POSITION SUMMARY

The Director of Sales (DOS) primary objective is to ensure ATI’s sustained profitable sales growth, as well as manage, mentor, coach and develop the Sales Department for stable succession and employee retention.

Sales Growth can be accomplished through the introduction of new products as well as the expansion of current product portfolio within an existing Customer base, and the development of new Customers and Markets.

The management of the Sales Department includes overseeing the four divisions in the Sales Department: Trade (traditional sales structure), Business Intelligence, Business Development, and Product Development. The DOS will assist in developing and implementing a strategic customer service and operations approach with focus on business process improvement, cost effectiveness, and customer satisfaction.

KNOWLEDGE, TRAITS AND SKILLS REQUIRED:

Employee contributes to the company at a level of Mastery. Employee has a very high level of experience and can handle any situation that is presented to them with composure and stability. Employee is a motivator and positive influence on all ATI employees. Employee “gets the Big Picture”. Employee is exemplary in all areas of ATI and is a role model to all other employees in work product and behavior. Employee follows all ATI SOP’s strictly and holds others accountable to their adherence to ATI SOP’s. Employee can create and run SAP reporting information in order to hold employees accountable for work product and performance. Employee is driven to improve company procedures and empower and motivate other employees toward the betterment of the company. Employee is balanced and emotionally mature to handle multiple situations at once. Employee is proactive not reactive in all situations. Employee works always toward what is best for the company/organization. Employee can handle presenting ideas in front of any audience on issues pertaining to their team, department, or region. Employee can confidently call a meeting on an issue and draw conclusions and resolutions from the information that they gather. This employee is comfortable discussing any and all work-related matters with C-Level employees with confidence. Employee thrives on overcoming challenges presented to the company and finds reward from a team that is self-sufficient and employees that are growing professionally. Employee is not intimidated by situations and instead seeks out answers and solutions. Employee has no problem taking responsibility for mistakes of the team under their direction and/or management. Finds satisfaction and pride in the success of the team and company and its individuals.

• Professional in all internal and external interactions
• Able to work independently with limited to no supervision
• Ability to work with C-Level employees, for strategic focus and organizational issues.
• Ability to maintain a positive and motivating attitude with others always
• Self-motivated and have a passion for growing and developing international sales
• Strong time management and follow-up skills
• Be detail-oriented and have a sense of urgency
• Strong command of verbal and written communication skills
• Understands diplomacy, and how to build rapport
• Knows how to be successful within a matrix environment and/or managing parallel or up to achieve desired results
• Be resourceful and creative; think out of the box for solutions
• Be a master of change and change management
• Possesses sound business acumen. Understand direct costs and operating costs and how to calculate profit margin for the maximum positive impact on the company
• Knows how to conduct market research and apply findings from research into an executable plan
• Must be able to create and conduct a new product presentation
• Continuously strived to improve knowledge by keeping updated on market and industry trends as well as competitor practices.
• Uses creativity and imagination to develop new insights into situations and apply new solutions to problems.
• Skilled negotiator and facilitator of business with customer relation skills.
• Must be able to comfortably speak in front of groups of 20-80 people to give a presentation on ATI, either to ATI employees, manufacturers, and/or customers.
• Willing to share knowledge with other departments and create opportunities for the company to grow.
• Ability to gather proposed solutions, provide feedback and/or objective or constructive feedback, and advise all departments when needed to reduce redundancies and inefficiencies in time and effort spent resolving an issue.
• Ability to advise on setting priorities & escalating or de-escalating situations as required.
• Ability to positively persuade others with presentation of issues.
• Ability to convey a message (good or bad) to a receptive or non-receptive audience
• Ability to identify an issue and listen objectively to help resolve problems and conflict for the benefit of the company.
• Ability to establish and plan goals, strategies, and budgets required for business development.
• Ability to lead by example and understands the demands of the role, as well as, the impact of that role with respect to the company structure and company growth.

ACCOUNTABILITY:

• Strategy Development
• Meet with CEO for Bi-monthly strategy meetings in order to meet company expectations and performance levels.
• Work with CEO on new product ideas for customer portfolio expansion.
• Suggest and reach new large accounts that require advanced follow up and specific strategies to become our customers.
• Work with CEO on potential marketing efforts and/or opportunities to grow and expand customer portfolios.
• Work with CEO on potential strategic meetings and/or travel to visit markets.
• Organizational Management and Operations
• Accountable to CFO, COO for reporting department performance (workload quantity and quality), as well as, project status and opportunities under development, information should always be up to date and available for review.
• Accountable to CFO, COO for following and enforcing all company policy and procedures.
• Accountable to CFO, COO for following and enforcing all KPI’s with employees and reviewing their performance.
• Ability to manage HR related situations for any direct reports. This includes but is not limited to: issues between team members, performance improvement plans, write ups, performance documentation, addressing suggestions/complaints, employee reviews, accountability, PTO, etc.

