Executive Director Of Sales

4 days ago

Fort Wayne, United States Dekko Full time

As Executive Director Sales at Dekko, you play a critical role as a key leader on the Dekko Leadership Team. Your primary responsibilities are building a winning culture of sales excellence, driving a talent-based offense focused on recruiting, retaining and engaging highly driven sales leaders and sales professionals, contributing to the strategic plan, setting direction to achieve the plan, and directing your sales team to achieve the sales budget and profitability objectives. Key tenets of winning include strong performance management and accountability, collaboration with your counterparts on the Dekko Leadership Team and highly effective communication.


Key responsibilities include:

  • Develop complex short- and long-term sales strategies for all three Divisions (P&D, Lighting, and Assemblies) based on corporate goals and growth objectives. Reviews the results of each strategy and takes appropriate action to ensure that measures are taken to achieve desired business objectives.
  • Identify sales trends and opportunities and translate them into actions that further improve sales performance.
  • Development and implementation of successful sales and marketing strategies that capture current and future market trends and product needs for Lighting, Assemblies and P & D Business Units.
  • Identifying, targeting and securing new business in current, adjacent, and new markets.
  • Increase knowledge of our markets, products, customers and competitor's company and capabilities, including staff and strategic intentions, etc., to lead the development of Dekko sales strategies. The goal is to increase Dekko vision and understanding to create business leverage.
  • Serve as a key member of the executive leadership team, contributing to strategic planning, commercial, operational, and organizational strategies.
  • Drive the standardization of commercial processes to ensure consistency and best practices across all sales leaders.
  • Develop well defined sales processes to instill discipline and accountability, including the appropriate metrics to drive the achievement of revenue, profit and product mix goals as well as exemplary customer satisfaction.
  • Championing a culture of continuous improvement, encouraging feedback and innovation in process optimization.
  • Build and maintain a comprehensive needs assessment and business plan for each strategic account to deliver superior value to the customer and to accelerate profitable growth for the Company.
  • Develop sales objectives, strategies, advertising, and promotions as well as developing and evaluating new product ideas to meet the organization’s growth objectives.
  • Develops accurate/realistic forecasts for multi-year business planning and for new product development programs throughout NPD life cycle.
  • Working with Marketing to Develop a strategy for pricing and margin objectives to assure that the Dekko revenue stream and sales goals are realized. Develops, implements and enforces pricing strategy with market value add approach while achieving sales targets.
  • Monitor external and internal customer feedback to measure performance and identify strategies to drive process improvement.
  • Works cross-functionally with marketing, engineering, operations, and other departments to provide and interpret the voice of the customer and market insight to influence development of products and services that will address new markets, increase market share, and obtain a competitive position in the industry.
  • Collaborate with product development and marketing teams to ensure the sales strategy is aligned with technological advancements and the company’s product roadmap.
  • Provides leadership to ensure a work culture that maximizes employee talents, promotes a high-performance work environment, and demonstrates consistent performance management, mentoring, coaching, and career development practices.
  • Develops revenue, expense, staffing and profit budgets to achieve desired revenue and profit growth as well as improve operating efficiency to reduce costs. Continually monitors and analyzes budgets, reviews strategy and objectives, and formulates plans to ensure success.
  • Effectively manage expense budget to include participation in trade shows / events, travel, promotion and sample expenditures.
  • Works with CEO, CFO, and VP HR to develop sales incentive/compensation plans and conducts timely and accurate employee performance audits and evaluations, addressing performance issues when needed.
  • Drive accountability through the use data and analytics to highlight and celebrate winners and to inform where performance management is required.
  • Deliver results towards the ultimate objective; develop a highly effective sales and sales management team.
  • Build and lead a diverse, high-performing team dedicated to sales and commercial excellence; foster a collaborative culture that aligns with company values.
  • Differentiate with people – attract and retain the very highest caliber of sales and sales leadership personnel. Develop staffing requirements and assume responsibility for planning, training and motivating the sales team.
  • Represent the Company at trade shows, conferences and on industry panels to promote products and new technologies with industry opinion leaders and decision makers.
  • Establish and nurture relationships with major clients, industry partners, and suppliers to strengthen the company's position in the market.
  • Travel time 50% plus required.
  • Perform other duties as assigned.


About you:

  • 10+ years of experience in the Hospitality, Office Furniture, Contract Manufacturing or Lighting industry with 6+ years leading sales managers / sales leaders with a track record of successfully meeting sales quotas
  • Strong written and verbal communication skills
  • Excellent personal relationships
  • Experience with multiple sales platforms, including Salesforce.com
  • Bachelor’s degree in related disciplines; MBA a plus


Why Join Us?

At Dekko, we’re more than just a workplace—we’re a Team driven by shared values of Unity, Passion, Customer Focus and Accountability. With competitive pay, comprehensive benefits, and an 8% fully funded retirement plan, we invest in your future.


Join our team and thrive in a collaborative, innovative environment where people are at the heart of everything we do. Be part of something bigger—make an impact with Dekko


Dekko is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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