Director of Sales Growth

Davlyn Group•Spring City, PA

About The Position

The Director of Sales Growth is responsible for bringing new and significant sales opportunities to the organization. Reporting to DAVLYN’s CEO, the Director of Sales Growth fosters close working relationships with internal and external stakeholders to ensure the sales & marketing organization’s efficient operation and success. This position directly touches the North American sales team-Global Key Account Managers (GKAMs), customer support organization, distribution partners and sales-representative organizations and must foster close, cooperative relationships with peer leaders. WHO WE ARE: Davlyn Group is a fast growing, privately owned technical textile company based in Spring City, PA, just outside of Philadelphia. Through our Amatex, Darco Southern, Davlyn Manufacturing, and Norfab businesses, our products and engineering services are used by thousands of customers in over 50 countries to help keep heat in its place, improve safety, and increase productivity. DGH is a leading manufacturer of technical textiles, fabrics and yarns used in the appliance industry, industrial markets, and personal protective equipment (PPE). ESSENTIAL FUNCTIONS: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Create a culture of success and ongoing business and goal achievement. Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales roles, coverage models, or team configurations to maximize sales productivity, customer bookings, a deeper sales pipeline and build a wider product portfolio. Leads a change management and culture change process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. Ensures planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes employed within the firm Provides leads, generates RFQ’s, uncovers NPI opportunities counsels the CEO, in implementing sales organization objectives that appropriately reflect DAVLYN’s business goals Research and develop strategies and plans which identify marketing opportunities, direct marketing, and new project development Responsible for equitably assigning sales force targets and ensuring that DAVLYN’s financial objectives are optimally allocated to all sales channels and resources through the annual budget process and quarterly Sales Inventory Operations & Planning (SIOP) planning. Accountable for the timely assignment of all North America sales and marketing organization objectives Partners with Davlyn’s (GKAMs) to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales organization by ensuring a well- defined, efficient sales process is in place for launch. Fosters an organization of continuous process improvement Directly manage major and critical developing customer accounts (and coordinate the management of all other accounts) Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with DAVLYN’s CEO and CFO to understand firm sales and technology strategy. Recommends changes and enhancements to the company Customer Relationship Management technology platform Works closely with DAVLYN’s leadership team to define the optimal performance measurements and performance management programs required to ensure sales organization success. Aligns reporting, training, and incentive programs with these performance management priorities Ensures sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives Working closely with CEO and Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles. Oversees the delivery of field and HQ training to sales, sales management, and sales support personnel Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives Oversees sales compensation plan administration. Establish sales compensation program rules, policies, and procedures. Ensures sufficient resources are assigned to adequately administer sales compensation programs. Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation Represent the company at business meetings to promote DAVLYN Directs and supports the consistent implementation of company initiatives

Requirements

The ideal candidate will possess minimum 10 years of sales experience in a business-to-business sales environment.
Successful experience building a go-to-market strategy and corporate sales in the interconnect B2B environment
Four-year college degree from an accredited institution; Degree in Engineering, preferred
Demonstrated ability selling to large OEM’s and Distributors for highly engineered parts
Experience working cross functionally with engineering, purchasing, executive channels over a 12-18-month sales cycle
Proven experience using sales metrics to drive results
Experience managing remote sale force
Experience successfully managing analytically rigorous corporate initiatives
Proven experience working successfully within a medium-sized company environment
ERP systems, CRM and PC proficiency
Organized
High EQ
Problem Solving/Analysis
Business Acumen
Strategic Thinking
Results Driven
Leadership
Customer Focus
Technical Capacity
Communication Proficiency

Responsibilities

Create a culture of success and ongoing business and goal achievement.
Responsible for the optimal deployment of sales personnel.
Makes recommendations for changing sales roles, coverage models, or team configurations to maximize sales productivity, customer bookings, a deeper sales pipeline and build a wider product portfolio.
Leads a change management and culture change process to build organizational understanding of proposed changes, establish support from key leadership stakeholders, and effectively implement new deployment and job models
Designs, implements, and manages sales forecasting, planning, and budgeting processes.
Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization.
Ensures planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes employed within the firm
Provides leads, generates RFQ’s, uncovers NPI opportunities counsels the CEO, in implementing sales organization objectives that appropriately reflect DAVLYN’s business goals
Research and develop strategies and plans which identify marketing opportunities, direct marketing, and new project development
Responsible for equitably assigning sales force targets and ensuring that DAVLYN’s financial objectives are optimally allocated to all sales channels and resources through the annual budget process and quarterly Sales Inventory Operations & Planning (SIOP) planning.
Accountable for the timely assignment of all North America sales and marketing organization objectives
Partners with Davlyn’s (GKAMs) to identify opportunities for sales process improvement.
Facilitates successful implementation of new programs through the sales organization by ensuring a well- defined, efficient sales process is in place for launch.
Fosters an organization of continuous process improvement
Directly manage major and critical developing customer accounts (and coordinate the management of all other accounts)
Prioritizes investments in enabling technologies in support of sales organization productivity.
Works closely with DAVLYN’s CEO and CFO to understand firm sales and technology strategy.
Recommends changes and enhancements to the company Customer Relationship Management technology platform
Works closely with DAVLYN’s leadership team to define the optimal performance measurements and performance management programs required to ensure sales organization success.
Aligns reporting, training, and incentive programs with these performance management priorities
Ensures sales reports and other internal intelligence is provided to the sales organization.
Develops new reporting tools as needed.
Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives
Working closely with CEO and Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies.
Prioritizes training objectives for selling, sales management, and sales support roles.
Oversees the delivery of field and HQ training to sales, sales management, and sales support personnel
Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives
Oversees sales compensation plan administration.
Establish sales compensation program rules, policies, and procedures.
Ensures sufficient resources are assigned to adequately administer sales compensation programs.
Works closely with Accounting, Finance, and Human Resources to establish rules, policies, and procedures associated with sales compensation
Represent the company at business meetings to promote DAVLYN
Directs and supports the consistent implementation of company initiatives