at OTTO Engineering, Inc. in Carpentersville, Illinois, United States
Job Description
Sales Director – Communications
OTTO – designed, manufactured and precision tested, right here in the USA.
OTTO’s opportunity:
Our Sales Director - Communications is responsible for all Sales and Customer Service for the Communications Division of OTTO Engineering. Manage Sales and Customer Service personnel. Coordinate and direct sales distribution by establishing sales territories for independent sales representatives and distributors. Work directly with customer service, account management, independent sales representatives and OTTO sales personnel to establish objectives and monitor performance. Manage and resolve channel conflicts. Analyze sales statistics to determine sales performance and competitiveness. Monitor the preferences of customers and work with Engineering and Marketing personnel to adapt products and marketing materials to meet changing needs.
Specifically, the Sales Director - Communications will:
- Build a strong commercial organization of regional sales managers, OEM sales managers, and Customer Service manager and their staffs to continue driving business development and new customer acquisition across the portfolio.
- Develop and execute a robust commercial plan to achieve profitable organic growth across the platform to achieve more than 1.5X market during the 5-year strategy period while improving portfolio mix and margin expansion.
- Identify key value drivers and use an 80/20 approach to ensure intense focus on the highest value initiatives and levers for robust, sustainable value creation.
- Identify and develop sales and marketing strategies targeting Key Accounts and Key Channel Partners who present great opportunities across the portfolio. Establish, maintain, and expand relationships with the most critical OEMs and distributors/dealers. Negotiate and manage contracts at multiple levels to maximize margin in existing accounts, minimizing risk to the business.
- Build an effective, efficient go-to-market structure that aligns with end markets and customer expectations providing OTTO with a competitive advantage as a visionary leader and trusted partner for our customers. Develop business processes that are aligned with the go-to-market strategy and structure to drive better customer engagement for all aspects of account management, account development, and new business development, including innovative product development.
- Provide oversight and management of portfolio optimization and continuous product life cycle management. Analyze product line profitability, driving product profitability improvements and product optimization.
- Forge strong partnerships with the company’s operations, engineering, quality, and accounting groups.
- Identify, implement, and oversee systems and tools to improve data quality, analysis, and reporting of key business metrics aligned with our growth strategies. Automate dashboards and build revenue forecasts to understand business health better and meet goals.
- Drive efficient customer segmentation and pricing execution, managing customer profitability.
- Build and lead a world-class marketing function. Generate excellent brand awareness and value in high-margin segments. Leverage tools and technology to create a strong social media presence and best-in-class websites. Create stickiness with all customer stakeholders. Take a metrics-driven approach to all marketing activities, including market penetration and customer segmentation.
- Direct clerical staff to keep records of export correspondence, bid requests, and credit collections, and to maintain current information on tariffs, licenses, and restrictions.
- Prepare budget and approve budget expenditures.
- Resolve customer complaints regarding sales and service and quality
- Assist with other related duties as required or assigned.
