Director of Sales (Western Europe)

SUMMARY

Sets the Sales strategy and oversees the establishment and execution of strategic sales plans of Peli heritage products lines to OEMs and of distribution channels in order to develop the business. Determines the best “routes to market” in order to achieve sales growth goals and to enhance the company’s position within the assigned EMEA market.

PRIMARY DUTIES AND RESPONSIBILITIES

• Set and maintain and effective sales strategy with OEMs and indirect business (online channel strategy included)
• Oversee the establishment and execution of strategic sales plans of Peli Customized Case (Technical Packaging) applications to Aerospace/Defense Contractors (and related sub-contractors) and direct military organizations
• Oversee the establishment of strategic sales plans, promotional campaigns, pricing strategies and distribution channels of Standard Case solutions, Professional Lightning and Advanced Portable Lighting systems
• Effectively map commercial position in various markets (geographical and vertical). Provide in-depth analysis of current and anticipated business conditions affecting company products, customer requirements and product positioning for the Sales Department, including, but not limited to, technology requirements, sales, pricing, and marketing practices of other competitors. Approve appropriate short and long-range sales plans.
• Set and maintain pricing policies to maintain required profit margins, to achieve sales growth goals, and to enhance the company’s position in the EMEA market
• Establish and review the appropriate sales reports from Sales Managers and Representatives to ensure that sales goals are being met by established time frames
• Oversee trade show participation, sales training and sales promotional activity within the Sales Department to promote the sale of company products.
• Ensure that the Sales team correctly implements the company Sales strategy.
• Participate directly, when necessary, in high-level Sales negotiations
• Insure direct follow-up of Key Accounts
• Expose clients to Peli’s custom Roto Mold capabilities and refer interested clients to the appropriate Sales Manager
• Setup and review of Sales statistics to optimize forecasts and set goals/objectives
• Coordinate sales activities with other departments such as marketing, engineering and operations as needed, in order to ensure the optimal service levels to customers in conjunction with the desired company productivity
• Oversee the planning and implementation of periodic sales meetings to educate, train, and stimulate sales productivity and to keep the sales team abreast of new products in the market to include:
• Manage the assigned staff as appropriate, including but not limited to overseeing the training and development of all employees within the Technical Packaging Sales division, monitoring vacation, recommending pay increases, participating in hiring decisions, disciplinary actions, performance evaluations, training and development and other employee issues as needed
• Actively support Peli’s commitment to Quality and all quality objectives, with an emphasis on continuous improvement
• Perform special projects and additional duties as assigned by the VP of Sales and Marketing.

JOB REQUIREMENTS

• University Degree in Engineering related fields.
• Minimum 10 years’ experience in Technical Sales Management
• Must have worked in a fast-paced organization
• Proven sales experience in both distribution and project/technical sales (i.e. 12-18 months sales cycle, public tenders, integrated systems) of capital goods
• Proven multinational team management of at least 3 years across a diverse geographic and cultural background
• Must be able to demonstrate expertise in a variety of sales concepts, practices and procedures
• Must have strong leadership skills and interact effectively and cooperatively with employees at all levels
• Must demonstrate solid judgment to plan and accomplish goals and champion ethical business practices at all times.
• Technical skills: previous knowledge or ability to quickly learn the technical aspects of Peli’s case applications
• Must have excellent analytical, numerical and organizational skills
• Must have excellent written, negotiation, presentation and verbal communication skills
• Ability to work closely with key members of other departments in a multicultural environment
• Verbal and written fluency in English is required, with skills in at least one or more other European languages (German, French and/or Spanish)
• Must be proficient with Word, Excel, Power Point, and other appropriate software. Knowledge of SAP, SalesForce and Power BI a benefit
• Must have the ability to complete assignments within time frame specified by the VP of Sales and Marketing EMEA
• Must be available to work overtime on evenings and weekends, with or without advanced notice
• Must be able to operate in a fast-paced organization and handle multiple projects simultaneously
• Must be able to travel within designated area on a regular basis, a minimum of 2-3 weeks per month
• Full valid driver’s license.

Peli is an Equal Employment Opportunity/Affirmative Action employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.