Director, Sales & Operations

Felix Global•Germantown, WI

11d

About The Position

KLH Industries, Inc. is a precision machining company, specializing in custom parts per print. KLH provides one-stop EDM, CNC, waterjet, & CMM inspection services to original equipment manufacturers and their suppliers, primarily serving the Aerospace, Tool & Die, and Defense industries. KLH does hold a AS9100 certification as well as several other prominent certifications. Kenneth L. Heins, founded KLH in 1987 as a journeyman tool and die maker, armed with the determination to provide high quality precision parts and execute with a commitment to excellence and improvement that turned a one-room shop into a one-stop shop . Over the last ~38+ years KLH has doubled in square footage 5 times, serviced over 1,100 different customers, shipped over 15 million parts, and grown into operating out of 2 buildings simultaneously while remaining a family owned and operated company. Projects that require intricate shapes and contours can be manufactured consistently and competitively using any variety of KLH’s precision machining services. Over 70% of KLH customers do repeat business with them within the same year. Quality, integrity, innovation, and employee satisfaction/retention are the core of KLH’s values, success, and history of excellence. KLH has had tremendous, organic growth and evolution over their 3+ decades in business, driven by customer demand and fueled by openness to new ideas. KLH is strategizing for continued growth and expansion, and they are in search of a Director of Sales and Marketing to be a key decision maker and thought leader while making a significant impact at their organization. The Director of Sales & Marketing will be responsible for planning and implementing sales and marketing programs capable of growing business with target customer profiles, including day-to-day execution as necessary. As such, this role must be able to recognize the difference between strategy and execution and know when each is appropriate. By serving as a member of the leadership team, this role contributes to overall business strategies and results. Roles include leadership, management, and accountability; strategic planning; sales; estimating; and marketing.

Requirements

Export-Control: Verify status as a U.S. Person, as defined by 22 C.F.R. Chapter I, Subchapter M, § 120.15. This position will have access to technology and/or information that is export-controlled by the International Traffic inArms Regulations (ITAR).
Bachelor’s degree in marketing, business, communication, or a related field.
Minimum of 8 years of related selling experience in a manufacturing environment, or an equivalent combination of education and experience.

Responsibilities

Treat all co-workers, customers, vendors, and visitors with inherent respect and professionalism.
Develop and implement procedures and systems that fulfill department goals efficiently and effectively.
Set measurable key performance indicators for self and team in alignment with company goals.
Manage team performance, including hiring, training, managing, coaching, and firing as necessary.
Champion company core values, policies, and procedures.
Act as a role model.
Research and attend continuing education opportunities for personal and professional growth.
Clearly define roles and duties of team members.
Recommend new positions as necessary.
Participate in strategic planning sessions with other leadership team members.
Create and achieve company goals and objectives that align with company strategy.
Take an analytical and metrics-driven approach to create compelling narratives for solutions.
Project manage major initiatives.
Define the sequence and timeline of milestones.
Participate in creating annual budgets and manage expenditures to operate within targets.
Maintain and grow relationships with multiple strategic accounts through calls, emails, & in-person visits.
Create sales forecasts for new and existing accounts.
Resolve customer inquiries or complaints.
Mentor sales team in generating leads, maintaining relationships, negotiating, and closing.
Travel (<10%) to meet prospects and customers, including occasional overnight and multiple night trips.
Attend and participate in relevant trade shows and seminars.
Develop, customize, and conduct sales presentations.
Collaborate in the creation and revision of promotional materials.
Oversee the day-to-day activities of the estimating team.
Periodically monitor estimates for appropriateness and consistency.
Establish pricing strategies to meet profit targets.
Ensure estimates are delivered on or before due dates.
Continually evaluate estimating process to improve speed and accuracy.
Oversee development of promotional materials (e.g. websites, social media posts, presentations, videos, brochures, mailings, and others).
Tailor messaging for different target audiences and media types.
Coordinate lead generation tactics and continually assess their efficacy in generating sales.
Maintain a consistent corporate image throughout all products, promotional materials, and events.
Research market trends and competitor activities.
Adjust strategy as needed.
Develop and recommend positioning to produce the most profitable, long-term market share.