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Director of Sales

Company: Crane Co.
Location: Lynnwood
Posted on: April 9, 2021

Job Description:

Crane Aerospace & Electronics is seeking a Director of Sales in Lynnwood, WA. Job Summary: The Director of Sales leads the regional sales management, inside sales and order processing, applications engineering support and demand management operations. He / She is responsible for driving sales growth and establishing processes, training, systems and best practices to maximize overall sales productivity and effectiveness. In addition, the Director of Sales teams with Product Line Management and Finance and to assure that Sales group activities are closely aligned with the business and its strategies. Essential Functions and Responsibilities: The Director of Sales responsibilities include:

  • Developing, implementing and tracking sales plans overall and by region/territory
  • Establishing and tracking KPIs, action plans and countermeasures
  • Setting quotas and managing incentive/compensation plans to drive sales growth
  • Partnering with product line managers to maximize the effectiveness of new product introductions to the field, including required tools, training, collateral and promotion needs
  • Maintenance of rep and reseller agreements and conformance to legal and ethical standards
  • Leadership of demand management and forecasting processes from the sales perspective to meet business needs
  • Establishment and maintenance of resources, tools and processes, including Order Management, Price Lists, Applications Engineering, CRM, Performance Dashboards (Qlik), RSM, Rep and Reseller training, recognition programs, competitive analysis
  • Being the sales force advocate inside the business solution
  • Managing and developing the capabilities of the extended Sales team
  • Regularly reporting to the business on plans, results, issues, needs and threats Minimum Qualifications: The Ideal candidate:
    • Has a strong ability to communicate relevant information to Crane customers and senior management
    • Brings prior experience leading global sales operations and taking specialized electronic components to the global aerospace, defense and space marketplace. Demonstrates an understanding and represents the needs of multiple stakeholders inside and outside the business as an advocate. Has strong relationship building and negotiating skills
    • Has built his or her career in a larger, pedigreed company with a strong focus on performance management, business discipline and quality
    • Is skilled at and comfortable working in a matrixed organization. Able to manage effectively through influence
    • Is able to demonstrate solid business and financial acumen with a strong top- and bottom-line orientation. Financially literate. Understands and manages issues that affect the P&L
    • Brings with her/him an entrepreneurial, "can do" creative attitude to leadership of the Sales Group
    • Is experienced in performance management and continuous improvement methodologies: problem solving, root cause and countermeasures, KPIs and Kaizan, etc. Required Experience:
      • Business development and sales of electronic components into global OEM applications. Space program and high reliability (MIL-PRF-38534) experience a plus
      • Familiarity with best practices for sales force productivity
      • International sales and channel management
      • Experience with direct, rep and distribution channel models
      • Comfortable with technical products, issues and sales or support situations
      • Demonstrates understanding of program life cycle impact on demand for commercial aerospace, defense, and space products Employment Eligibility Requirement:
        • This position requires access to controlled data or information and therefore only US persons will be considered. As a US Department of Defense contractor, we are bound by International Traffic in Arms Regulations (ITAR). Working Conditions:
          • Standard office environment
          • Work requires substantial visual concentration on detail
          • Working conditions are normal for a manufacturing environment
          • Manufacturing operations may require the use of safety equipment to include but not limited to: eye safety glasses, gowning, masks, hearing protectors, heel/wrist straps and any other required PPE
          • May be exposed to unusual environmental conditions such as loud noises, cold temperatures, confined spaces, dust or fumes
          • Requires some travel to support customers meetings, Crane Aerospace & Electronics site visits, conferences, seminars and trade shows About Crane: Crane Aerospace & Electronics supplies critical systems and components to the aerospace and defense markets. You'll find Crane Aerospace & Electronics in some of the toughest environments: from engines to landing gear; from satellites to medical implants and from missiles to unmanned aerial systems (UAS). We are committed to operational excellence and world class processes. We employ Lean manufacturing techniques to optimize manufacturing efficiency and accuracy on all product lines. Our products are known for their technical strength, proven reliability and overall value. In our efforts to maintain a safe and drug-free workplace, Crane Aerospace & Electronics requires that candidates complete a satisfactory background check prior to employment. Crane Co. reserves the right to change or assign other duties to this position. The statements contained herein reflect general details as necessary to describe the principal functions of this job, the level of knowledge and skill typically required and the scope of accountability and responsibility. This description should not be considered to be an all-inclusive listing of work requirements. Crane Co. is an Equal Opportunity Employer and does not discriminate on the basis of race, color, creed, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, physical or mental disability, pregnancy, medical condition, genetic information, or U.S. military or veteran status or any other characteristic protected under federal, state, or applicable local law, in recruiting, hiring, training and promoting.

Keywords: Crane Co., Seattle , Director of Sales, Executive , Lynnwood, Washington

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