Senior Sales Director

2 weeks ago

North Hampton, New Hampshire, United States Cocoon, Inc. Full time

Summary:

Cocoon has aggressive growth plans based on expanding its existing array of market-leading corrosion prevention solutions and launching innovative new products. Cocoon's product portfolio protects high-value assets by managing humidity in enclosed spaces; providing internal aviation insulation and external protective covers; and building code-compliant fabric hangars and warehouses. Cocoon sells primarily to the military (U.S. and Foreign), where corrosion is an escalating concern, as it severely reduces readiness.

The Senior Sales Director will drive growth by managing the sales team and utilizing external resources to identify and qualify leads, cultivate opportunities, and ultimately influence purchasing decisions at all levels of the military and government. As he/she learns Cocoon's products and applications, the Senior Sales Director will have a critical voice with regards to business development, including new products.

The ideal candidate has a successful track record of selling to the US Department of Defense with keen knowledge of implementing military program requirements, contracting, and building relationships with military Program Management Offices and Prime Contractors/OEM's. He/she is a hands-on leader and will work alongside, learn from, and assess Cocoon's sales team and partners.

The Senior Sales Director role is based at the NH Corporate Headquarters and requires travel to customers, partners, and trade shows. The Senior Sales Director reports directly to the CEO and is a member of the Executive Leadership Team.

Duties & Responsibilities:

  • Develop influence over military spending decisions by:
  • Maintaining and building relationships with appropriate military Program Management Offices and Case Officers.
  • Building relationships with appropriate Defense Prime Contractors/OEM's.
  • Shape the Sales Organization by defining strategy and developing or hiring key contributors.
  • Oversee Sales Team of 5-7 direct reports; define individual targets and guide achievement. Expand the Sales Team as the company grows.
  • Measure and manage Cocoon's external partners.
  • Foster a culture of innovation, proactiveness, collaboration, and customer satisfaction.
  • Provide sales forecasting and Budget input; give regular updates to the Executive Leadership Team.
  • Manage and improve the Sales Lead to Sales Order process; ensure data is gathered and organized to analyze performance and identify preferred opportunities.
  • Represent Cocoon at tradeshows, end-user presentations, and other similar events; give product presentations, as required.
  • Oversee the National Stock Numbers strategy for all Cocoon products.
  • Brief and collaborate with the most senior government leadership.
  • Strategize and manage the lobbyist firm and its objectives.
  • Understand, maintain, and enhance brand equity.

Required Skills & Experience:

  • 10+ years of leadership in product or service sales within the military/aerospace industry.
  • Must be organized and detail-orientated with excellent follow-up skills.
  • Outstanding communication and presentation skills. Ability to create and deliver powerful and effective presentations.
  • Excellent verbal and written communication skills.
  • Good negotiation skills with the ability to influence others, overcome obstacles, smile, and remain resilient every day.
  • Must be a self-starter, hands-on, "roll up the sleeves" executive with strong analytical and problem-solving skills. Be solution-driven by understanding and resolving the underlying issue(s) to unlock desired results.
  • Must have the highest level of ethics and integrity.
  • Outstanding customer focus; commitment to the customer experience.
  • High level of intellectual curiosity.
  • Consultative yet results-oriented sales approach.

Management & Leadership Experience:

  • Be a member of the executive team, cooperating to develop and lead overall company strategy.
  • Able to drive team success and meet goals.
  • Demonstrated leadership ability, confidence, and executive presence.

Location:

  • Onsite - North Hampton, NH Corporate Headquarters

Travel:

  • 25% - 50% of travel required.

Benefits:

  • Health Insurance (company-paid for employee coverage)
  • Dental (company-paid for employee + family coverage)
  • Vision (company-paid for employee + family coverage)
  • Short term and long-term disability (company-paid for employee coverage)
  • Life Insurance (company-paid for employee coverage)
  • Personal time & Sick time
  • Vacation time
  • 401K Matching
  • FSA
  • Cell phone reimbursement

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