Dexter Magnetic Technologies
Director of Field Sales - remote
Dexter Magnetic Technologies, Chicago, Illinois, United States,
Magnetic Holdings, LLC, is comprised of three business units, or brands: Dexter Magnetic Technologies (DMT), Magnetic Components Engineering (EEC) and Electron Energy Corporation (EEC). Magnetic Holdings is headquartered just outside of Chicago, engineers and manufactures low-volume/high-value critical precision magnetic assemblies that are components of larger systems for the defense, aerospace, semiconductor, and medical markets. With ~500 employees and close to $150M of revenue, we are the leading player in North America, having grown at a >10% CAGR over the past seven years, by offering unique solutions to our customers’ magnetic engineering challenges. Our business has grown rapidly, has strong profitability even after significant spending on R&D, has state-of-the-art facilities, and is owned by a long-term oriented investor.Currently, all three brands employ a direct sales model, focused on OEM and tier suppliers in key high-growth markets. Direct sales and engineering engagement is imperative given the complex technical nature of the sales process and the need to define the most appropriate solution. Often times, we develop solutions for novel applications that currently use an inferior alternative solution. Our ability to find these “white space” opportunities creatively and efficiently is a critical enabler of growth.Position SummaryThe Director of Field Sales is responsible for leading the U.S. sales team in driving revenue by developing and executing strategic plans to achieve sales targets and expand our customer base, and by building and maintaining strong, long-lasting customer relationships. The leader will be responsible for building an organization capable of achieving such growth strategies, advocating for resources, overseeing the results, adjusting plans as needed, and instilling our culture to support the growth.Essential Duties and Responsibilities
Develop and implement strategic sales plans to meet Dexter’s goals. Investigate and establish sales potential for specific markets and aid in development of a sales plan for the profitable penetration of the market including products, business potential, pricing, competition, logistics and channels.Mentor, coach and develop the sales team to successfully implement specific growth plans including incrementally new platforms and accounts. Assists field sales team with account strategies, territory planning and administrative responsibilities to grow the regional business within existing accounts and to ensure a high level of customer satisfaction is maintained.Directs sales forecasting and budgeting activities and sets performance goals, accordingly. Recommends or approves budget and expenditures.Works with regional sales team on the review of customer specifications, prints and other customer documents to develop and prepare cost estimates or projected increases in production from the customer’s use of proposed products.Implements Key Account Management sales techniques at top regional/global accounts and works closely with key decision makers, such as purchasing, engineering, management, or other professional and technical personnel to value sell and drive profitable sales growth.Assists regional sales team towards the successful introduction of new products and analyses of sales and marketing procedures. Works closely with Engineering and Marketing and makes recommendations for sales procedures including analyses of regional pricing vs. competition and discount policies and recommendations to increase profitability and market penetration.Acts as a resource to sales team in contract opportunities and proposals. Administers existing sales contracts and agreements. Assists sales team with contract negotiations, closing the sale and developing marketing plans for contract accounts.Work strategically and efficiently with business development, marketing and engineering. Act as a liaison with customer service, engineering and operations to assure that customer orders are shipped on a timely basis and via the most economical routing consistent with the needs of the customer.Monitors and evaluates the activities of regional competition and communicates updates with Marketing and Engineering.Delivers sales presentations to key accounts, assists with maintaining relationships and negotiating and closing deals.Prepares and publishes monthly sales report including performance to annual budget for sales, orders, and new business opportunities.Maintain a CRM database inclusive of customer contacts, call reports, opportunity details, and specific project/sales pipeline information.Perform other duties as required.Targeted Salary Range: $170,000-$185,000. Total compensation package is base salary plus variable compensation.Education and ExperienceBachelor’s degree required; engineering field of study preferred. Master’s degree in business a plus.Minimum of 5 years of direct leadership experience in sales, marketing, or business development.Minimum of 10 years direct field sales experience with demonstrated progressively increasing levels of responsibility selling engineered products and assemblies into large multi-national OEM’s in highly regulated markets with long selling cycles.Ability to lead and motivate a team.Possess competencies in market knowledge and customer vernacular to hold credible discussions with all participants in the sales process within Aerospace, Medical, and/or Defense markets.Excellent interpersonal skills required. Results driven. Excellent working knowledge of sales and marketing principles. Strategic thinking capability with high business acumen.Experience using a CRM for funnel management, forecasting and documenting customer interactions required.Strong coaching, mentoring and critical feedback capabilities.Excellent negotiating skills: can negotiate skillfully in tough situations with both internal and external groups. Can win concessions without damaging relationships. Can close business with a high rate of success.Excellent problem solving skills uses rigorous logic and methods to solve problems producing effective solutions to problem statements.Excellent time management skills: concentrating effort on priorities and overall planning, awareness, and response to what is due now, short and long term. This includes for self as well as for a team.Ability to initiate and complete multiple concurrent projects.Impactful in a variety of formal presentation settings: one to one, small and large groups with peers, direct reports, and senior management.Between 50% - 75% overnight travel required. Must be able to drive a car and be insurable.
