problem solving and decision-making.
Understand basic financial reporting (P/L statements and Balance sheets), along with controlling expenses within the company.
Possess basic computer skills: Microsoft Office (Word, Excel, Outlook, and PowerPoint), SAP, internet search capabilities, WebEx/Zoom hosting skills.
The job is in Michigan City, IN and the applicate must live within a reasonable commute to the facility or be willing to re-locate.