Senior Director, Sales Americas

JOB DESCRIPTION – Senior Director, Sales Americas, CRT Division (USA)

SUMMARY OF POSITION 

The Senior Director, Sales Americas, of the Corrosion Resistant Technologies (CRT) division, Technologies platform, will report to the Chief Sales Officer (CSO) of CRT.

The Senior Director is responsible for developing and executing the strategic sales plan to achieve the revenue goals of the technologies business. The product line consists of glasslined equipment including reactors, storage vessels, glasslined mixers, and column assemblies.  As the regions grows, we expect the candidate to manage a high-performing sales team, fostering client relationships, managing the distribution network and ensuring alignment between sales strategies and business objectives. The Senior Director will collaborate with other departments to drive growth and maintain a competitive position in the market.

It is desirable the Candidate has experience with chemical processing, and this role is focussed on developing and implementing the strategy for original equipment sales.  Product and applications support will be provided from the back office as needed.  The candidate will be responsible for executing the Business Plan and will be located in Rochester, NY.

This position will also, have oversight of Brazilian and Mexico CRT personnel and related sales efforts.

Key Responsibilities:

Sales Strategy & Planning:

• Develop and execute the Continental sales strategy in alignment with the CRT division global objectives.
• Analyse market trends, customer needs, and competitor activities to identify growth opportunities and develop business plans accordingly.
• Ensure sales targets (order intake, revenue, margin) are consistently achieved.
• Build and maintain strong relationships with key clients and stakeholders.
• Review and establish customer Purchasing agreements as needed.
• Actively represent the CRT division brands at trade shows, conferences, and client negotiations.
• Proactively address challenges or obstacles to achieving revenue targets.
• Works closely with the Brazilian Senior Manager, Sales & Engineering of South America and the Mexico sales group

Team Leadership & Management:

• Lead, mentor, and develop a high-performing sales team.
• Set performance benchmarks and monitor individual and team performance.
• Hire, appraise, and (if necessary) replace sales associates & agents to maintain a strong team.
• Promote value selling and discourage cost-plus behavior.
• Provide regular coaching, feedback, and development opportunities to team members.
• Implement structured funnel management to monitor and improve performance with Salesforce.

Cross-Functional Collaboration:

• Collaborate with marketing, product, and finance teams to ensure seamless execution of sales initiatives.
• Work closely with the Operations team to evaluate the location of equipment sourcing based on capacities, centers of excellence and customer specifications.
• Act as the voice of the customer in product development and innovation initiatives.

Governance and Reporting:

• Provide accurate sales forecasts, budgets, and reporting on to management.
• Monitor profitability, pricing policies and sales expenses.
• Ensure compliance with corporate policies, processes and ethical standards.

Qualifications & Skills:

• Education: Engineering background, MBA preferred but not essential.
• Experience: Proven track record of success in a senior sales role, including demonstrated previous experience in a leadership position.
• Skills:
  • Strong leadership and team management abilities.
  • Excellent communication, negotiation, and presentation skills.
  • Proficiency in CRM software and other sales tools.
  • In-depth knowledge of the industry and market trends.

Key Competencies:

• Results-oriented mindset with a focus on achieving and surpassing goals.
• Adaptability to dynamic markets and fast-paced environments.
• Ability to inspire and motivate a diverse team.
• Analytical problem-solving and critical thinking.
• Availability to travel to customer locations for technical and commercial discussions as needed.

All requirements are subject to possible modification to reasonably accommodate individuals with disabilities.  This job posting in no way states or implies that these are the only duties to be performed for this position.  Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by their supervisor.  This document does not create an employment contract, implied or otherwise.

GMM Pfaudler US Inc provides equal employment opportunities to all employees and applicants for employment.  We prohibit discrimination based on race, color, religion, age, sex, national origin, disability, genetic information, protected veteran status, sexual orientation or any other characteristic protected by federal, state, or local law.