Pathfinder Director, Sales & Engineering

Yancey Bros. Co.•Smyrna, GA

About The Position

The Pathfinder Director, Sales & Engineering is responsible for staffing, direction, planning, sales, profitability, market share and customer satisfaction for Pathfinder Power Solutions sales, project management, & engineering in the Pathfinder Power defined territory. This position leads the development of new business opportunities to continually grow and develop the sale of the Perkins Engine product as well as increase the depth of our market penetration and increase the breadth and scope of services/products offered.

Requirements

A 4 Year Bachelor’s degree is required, preferably in Management or Engineering and relevant experience.
Knowledge, skills and abilities acquired through receiving a Bachelor’s degree, preferably in Management, Business Administration and/or Engineering
Broad mechanical and/or electrical background with a fundamental knowledge of diesel engines, power generation, hydraulic and mechanical drive train componentry.
10+ years of experience in the sale and application of drive train componentry with medium to high volume OEM’s.
A finely honed comprehension of the sales cycle with such accounts and the importance of application and installation engineering support/expertise in the sales process.
Sales management experience with demonstrated results in improving a sales team’s skills in prospecting, relationship building, needs analysis, overcoming objectives, coordination, financial justification, closing, and follow up.
Experience with use of CRM to manage sales reporting, leverage customer information, account management, time and territory management.
Experienced at managing high dollar capital assets, understands leasing, productivity, residual value, utilization, financing and turnover.
Established track record in dealing with high volume national and international accounts.
Adept at financial management. Has established track record of profitable performance, can evaluate risk vs. reward and the financial ramifications of strategic decisions
Skilled in the Microsoft suite of business software.
Excellent human relations skills including listening, communicating, empathy, preserving self-esteem, coaching, mentoring, constructive criticism, effective disciplining, personal development, empowering, involvement
A team player, cooperative, collaborative, willing and able to work easily and synergistically with others.
Experienced at hiring and developing staff.
Demonstrated leadership in management- Adept in defining clear directions and strategies, motivating others to achieve those strategies while earning respect and loyalty.
Excellent ability to delegate responsibility and decision making to staff with the accompanying ability to oversee, support, and follow-up to assure results.

Nice To Haves

Excellent verbal and written communications skills
Ability to work within a fast-paced, team driven environment
Previous experience in planning, sales, project management, and knowledge in developing new business opportunities.

Responsibilities

Defines the vision, strategies and priorities for Pathfinder Power Solutions that result in improved growth, profitability and market share.
Creates and achieves annual business plans (budget, objectives and action plans, capex, headcount, inventory and unit sales forecast) and assures plans are fully executed
Provides strategic direction, market analysis, business planning and operational oversight to the sales and engineering teams.
Responsible for maintaining high levels of customer satisfaction as measured by various surveys.
Leads the Department in terms of corporate culture. Walks the talk, exemplifies the values of Safety, Integrity, Sense of Urgency, Teamwork, and Excellence and does all of this while enhancing and protecting the company’s reputation and with excellent, profitable results
Provides leadership and expertise to continuously improve key departmental functions to best in class levels in the areas of efficiency, quality, profitability and responsiveness.
Understands and effectively employs Six Sigma, Lean and similar process improvement tools and techniques in daily work and inculcates same within the Department.
Responsible for staffing and hiring of all departmental employees. Follows the Pathfinder Power Solutions/Yancey HR process and insures only candidates who possess the necessary skills and behaviors and fit the corporate culture and Power Systems team are hired.
Employs a systematic process to assess current skills, define training needs, deliver needed training and conduct annual performance evaluation for all Pathfinder Power Solutions’ sales, marketing and engineering employees. Diligently works to continuously improve the quality and productivity of the workforce.
Diligently fosters and strengthens the relationship with Perkins Engine Co.
Other duties as assigned