Messer North America, Inc.
Director, Regional Sales
Messer North America, Inc., Naperville, Illinois, United States, 60564
Job Summary:
The Regional Director of Sales is responsible for overseeing the profit and loss of the business in the Midwest Region, demonstrating leadership in safety, driving business performance, and managing key customer relationships. This role requires a deep understanding of business dynamics, customer needs, and market trends to ensure long-term growth and profitability.
Principal Responsibilities:
Safety and Leadership : Lead and implement safety measures to minimize impacts on customers, personnel, business performance, and the community.
Business Performance : Analyze and drive business performance to meet or exceed growth targets, leveraging technology to maximize customer profitability and ensure optimal business returns. Manage and mitigate accounts at risk of agreement expiration.
Team Leadership : Provide leadership to regional teams, including Account Managers, Application Sales Engineers, and Project Managers. Mentor and coach Account Managers to ensure understanding of products and application technologies, enhance their role proficiency and deal strategies.
Operational Efficiency : Understand plant loading utilization and volume cost impacts.
Sales and Profit Maximization : Utilize financial and business acumen to maximize both current and long-term sales and profit in the region, making sound commercial decisions.
Future Development and Growth
Strategy Alignment : Align industry strategies with regional sales execution for new business and customer retention. Provide market feedback to refine industry strategies.
Territory Management : Ensure Account Managers have clear territory business strategies, account plans, and goals to drive new business and increase revenue and profitability.
Sales Leadership : Spend a minimum of 10 days per month with customers, offering observation and constructive feedback to Account Managers. Conduct monthly prospect reviews with Account Managers and Application Sales Engineers.
Competitive Insight : Keep Account Managers informed on market share, product supply positions, new developments, and industry trends. Anticipate competitors' sales strategies through deep business acumen.
Customer Acquisition, Satisfaction & Retention
Strategic Relationships : Develop and leverage high-level strategic relationships with key Messer customers. Ensure pricing reflects Messer's value creation and unique selling propositions.
Customer Insights : Ensure decision-maker penetration is achieved and recorded for each Messer customer organization and that Account Managers stay current on market trends and competitor activities.
Required Skills:
The ideal candidate will have a proven track record in business management, strong leadership skills, and the ability to drive business performance through strategic planning and effective team management.
Excellent communication skills and customer experience focus.
Qualifications:
Bachelor's degree in marketing, finance or technical discipline; MBA preferred.
Minimum 10 years of industry experience in technical sales and/or sales management.
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The Regional Director of Sales is responsible for overseeing the profit and loss of the business in the Midwest Region, demonstrating leadership in safety, driving business performance, and managing key customer relationships. This role requires a deep understanding of business dynamics, customer needs, and market trends to ensure long-term growth and profitability.
Principal Responsibilities:
Safety and Leadership : Lead and implement safety measures to minimize impacts on customers, personnel, business performance, and the community.
Business Performance : Analyze and drive business performance to meet or exceed growth targets, leveraging technology to maximize customer profitability and ensure optimal business returns. Manage and mitigate accounts at risk of agreement expiration.
Team Leadership : Provide leadership to regional teams, including Account Managers, Application Sales Engineers, and Project Managers. Mentor and coach Account Managers to ensure understanding of products and application technologies, enhance their role proficiency and deal strategies.
Operational Efficiency : Understand plant loading utilization and volume cost impacts.
Sales and Profit Maximization : Utilize financial and business acumen to maximize both current and long-term sales and profit in the region, making sound commercial decisions.
Future Development and Growth
Strategy Alignment : Align industry strategies with regional sales execution for new business and customer retention. Provide market feedback to refine industry strategies.
Territory Management : Ensure Account Managers have clear territory business strategies, account plans, and goals to drive new business and increase revenue and profitability.
Sales Leadership : Spend a minimum of 10 days per month with customers, offering observation and constructive feedback to Account Managers. Conduct monthly prospect reviews with Account Managers and Application Sales Engineers.
Competitive Insight : Keep Account Managers informed on market share, product supply positions, new developments, and industry trends. Anticipate competitors' sales strategies through deep business acumen.
Customer Acquisition, Satisfaction & Retention
Strategic Relationships : Develop and leverage high-level strategic relationships with key Messer customers. Ensure pricing reflects Messer's value creation and unique selling propositions.
Customer Insights : Ensure decision-maker penetration is achieved and recorded for each Messer customer organization and that Account Managers stay current on market trends and competitor activities.
Required Skills:
The ideal candidate will have a proven track record in business management, strong leadership skills, and the ability to drive business performance through strategic planning and effective team management.
Excellent communication skills and customer experience focus.
Qualifications:
Bachelor's degree in marketing, finance or technical discipline; MBA preferred.
Minimum 10 years of industry experience in technical sales and/or sales management.
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