Director of Sales and Programs - #178706

Job Details

Description

This position will require access to ITAR and/or EAR controlled technical data, technology or source code, and requires that all individuals in this role be authorized to access such information

General Description

The Director of Sales & Programs is a Department Head in charge of the Sales and Programs Department. The Program Managers, Product Managers and Sr. Sales Administrator are direct reports. This is a senior management level position, reporting to the Vice President of Operations, Sales and Programs. The position requires a person who is a self-starter with strong organizational, leadership, motivational, managerial, and presentation skills. The Director of Sales & Programs interacts with people at all levels of the organization and acts as a representative of the company to our customers’ organizations therefore, excellent interpersonal and communication skills are essential.

Primary Responsibilities

• Overall supervision and management of the Sales and Programs Department (reference ‘Management Responsibilities’)
• Lead responsibility for strategic and annual planning and implementation for Sales and Programs Department
• Lead responsibility for business expansion within existing business lanes, customers, and programs
• Oversee all estimating, quoting, and proposal activities
  
  

Education And Experience

Qualifications: To perform this job successfully, an individual must be able to perform each essential job responsibility satisfactorily. The requirements listed below are representative of the education, knowledge, skills, experience, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree in a business or technical discipline, or equivalent experience
• Demonstrated managerial and supervisory experience with a minimum ten years’ experience in manufacturing, preferably in the rubber or composites industries; experience in the defense and aerospace industries is preferred
• Demonstrated creative ability with extensive experience in business development, sales, program management, or marketing roles
• Proficient in MS Office suite of software with emphasis on PowerPoint, MS Project, and Excel
• Experienced in:
• Estimating and product costing
• Analyzing data and developing action plans
• Project coordination and management
• Strong negotiating approach and skills
• Strong written and verbal communication skills
• Demonstrated ability to lead, motivate and achieve results through others
• Excellent conflict resolution skills and demonstrated experience in directing and motivating multi-level talent
• Strategic and operational planning expertise with an action oriented perspective
• Sound problem analysis and logical thinking with the ability to develop effective solutions and execute to achieve desired results
• Positive, proactive, self-directed approach
• Ability to anticipate needs; forecast conditions; set goals/standards and measure results; and effectively adapt to changing situations, unexpected issues and varied job demands
  

Specific Tasks And Focus Areas

• Overall supervision and management of the Sales and Programs Department (reference ‘Management Responsibilities’)
• Program Mangers, Product Managers, & Sales Administrator as direct reports
• Prioritize major work assignments, projects, and initiatives
• Assign individual and team project responsibilities
• Lead responsibility for strategic and annual planning and implementation for Sales and Programs Department
• Develop and champion departmental mission statement and operating principles
• Generate and update bookings and sales forecasts
• Establish and monitor departmental key performance indicators and metrics
• Conduct annual business review and planning; set departmental goals, objectives, and priorities
• Track implementation and performance of same
• Periodically review and evaluate the results with team
• Prioritize major work assignments, projects, and initiatives
• Lead risk analysis and mitigation activities for the Department
• Collaborate with Executive Staff on corporate planning, goals, and objectives
• Lead responsibility for business expansion within existing business lanes, customers, and programs
• Identify and pursue expansion opportunities
• Cultivate and develop existing relationships with customer key decision makers, particularly senior procurement and program office officials, with an emphasis on creating intense customer loyalty
• Conduct routine sales calls at customers
• Development of program plans, product business plans, annual capture plans, including sales strategies and action plans for identified targets of opportunity
• Monitor and analyze customer satisfaction and feedback; lead corrective and improvement actions as warranted
• Analyze and assess competitive environment
• Coordinate promotional activities and trade show attendance or participation
• Oversee development and maintenance of our Website
• Prepare periodic reports to Executive Staff on expansion activities and results
• Oversee all estimating, quoting, and proposal activities
• Initiate, lead, and direct pre-proposal and proposal efforts
• Approval of all proposals
• Coordinate and oversee preparation of major contract proposals, including proposals that fall under the TINA threshold
• Lead negotiator for major contracts
  

Management Responsibilities

• Responsibilities include:
• Interviewing, hiring, training and developing employees
• Coordinating, planning, assigning and directing work activities
• Performance appraisals; rewarding and providing for employee discipline when required
• Foster a well-trained, professional, motivated staff willing to take responsibility for and be accountable for achieving department and company goals
• Encourage employee participation and contribution to planning
• Communicate effectively with staff such that they thoroughly understand expectations and performance requirements
• Build teamwork such that every employee values the achievement of the department and the company more than their personal achievement
• Create a satisfied and efficient work team that gives 100% effort to every task
• Establish and direct departmental policies and procedures, ensuring compliance with all company and regulatory policies and guidelines
• IQMS implementation and utilization
• Maintain historical records IAW retention policies
• Flow down responsibilities, goals, and objectives to department employees
• Supervise day-to-day departmental priorities, activities, and personnel as required
• Provide feedback to staff throughout the year on their performance
• Conduct periodic performance appraisals
• Review progress on meeting personal goals and objectives during the year
• Oversee training and growth of staff
• Determine employee growth desires and capabilities
• Foster improvements in the capabilities and performance of department employees year-over-year
• Identify employee strengths and weaknesses; look to leverage strengths and improve weaknesses
• Identify required training, tools, aides, etc. needed to continuously improve department and individual performance
• Ensure that the necessary resources are in place and available to meet all quality, schedule, cost, and customer service commitments
• Metrics (potential list)
• Customer engagement and satisfaction
• Bookings growth
• COGS
• Customer satisfaction
• Quote capture rate
• On time delivery
• Cycle time for quotation submittal
• Number of hours of (formal) training per employee
• Employee satisfaction
  
  

• Intangibles – traits, characteristics, temperament
• Building Relationships
• Communication – listening / speaking / writing
• Critical thinking capability
• Insightful, proactive nature with an ability to anticipate future events
• Global Thinker
• Motivation
• Performance Management
• Planning and Organization
• Problem Solving
• Resiliency
• Selecting and Developing People
• Setting Goals / Establishing Objectives
• Situational recognition and analysis skills
• Strategic Planning
• Works well under pressure
  

“AA/EOE/W/M/Vet/Disable”

R.E. Darling Co., Inc. is an equal opportunity employer. All qualified applicants will receive consideration of employment without regard to race, religion, color, national origin, gender, gender identity, sexual orientation, age, status as protected veteran, among other things, or status as qualified individual with disability.