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Develop and implement strategic sales plans to meet Dexter’s goals. Investigate and establish sales potential for specific markets and aid in development of a sales plan for the profitable penetration of the market including products, business potential, pricing, competition, logistics and channels.Mentor, coach and develop the sales team to successfully implement specific growth plans including incrementally new platforms and accounts. Assists field sales team with account strategies, territory planning and administrative responsibilities to grow the regional business within existing accounts and to ensure a high level of customer satisfaction is maintained.Directs sales forecasting and budgeting activities and sets performance goals, accordingly. Recommends or approves budget and expenditures.Works with regional sales team on the review of customer specifications, prints and other customer documents to develop and prepare cost estimates or projected increases in production from the customer’s use of proposed products.Implements Key Account Management sales techniques at top regional/global accounts and works closely with key decision makers, such as purchasing, engineering, management, or other professional and technical personnel to value sell and drive profitable sales growth.Assists regional sales team towards the successful introduction of new products and analyses of sales and marketing procedures. Works closely with Engineering and Marketing and makes recommendations for sales procedures including analyses of regional pricing vs. competition and discount policies and recommendations to increase profitability and market penetration.Acts as a resource to sales team in contract opportunities and proposals. Administers existing sales contracts and agreements. Assists sales team with contract negotiations, closing the sale and developing marketing plans for contract accounts.Work strategically and efficiently with business development, marketing and engineering. Act as a liaison with customer service, engineering and operations to assure that customer orders are shipped on a timely basis and via the most economical routing consistent with the needs of the customer.Monitors and evaluates the activities of regional competition and communicates updates with Marketing and Engineering.Delivers sales presentations to key accounts, assists with maintaining relationships and negotiating and closing deals.Prepares and publishes monthly sales report including performance to annual budget for sales, orders, and new business opportunities.Maintain a CRM database inclusive of customer contacts, call reports, opportunity details, and specific project/sales pipeline information.Perform other duties as required.Targeted Salary Range: $170,000-$185,000. Total compensation package is base salary plus variable compensation.Education and ExperienceBachelor’s degree required; engineering field of study preferred. Master’s degree in business a plus.Minimum of 5 years of direct leadership experience in sales, marketing, or business development.Minimum of 10 years direct field sales experience with demonstrated progressively increasing levels of responsibility selling engineered products and assemblies into large multi-national OEM’s in highly regulated markets with long selling cycles.Ability to lead and motivate a team.Possess competencies in market knowledge and customer vernacular to hold credible discussions with all participants in the sales process within Aerospace, Medical, and/or Defense markets.Excellent interpersonal skills required. Results driven. Excellent working knowledge of sales and marketing principles. Strategic thinking capability with high business acumen.Experience using a CRM for funnel management, forecasting and documenting customer interactions required.Strong coaching, mentoring and critical feedback capabilities.Excellent negotiating skills: can negotiate skillfully in tough situations with both internal and external groups. Can win concessions without damaging relationships. Can close business with a high rate of success.Excellent problem solving skills uses rigorous logic and methods to solve problems producing effective solutions to problem statements.Excellent time management skills: concentrating effort on priorities and overall planning, awareness, and response to what is due now, short and long term. This includes for self as well as for a team.Ability to initiate and complete multiple concurrent projects.Impactful in a variety of formal presentation settings: one to one, small and large groups with peers, direct reports, and senior management.Between 50% - 75% overnight travel required. Must be able to drive a car and be insurable.
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