Position Description

Commercial Sales Director - Heavy Truck
Internal Job Title Commercial Sales Director - Heavy Truck
Region Cascade Engineering
Shift 1st
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Position City:
Grand Rapids
Position State:
Michigan

Role Summary

Provide leadership and direction for the Truck Account Management team. Develop sales plan and strategy to support the 1 year and 5 year sales targets. Identify new market and industries for sales penetration. Position will be involved in all facets of the sales process, from pre-award negotiations, to post-launch commercial issue resolution. This position is instrumental in shaping the strategy and direction of the company. This position may be located in/near any of our Cascade Engineering Family of Companies Facilities: Grand Rapids (MI), Montpelier (Ohio), Mount Airy (NC) Grand Prairie (Texas), or Brownsville (Texas).

Responsibilities

  • Train, coach, and develop CK Technologies Truck Account Managers.
  • Assist in creating, building, and maintaining successful relationships with their customer base.
  • Set proper goals and expectations. Provide metrics to measure performance.
  • Provide regular feedback on their performance.
  • Negotiate and bring long term agreements as needed with each OEM to signature.
  • Manage Sales Coordinator.
  • Conduct annual associate performance reviews.
  • Develop and execute annual department strategic plan.
  • Develop and manage annual departmental budget.
  • Develop annual sales projections.
  • Develop and maintain Key Account Plans for each OEM.
  • Interact proactively with other departments and executives to effectively achieve company objectives.
  • Work closely with Program Management and Engineering to ensure proper customer support.
  • Work closely with VP of Technology to identify products, processes, and partners that will support sales plan strategy.
  • Work closely with estimating to drive quote turnaround time and meet customer expectations.
  • Actively participate in identifying and developing new customers.
  • Must be able to demonstrate an ability to break through roadblocks to further the sales process.
  • Develop and maintain five year sales forecasts.
  • Participate in managing overall Gross Margin stability through development process and subsequent engineering changes.
  • Act as liaison between customer’s management team and internal management team.
  • Keep current on customer and competitor information and trends and keep the competitor database updated.
  • Work closely with CE Family of Companies to identify opportunities to leverage collective strengths.
  • Other responsibilities as assigned.

Culture Bearer

  • CES methodology and thinking with an emphasis on True North
  • Understands and supports the values of  the Triple Bottom Line (TBL)
  • Exhibits high moral and ethical standards and high integrity
  • Values people regardless of their background
  • Exhibits the traits of a servant leader
  • Exhibit the principles of 7 Habits and Emotional Intelligence
  • Encourages open dialogue and communication
  • Develops high trust relationships within all levels of the organization
  • Responsible for relations with the communities being served by the organization and the general public
  • Represents the organization as appropriate with community organizations, government officials, and other constituencies
  • Pursues Excellence

Cascade Enterprise System / Lean / Operational Excellence

  • Responsible for Strategy Deployment by supporting Level 0 and Level 1 Initiatives in their Mission and VSA A3s
  • Leader or Core Team Member in their respective Mission Center Room
  • Responsible to achieve CES Immersion for their teams
  • Responsible to develop and maintain Leader Standard Work that focuses on eliminating the 7 forms of waste in the pursuit of excellence
  • Maintain a shop floor by understanding how your department impacts the production process and manufacturing’s pursuit of operational excellence

 

Minimum Education, Experience and Core Competency Requirements

  • Minimum of a Bachelors degree with 10-15 years of experience in product sales with at least 5 years experience in sales management.
  • Must have knowledge/experience of injection molding industry and decorative exterior transportation industry components/systems.
  • Must have track record of managing sales activities of others to achieve revenue objectives.
  • Strong presentation, organizational, and problem solving skills.
  • Strong verbal and written communication skills.
  • Strong background in accounting principles and practice.
  • Previous experience and accountability for profit and loss statements.
  • Working knowledge of and/or adaptability to CE culture.
  • Proven analytical and problem solving skills.
  • Strong team building skills.
  • Collaborative and synergistic attitude and focus.
  • Experience working with manufacturing based technology, processes and principles preferred.
  • Working knowledge of budgets and financial statements.