Director of Sales - Industrial

WHY WERNER? BECAUSE WE ARE THE PRO'S CHOICE! You will find our market leading products and brands on trucks and job sites all over the world. Focusing on end users' needs drives our success. Our entire product development process-from research to engineering to manufacturing to commercialization-creates products that ensure ease of use, productivity, durability and safety for the end user. On jobsites across America and the world, WernerCo brands are most preferred.

Are you ready to lead a dynamic team into the forefront of the industrial market? We are seeking a visionary Director of Sales for the Industrial sector who thrives on driving growth and innovation. In this pivotal role, you will spearhead our strategic initiatives, forging new partnerships, and expanding our market presence. If you are motivated by exceeding sales targets and building high-performance teams, join us on this journey towards unparalleled success!

The Director of Sales - Industrial/Infrastructure manages a team (comprised of internal Strategic Account Managers and external agencies) responsible for the sales and marketing strategies for WernerCo's portfolio of industrial and infrastructure products. The industrial channel is focused on MRO/Industrial distributors and end-users (i.e. Grainger, Fastenal, Frito Lay, Pepsi) and the newly established Infrastructure vertical includes Telcom, Utility, Solar and Electrical (Sonepar, Wesco, Verizon, First Solar). The role includes identifying and developing areas of sales growth and profit enhancement over the short, medium and long term. The Director will have strong leadership skills and the ability to drive company success through an in-depth knowledge of the market and competitors, excellent customer service, as well as solid interpersonal and communication skills.

Strategic Management:

Aligns the sales objectives with the business strategy through active participation in planning, sales strategy development, forecasting, and budgeting.
• Develop Sales strategy including identifying customer needs, challenges, performance metrics, assortment /mix opportunities, strategy alignment, and resources required.
• Drive strategic and tactical decisions using data analysis (competitive analysis, pricing & market positioning, competitive strategy and SWOT).
• Be a business integrator - understand how actions and decisions impact other functional areas and total business cost.
• Continuously identify opportunities to streamline our business through consistent pricing, programming, and policy management disciplines.
• Collaborate cross-functionally with sales, marketing, and operations teams to meet customer demands and achieve sales targets.

Account Penetration/ Relationship Management:

• Proactively build relationships with key customers to identify and establish rapport with key decision makers and influencers at all levels to drive sales, long range strategy and partnership collaboration.
• Entrenchment in top level customer's business -ability to identify and establish relationships with key decision makers high, deep and wide
• Ongoing dialogue/ relationships at executive level/longer range strategic influence and partnership collaboration
• Expertise in sales process and negotiation skills focused used to manage top level business deals including closing new business, renegotiating contracts, implementing price changes.

Business/ Financial Acumen:

• Meets assigned targets for profitable sales volume, market share, and other key financial performance objectives.
• Expert knowledge of key business metrics and the levers that impact them including P&L at a business and account level.
• Accurately plan and forecast the business, in the short term, based on macro market trends, account category performance, strategic/promotional initiatives, POS trends and customer inventory replenishment strategies.
• Develop and present a business case/financial metrics/ROI Analytics and gain buy-in from internal stakeholders.
• Develop and hold team accountable to set of KPI's and scorecard that are reviewed monthly.

Leadership/Talent Development:

• Instill Werner values and culture consistently across a team, lead by example by living the values, and hold people accountable.
• Through active partnerships with Human Resources, responsible for establishing learning and development objectives essential to the sales organization's success, ensures the effective delivery of training and development programs, actively assesses the value of training and development investments, and monitors learning and development outcomes to ensure high ROI.
• Ensure all agency and customer sales teams are properly trained on all products to maximize sales effectiveness.
• Foster team through coaching, skills assessment, objective setting and elimination of roadblocks.

Experience & Education:

Required

• Bachelor's Degree in Business Administration, Marketing or related discipline MBA desired
• 10+ years of business experience with increasing responsibilities in planning, marketing, and sales in the industrial/professional building materials market.
• Proven sales skills including, but not limited to, customer's business/category expertise, account level planning, presentation skills, consultative selling & negotiating skills/winning through influence, sales tactics execution, new and existing business development and internal stakeholder influence.
• Demonstrated experience and execution in achievement of market share growth and profitability improvement for a $100M+ divisional business unit.
• Advanced level skills using MS Office products to include Word, Excel, PowerPoint and Outlook

Key Competencies:

• Extensive commercial business knowledge
• Strong interpersonal skills
• Strong communication skills - verbal and written
• Strong negotiation skills
• Listening skills
• Able to work as part of a team and independently
• Problem analysis and problem-solving
• Attention to detail and accuracy
• Adaptability and multi-tasking ability
• Initiative (self-starter)

Travel Requirement

• Willingness to travel 50%-75% of the time related to account development requirements

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WernerCo is committed to fostering, cultivating, and preserving a culture of diversity, equity and inclusion. WernerCo is an equal opportunity employer and prohibits discrimination and harassment of any kind. All qualified applicants to WernerCo are considered for employment without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status or any other protected characteristic. WernerCo will not tolerate discrimination or harassment of any kind based on these characteristics.

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