Director of Sales

15 hours ago

Washington DC United States RANDYS WorldWide, Inc. Full time

Description

RANDYS Worldwide, a leading manufacturing and distribution business in the automotive aftermarket, is seeking an experienced and dynamic Director of Sales to lead our high-performing sales team through the next phase of enterprise growth. The successful candidate will play a key role in achieving and surpassing sales and profitability targets through strategic planning, sales team development, integrating sales organizations from acquired entities, and effective execution. The Director of Sales will be responsible for aligning enterprise sales goals with overall business objectives, setting clear targets and sales metrics, expanding revenue through new customer acquisition, and driving increased wallet share within the current customer base.

Requirements

Essential Duties & Responsibilities:

  1. Recruit, train, and lead a high-performing data driven sales team.
  2. Achieve and exceed sales and profitability targets through effective sales strategy execution.
  3. Align sales goals with the overall business objectives and corporate strategy.
  4. Set clear sales targets for the inside sales team with an emphasis on revenue expansion through new customer acquisition, effectively expanding new brands and products to the customer base, and current customer growth.
  5. Help the sales team identify and qualify potential prospects to move through the pipeline.
  6. Establish a structured process to nurture leads and maintain engagement, track conversion and continuously refine our go-to-market approach by brand.
  7. Foster strong relationships with key customers.
  8. Be involved in key negotiations and major deals - manage a personal pipeline of major targets.
  9. Utilize data analytics to assess sales performance and identify areas for improvement.
  10. Conduct regular performance evaluations.
  11. Implement key performance indicators (KPIs) to monitor and analyze the team's performance. Drive results through effective sales behavior change.
  12. Drive enterprise-wide sales processes to enhance efficiency and effectiveness.
  13. Support the sales team in navigating complex negotiations and closing high-value deals.
  14. Work closely with marketing, finance, operations, and other departments to ensure alignment in strategy and execution.
  15. Ensure the sales team is well-versed in product knowledge and positioning.
  16. Help drive further digitization of the customer ordering experience via adoption of the parts portal.
  17. Use market analysis to identify new opportunities and potential threats.
  18. Integrate acquired sales organizations, including establishing metrics to track achievement of cross-sell.
  19. Systematically gather data and analyze customer feedback to identify areas for improvement.
  20. Collaborate with the product development team to provide insights from the field.
  21. Leverage CRM tools to manage and track interactions with leads. Ensure the accuracy and completeness of data within the CRM system.

Preferred Education and Experience:

  • Bachelor’s degree in Business, Marketing, or a related field.
  • Must have 5+ years of high-level sales leadership experience (Sr. Manager and above), as well as experience managing or working closely with marketing.
  • Strong people and team management skills; has managed a team of 10+ sales professionals, customer service and technical experts, including some at leadership levels.
  • Familiarity with data analytics and CRM tools and MS Office suite.

Knowledge and Personal Attributes:

  • A natural inclination to work with a sense of urgency, driving the team to meet and exceed targets.
  • High levels of energy, motivation, and a strong work ethic to keep up with the demands of a fast-paced environment.
  • Excellent written and verbal communication skills with the ability to proactively identify potential communication gaps and overcome them, and achieve results while maintaining strong relationships with internal and external partners.
  • A willingness to be hands-on when necessary and work alongside the team to get tasks done quickly.
  • Excellent time management skills to prioritize tasks and focus on high-impact activities.
  • Ability to effectively lead and interface with cross-functional teams to rapidly identify opportunities and take appropriate action.
  • Strong analytical and problem-solving skills, including experience with pulling market data and extrapolating insights.
  • Quick adaptability to changes in market conditions, customer preferences, and internal processes.
  • Strategic thinking with a results-oriented approach.
  • Ability to travel as needed for the position.

Markets:

  1. Drivetrain Components – OE Replacement
  2. Drivetrain Components – Performance
  3. Suspension Components and Systems
  4. Remanufactured Drivetrain Products
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