Job Description
Job Description
Since 1917, Globe Machine has been a manufacturer of industrial machines, systems, and plants for advanced composites, building products, and pulp & paper.
The position is a key member of Globe's Management Team overseeing the performance of the Building Products business unit.
This position entails cultivating strategic and profitable partnerships with organizations specializing in building and engineered wood products, including plywood, OSB, MDF, cement fiberboard, wood I-joists, and LVL.
Success in this role requires not only strategic sales skills but also the technical proficiency to steer project definition, design, and sales initiatives.
This position requires a unique fusion of business and sales expertise, industry acumen and technical prowess to lead the building product business unit's sales strategies and drive forward its product development and innovation process.
Effective collaboration with Globe's engineering and manufacturing operations is imperative to achieve these objectives.
The ideal candidate must possess the ability to instill customer confidence and foster strategic alliances within the industry.
Furthermore, they must exhibit strong leadership qualities and excel as a team player. They will be responsible for leading the sales engineering team overseeing projects and client relationships.
Extensive domestic and international travel required.
ESSENTIAL DUTIES AND RESPONSIBILITIES :
Sales
- Develop, track, and execute annual sales plan for the building products segment, in alignment with corporate objectives.
- Develop and maintain intimate knowledge of the building products trade and individual facilities within the industry.
- Understand and monitor competitive products and capabilities, understanding their strengths and weaknesses relative to Globe's offerings.
Strategically position the company to effectively capitalize on these dynamics.
- Proactively identify customers' needs and propose Globe's systems, products and services.
- Ensure maximum sales volume while maintaining an optimal product mix and selling price.
- Drive year over year revenue growth, including expanding market share through strategic relationship building.
- Keep current with the demand and supply dynamics for the company's products and services, economic indicators, evolving trends, and competitors' activities.
- Develop an effective marketing strategy including establishing annual marketing budgets.
Technical Management
- Provide short and medium-term sales projections to the organization to facilitate effective planning and resource management.
- Provide guidance to sales engineers and sales staff throughout projects involving building products equipment.
Cross-Departmental Collaboration
- Effectively communicate customer needs to Globe's engineering and customer service departments, while also conveying Globe's requirements to the customer, throughout sales, manufacturing, and installation phases.
- Other duties as assigned.
QUALIFICATIONS :
- Bachelor of Science degree in Engineering or Business degree with aptitude for engineering highly preferred.
- A minimum of five years' hands-on experience buying or selling capital equipment specific to building products or related industries required.
- Working knowledge of Microsoft Office, especially PowerPoint, required. Experience with AutoCAD and MS Project strongly preferred.
- Proven success executing sales plans, driving results, and delivering presentations required.
- Team player with a natural ability to collaborate with management, sales team, engineers, shop personnel, customer service and field service personnel required.
- Proven track record of independently managing clients and their account retention and growth along with successfully navigating corporate purchasing procedures required.
- Ability to handle multiple priorities efficiently, retain a sense of urgency and meet strict timelines required.
- Conduct oneself with the highest level of professionalism and ethical standards.
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