Description:
American Equipment Holdings (AEH), is one of the leading overhead crane solutions providers in the United States. Over the years, our ability to grow and set ourselves apart from the competition is the result of a tried and true philosophy – take care of our customers and take care of our people.
We also believe that our people matter, which is why we are committed to providing our team members with competitive wages, attractive benefit offerings, and abundant training offerings. As one of the fastest growing companies in our industry, new opportunities are regularly available that enable our team members to develop, grow, and pursue their career passions.
Position Summary:
American Equipment Holdings is seeking a full time Sales Director to lead the company's Lifting and Rigging regional sales managers and their sales teams and own the supporting sales management system/playbook and execution of the annual sales plan. Company regions will have a field sales team that markets and sells company products and services, as well as a team of service technicians that perform onsite support services.
Strategic Sales Objective:
AEH's mission is to maintain and expand its customer base through the development and execution of sales objectives and associated plans for sales regions, growing its sales volume both through organic and inorganic opportunities. AEH‘s vision is to build a nationwide network of crane, below-the-hook, and scale distribution, fabrication, service, and solution capabilities that supports employees and delivers an unmatched customer experience.
Position Purpose:
Directly lead the company's sales organization personnel and own the supporting sales management system/playbook and execution of the annual sales plan. Cooperatively and effectively work with management and other division leaders in building an aggressive sales growth strategy and leading a team of sales professionals in executing established and approved sales goals across the team.
Responsibilities:
- Lead the creation and buildout of the company annual sales plan and budget, including bookings and margin forecasts for each region and sales territory, customer and product / service segment, and individual seller booking targets.
- Provide coaching and performance management for Regional Sales Managers to build consistent sales processes, performance tracking tools, achievement of the sales plan and strategic growth initiatives, and sales leadership bench.
- Build sales operation support team required to support the achievement of the sales plan and strategic growth initiatives.
- Participate in the design of sales territories and account packages and then recruit, hire, and onboard talented and motivated sellers to fill out all sales territories within each division.
- Design and develop standardized sales management systems, processes, and supporting tools that all sellers use to plan and execute the sales cycle.
- Develop and leverage CRM reports for key sales funnel leading indicators to foster a proactive sales culture.
- Develop and oversee a cadence of opportunity closure meetings to achieve bookings, margin, and payment term targets.
- Partner with Operations and Service leadership to establish an effective S&OP process.
- Analyze market and industry trends, providing key insights to executive leadership.
- Lead sales team in achieving the strategic growth objectives for Service and Cross-Selling, as well as other developed and approved sales plan.
- Partner with Service leadership to plan and coordinate strategies for the sales of field services, growing billable technician hours, service projects and service contracts, and effective support of key customer sales contract execution.
- Partner with AEH Learning & Development to create a sales team viewed by customers as their most trusted partner through deployment of a comprehensive sales training process.
- Collaborate with the marketing department to develop effective customer acquisition and retention campaigns with measurable payback, supporting the achievement of the sales plan and strategic growth initiatives.
- Analyze the merits of a National Accounts Manager or team, providing a cost-benefit proposal if appropriate.
Required Skills/Abilities
- Successfully sold mission-critical industrial equipment in a territory or region geography to industrial business customers.
- Experience in selling industrial services that leverages field technicians.
- Directly led a field sales function that included multiple customer segments, product categories, business divisions, and seller types with total sales revenue greater than $200M.
- Operated sales and sales management in CRM and ERP platform systems.
- Directly led company or region level annual sales planning process to produce the annual sales plan and corresponding goals and quotas.
- Directly led winning sales contract negotiations for key customers and set pricing and other terms and conditions.
Preferred Qualifications:
- Engineering or industrial technical sales background
- Leadership of regional or national field sales team
- Engineering, technical, or business degree or credentials
Work Environment, Position Type and Expected Hours of Work:
- Office environment- sitting at a desk and working on a computer.
- Occasional site visits, visits in industrial environments, meeting with existing and new vendors- light walking, lifting, crouching maybe involved.
- Must be able to lift up to 25 pounds at times.
- Non-exempt, full time role- Monday through Friday normal work hours
- Ability to travel frequently within the United States
What we offer:
We offer competitive compensation and benefits package, including health insurance, retirement plans, and paid time off.
- Company Car/Stipend
- Health Insurance
- FSA & HSA options for healthcare
- Critical Illness, Accidental, and Hospital Indemnity Plans
- Dental and Vision
- STD & LTD
- Basic & Voluntary Life AD&D
- 4% Matching 401K
- PTO Negotiable
- Company provided PPE
American Equipment Holdings is an organization of leading overhead crane and hoist, industrial weighing, and below-the-hook service providers in the United States. Together, our companies provide comprehensive solutions for everything related to customers' overhead crane and hoist, rigging, and weighing and measurement needs, including OSHA mandated inspections, preventative maintenance and repair field services, parts, engineering, ISO certified fabrication, new and replacement equipment, automated systems, system modernizations and training. American Equipment Holdings is one the largest and fastest growing companies in our space with more than 800 dedicated team members that serve thousands of customers throughout the United States.
Proof of right to lawfully work in the United States required.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
We are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Requirements:
Compensation details: 200000-220000 Yearly Salary
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