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Sales Leader - Industrial Sales

St. Paul, MN · Sales
Position Summary
Our Client, industrial supplier located in St. Paul, MN, is seeking to add a new member to the Leadership team to strategically increase revenue. We are seeking an experienced Sales Leader to build our business beyond the current customer base. This position will create a revenue plan to maintain existing business and generate new business.
Major Job Functions (%)
  1. Sales Management – Non-Commission Sales team 50%
  • Develop a high-performance sales team and provide coaching and mentoring for emerging talent.
  • Recruits, hires, trains staff, and evaluates non-commission sales representative’s performance.
  • Define, document, and execute a successful sales process to increase sales, accountability, predictability, repeatability, and scalability.
  • Provide sales forecasting, pipeline management and reporting to help create predictability and planning.
  • Provide sales information to the President on a weekly basis.
  • Manage sales team to drive growth opportunities in targeted Midwest territories.
  • Create a work culture that drives both a highly supportive and productive work environment.
  1. Business Development 20%
  • Maintain and identify new revenue opportunities from the current client base generated and managed by the existing commission sales team.
  • Develop, implement, manage new revenue strategies including the development of new geographic markets, company sales targets, and the addition of new sales professionals.
  • Create marketing collateral with supporting agreements to pursue various sophisticated target companies.
  1. Integration Partner Program Management 20%
  • Manage, update, and track new installation and existing Integration Partner Programs
  • Lead research, define and deliver a systematic approach to continuing to improve the Integration Partner Program customer experience including customer care, customer service and customer support.
  1. Business Advisor – Commission Sales Team 10%
  • Provide overall business management guidance to senior commission sales professionals to increase sales.
  • Communicate company and sales strategies.
  • Develop and streamline business processes for increase success.
Immediate Challenges
  1. Gain an understanding of the business.
  2. Meet the salaried and non-commission sales professionals.
  3. Create short and near-term strategies to grow the business.
Critical Selection Criteria
•      10+ years of related sales and new business development experience selling into small to middle market industrial accounts
•      Experience working with Production, Purchasing, Engineering, Manufacturing and Procurement
•      Minimum of 5-7 years demonstrated skills in sales management and leadership including hiring, sales training, team development, career development, performance management, technical selling, and account penetration
•      Experience in building a high-performance sales team
•      Proven sales acumen – planning, budgets, pricing, and margin management
•      Successful history in leading organizations in new and existing markets.
•      Ability to interface with all levels and styles both externally and internally with excellent communication and presentation skills
•      Strong presentation, analytical, interpersonal, and business relationship building skills.
•      High level of organization and attention to detail in forecasting, budgeting, and reporting
•      Positive goal-oriented self-starter who can excel with minimal direction or oversight
•      Analytical Skills- Ability to use data to make sound sales and marketing decisions.
•      Business acumen including sales, marketing, financial, operations, and service.
•      Travel required – 20 - 25 %

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