Director Sales - Global Accounts

Job Summary The Sales Director – Global Key Accounts is a key member of the CIRCOR Instrumentation Technologies (CIT) senior management team and will have primary responsibility for securing regional and/or global supply agreements   so as to achieve targeted organic growth goals established by the company.  This role is responsible for achieving profitable sales results, through Global Key Account development, while driving innovative and integrated sales initiatives, in partnership with the Vice President of Sales and other members of the senior management team, directly leading to the expansion of the existing base of Global Key Accounts.  The selected candidate will be responsible for providing strategic sales leadership to ensure that CIT achieves profitable revenue growth, increases market share, develops new solution selling competencies, and builds a sustainable industry leadership position in the global Oil & Gas (Upstream & Downstream) markets.  The position is externally (Target Customers) focused and will be tasked with properly defining and positioning CIT for aggressive growth, through the development of Global Key Accounts in the aforementioned markets. The successful candidate will have considerable and meaningful selling experience, at the senior executive level, in one or more of CIT’s primary market segments; Oil & Gas E&P, Chemical Processing, Petroleum Refining, with demonstrated success, in goal achievement, selling to Fortune 500 Process Industry customers. This individual will be able to readily understand and translate CIT’s business goals into strategic sales initiatives, business opportunity analysis, solution selling, and finally contract negotiation.  The successful candidate must be able to focus, motivate and effectively lead CIT’s sales resources, both internal and external, in successfully gaining penetration into Key Accounts.  This individual will serve as an important spokesperson in advancing CIT’s image and reputation with strategic customers and channel partners.  The successful candidate will provide strong, proactive leadership and senior management level experience, including the ability to foster a positive business climate and motivate employees, functioning as an effective advocate and architect for growth.  This individual will exhibit enthusiasm, zeal and strong business ethics based on honesty and integrity. ScopeThe selected candidate will lead a sales team which includes factory sales/support representatives, Independent Distributors and Retail Sales Management.  The successful candidate will be expected to provide leadership, direction and direct Target Account specification/sales which results in creating new and profitable strategic business relationships with targeted Global Key Accounts, while expanding established product approvals at major accounts in targeted markets.  Within this context, the successful candidate will: Ø Establish and achieve growth-oriented revenue goals and objectives for existing and new Global Key AccountsØ Lead and develop the sales channel to drive value strategies and deliver profitable sales growthØ Build long-term relationships with key decision makers that ensure CIT is the preferred supplier within our chosen scope of supplyØ Create a winning atmosphere by effectively communicating the Key Account sales strategy to all constituencies throughout the sales channelØ Develop strong ties with Key Accounts being proactive in understanding trends and issues likely to impact our served marketsØ Develop tools/strategies and lead the sales channel in selling to complex business enterprise modelsØ Advise management on sales directions, competitors and market trends, including technology trendsØ  Provide timely (monthly) activity and expense reporting Specific, Near-Term Objectives: Ø Meet or exceed sales quotasØ Confirm, communicate and implement sales goals and strategies for the sales force, and review and update sales and marketing strategies for key markets and target accounts Ø Assess sales staff to ensure effective leadership, and appropriate staffing, structure, skill sets and training to meet aggressive sales goals and evolving business needs Ø Create and sustain effective collaborative partnerships with key Channel PartnersØ Identify key target accounts and generate plans, including time lines and responsibility, for conversion to CITØ Complete thorough market analysis to improve Key Target Account “Hit Rate” and increase the effectiveness of the sales channel Qualifications Ø College degree required.  Concentration in Marketing, Business, or Industrial Distribution preferredØ Qualified candidate must have a minimum of 10 years of Sales experience and 5+ years of successful sales management experienceØ Qualified Candidate must have a proven track record of developing and effectively implementing sales strategies, business plans, forecasts and budgets, and achieving sales results within defined marketsØ Qualified Candidate must have a proven track record of gaining access to key decision makers and selling to top executives within the defined marketsØ Qualified Candidate must have hands-on experience in recruiting and leading a world-class sales organization Ø Qualified Candidate must have experience in establishing and building strong collaborative business partnerships with and End Users in referenced marketsØ Qualified Candidate must have experience in creating and sustaining strong profitability and business results within a successful organizationØ The successful candidate will be domiciled in the upstate area of South Carolina and will work out of the CIT Corporate offices in Spartanburg, South CarolinaØ Fifty Percent (50%) travel with some, intermittent, weekend travel