Director of Sales and Programs

This position will require access to ITAR and/or EAR controlled technical data, technology or source code, and requires that all individuals in this role be authorized to access such information General Description: The Director of Sales & Programs is a Department Head in charge of the Sales and Programs Department. The Program Managers, Product Managers and Sr. Sales Administrator are direct reports. This is a senior management level position, reporting to the Vice President of Operations, Sales and Programs. The position requires a person who is a self-starter with strong organizational, leadership, motivational, managerial, and presentation skills. The Director of Sales & Programs interacts with people at all levels of the organization and acts as a representative of the company to our customers’ organizations therefore, excellent interpersonal and communication skills are essential. Primary Responsibilities: Overall supervision and management of the Sales and Programs Department (reference ‘Management Responsibilities’) Lead responsibility for strategic and annual planning and implementation for Sales and Programs Department Lead responsibility for business expansion within existing business lanes, customers, and programs Oversee all estimating, quoting, and proposal activities Education and Experience: Qualifications: To perform this job successfully, an individual must be able to perform each essential job responsibility satisfactorily. The requirements listed below are representative of the education, knowledge, skills, experience, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Bachelor's degree in a business or technical discipline, or equivalent experience Demonstrated managerial and supervisory experience with a minimum ten years’ experience in manufacturing, preferably in the rubber or composites industries; experience in the defense and aerospace industries is preferred Demonstrated creative ability with extensive experience in business development, sales, program management, or marketing roles Proficient in MS Office suite of software with emphasis on PowerPoint, MS Project, and Excel Experienced in:

Estimating and product costing Analyzing data and developing action plans Project coordination and management

Strong negotiating approach and skills Strong written and verbal communication skills Demonstrated ability to lead, motivate and achieve results through others Excellent conflict resolution skills and demonstrated experience in directing and motivating multi-level talent Strategic and operational planning expertise with an action oriented perspective Sound problem analysis and logical thinking with the ability to develop effective solutions and execute to achieve desired results Positive, proactive, self-directed approach Ability to anticipate needs; forecast conditions; set goals/standards and measure results; and effectively adapt to changing situations, unexpected issues and varied job demands Specific Tasks and Focus Areas: Overall supervision and management of the Sales and Programs Department (reference ‘Management Responsibilities’)

Program Mangers, Product Managers, & Sales Administrator as direct reports Prioritize major work assignments, projects, and initiatives Assign individual and team project responsibilities

Lead responsibility for strategic and annual planning and implementation for Sales and Programs Department

Develop and champion departmental mission statement and operating principles Generate and update bookings and sales forecasts Establish and monitor departmental key performance indicators and metrics Conduct annual business review and planning; set departmental goals, objectives, and priorities

Track implementation and performance of same Periodically review and evaluate the results with team

Prioritize major work assignments, projects, and initiatives Lead risk analysis and mitigation activities for the Department Collaborate with Executive Staff on corporate planning, goals, and objectives

Lead responsibility for business expansion within existing business lanes, customers, and programs

Identify and pursue expansion opportunities

Cultivate and develop existing relationships with customer key decision makers, particularly senior procurement and program office officials, with an emphasis on creating intense customer loyalty Conduct routine sales calls at customers

Development of program plans, product business plans, annual capture plans, including sales strategies and action plans for identified targets of opportunity Monitor and analyze customer satisfaction and feedback; lead corrective and improvement actions as warranted Analyze and assess competitive environment Coordinate promotional activities and trade show attendance or participation Oversee development and maintenance of our Website Prepare periodic reports to Executive Staff on expansion activities and results

Oversee all estimating, quoting, and proposal activities

Initiate, lead, and direct pre-proposal and proposal efforts Approval of all proposals Coordinate and oversee preparation of major contract proposals, including proposals that fall under the TINA threshold Lead negotiator for major contracts

Management Responsibilities: Responsibilities include:

Interviewing, hiring, training and developing employees Coordinating, planning, assigning and directing work activities Performance appraisals; rewarding and providing for employee discipline when required

Foster a well-trained, professional, motivated staff willing to take responsibility for and be accountable for achieving department and company goals Encourage employee participation and contribution to planning Communicate effectively with staff such that they thoroughly understand expectations and performance requirements Build teamwork such that every employee values the achievement of the department and the company more than their personal achievement Create a satisfied and efficient work team that gives 100% effort to every task Establish and direct departmental policies and procedures, ensuring compliance with all company and regulatory policies and guidelines

IQMS implementation and utilization Maintain historical records IAW retention policies

Flow down responsibilities, goals, and objectives to department employees

Supervise day-to-day departmental priorities, activities, and personnel as required

Provide feedback to staff throughout the year on their performance

Conduct periodic performance appraisals Review progress on meeting personal goals and objectives during the year

Oversee training and growth of staff

Determine employee growth desires and capabilities Foster improvements in the capabilities and performance of department employees year-over-year Identify employee strengths and weaknesses; look to leverage strengths and improve weaknesses Identify required training, tools, aides, etc. needed to continuously improve department and individual performance

Ensure that the necessary resources are in place and available to meet all quality, schedule, cost, and customer service commitments Metrics (potential list)

Customer engagement and satisfaction Bookings growth COGS Customer satisfaction Quote capture rate On time delivery Cycle time for quotation submittal Number of hours of (formal) training per employee Employee satisfaction

Building Relationships Critical thinking capability Insightful, proactive nature with an ability to anticipate future events Global Thinker Motivation Performance Management Planning and Organization Problem Solving Resiliency Selecting and Developing People Situational recognition and analysis skills Strategic Planning Works well under pressure “AA/EOE/W/M/Vet/Disable” R.E. Darling Co., Inc. is an equal opportunity employer. All qualified applicants will receive consideration of employment without regard to race, religion, color, national origin, gender, gender identity, sexual orientation, age, status as protected veteran, among other things, or status as qualified individual with disability. Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

#J-18808-Ljbffr