JOB SPECIFIC RESONSIBILITIES:

• TRADE DIVISION (traditional sales structure)
• Guide market research of the area, region, and target customer to build an understanding of the customer needs. Incorporate this market and customer centric data into a presentation for the target customers.
• Be able to articulate and demonstrate to the prospective Customer ATI’s value-added services and knowledge of exports and international business.
• Coordinate with and support the Director of Operations and Controller in supply chain improvement projects with traffic, purchasing, and labels.
• Coach and mentor Senior Account Managers (SAM), Account Managers (AM), Associate Account Managers (AAM) to actively manage and grow existing key accounts. Leverage existing Customer relationships to drive incremental business with existing customers and manufacturers (includes handling major customer related complaints or issues, cultivating strong, long-term relationships with key decision makers, and developing a deep knowledge of critical success factors.)
• Mastery understanding of logistics and export documentations requirements and procedures as executed at ATI and as they pertain to their accounts.
• Review missed big opportunities for the company and advise Executive Team and Directors what we could have done differently that would have gained success, and if the opportunity is recoverable.
• Ensure constant contact and follow up with accounts to ensure they receive quality Customer service and a positive experience with ATI and follow up on how the items are doing and what can be done to support and improve the relationship as well as sales growth in the market.
• Periodically reach out to existing Customers taking new items and check on the status of the new items and how they are doing and what can be done, check for Customer satisfaction and get feedback.
• Work with all departments/divisions on resolving customer complaints, claims and/or issues, fostering excellent customer service habits and procedures.
• Be able to offer constructive suggestions with solutions on how ATI can improve existing processes and organization.
• Support Account Managers by being engaged via regular scheduled or as needed calls/emails with Customer to review current business as well as increase ATI portfolio offering and to assure confidence in ATI as its provider of choice.
• Develop an understanding of the End-to-End process an order must process through in the Operational Departments, the steps in the process and the approximate timing it takes from Sales Order entry, to Purchase Order placement, through manufacturing, to pickup and delivery to destination port.
• Ensure projects or assignments are moving forward to completion, working inter-departmentally to ensure success.

BUSINESS INTELLEGENCE

• Work with the Business Intelligence Manager in collaboration with the Senior Account Managers (SAM), Account Managers (AM), Associate Account Managers (AAM), evaluate all current Customers’ performance and explore opportunities for how we can maximize their business and identify opportunities to add on new items based on evaluation. Analyze and evaluate trends in customers’ orders/order structure, and aggressively forecast sales for all customers based on trends. Be aware when a customer is down in sales and offer suggestions on how we can revive the business. Responsible for evaluating reports on customers and their performance.
• Create and Present Customer scorecards -Present to Management, Suppliers and Customers during business reviews.
• In depth knowledge of Account, buy patterns, items imported, relationships with other US suppliers, category review times, seasonal purchasing needs, etc.
• Ensure SAP data integrity with all relevant information and the Opportunity report utilized to follow and monitor all open Opportunities and their activity

BUSINESS DEVELOPMENT

• Work with the Business Development Manager to facilitate building and maintaining relationships with manufacturers, brand-owners and vendor-partners.
• Step in (as necessary) when issues begin to surface, work to prevent/avoid issues or uncomfortable situations
• Ability to negotiate special pricing or discounts when needed for accounts.
• Ability to explain market and account needs accurately and persuasively to achieve results for customer and ATI.
• Ability to mitigate issues, customer complaints, and customer claims as needed to resolve matters and provide excellent Customer service.
• Develop an awareness of branded product opportunities to offer latest trends and/or company focused opportunities.
• Implement and lead a region wide business development strategy, consisting of a vision, defined direction and execution framework. Taking lead in steering the team to achieve new accounts in new channels.
• Support and develop new-to-market strategies and promotions.
• Collaborate with domestic and international marketing departments to analyze performance of products to maximize sales and SKU retention.

PRODUCT DEVELOPMENT

• Work with the Product Development Manager to ensure data integrity of internal cataloguing of product specifications, nutritional panels, die cuts, label specifications, etc. for all Private Label products developed or under development at ATI.
• Develop an understanding of labeling requirements for all accounts and support Product Development division for completion and timely project success.

TRAVEL AND TRADE EVENTS

• Responsible for evaluating trade events, and trade missions/events for overall performance and staying current on all events that may potentially benefit ATI as well as Trade Event shows that we should no longer participate in due to minimal gains.
• As requested, represent ATI at industry events and meet with prospects and clients with attending such events.
• As requested, regularly attend domestic trade shows to source new products and secure exclusive relationships with new manufacturers and brand-owners.
• As requested, Travel on market visits; perform business and category reviews with buyers.

Other duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

EXPECTATIONS DEFINED

Execution of Role Specific Job Functions: Demonstrate the highest level of Inspirational, "take-charge" Leadership across the organization. Support the President and C-Level employees on business strategies, but also offer their own insights and contributions to key decisions. Collaboration between the C-Level, and other Management about critical business decisions. Decision maker, always with the best interest of the company in mind. Does not take “no” for an answer and instead seeks out all possible remedies to issues and challenges. Skilled negotiator and facilitator of business.

Meeting your Goals: Create, collaborate, and work with all Managers to establish organizational goals. Demonstrate "Strategic foresight”— the ability to think strategically, often on a global basis. Collaboration throughout the company as needed and as appropriate. Maintain a list of professional accomplishments to contribute to employee review.

Use of Computer Software and Application Knowledge: Create and guide roadmap decisions for the Systems department. Thorough understanding of how different software’s, systems and technology are impacting their organization and how to exploit the technology to improve efficiencies and eliminate redundancies.

Compliance with all Company and Department SOP's: Challenge all department’s SOP’s to find improvements in business practices in order to improve efficiencies and reduce redundancies. Approve and provide direction for managers on all existing and new Company and Departmental SOP's.

Professional Growth: Identify key growth needs for the company and empower managers to implement them across the organization.

Problem Solving and Conflict Resolution: Ability to identify an issue and listen objectively to help resolve problems and conflict for the benefit of the company. Sees all issues responsible for through to completion. Takes ownership and responsibility for team, department, regional actions.

Communication Skills: Demonstrate the intellectual capability and emotional control to interact effectively across the organization. Ability to have difficult discussions with the appropriate amount of content at different levels within the organization.

Teamwork and Collaboration: Demonstrate teamwork and collaboration skills. Inspires and motivates others by being self-motivated. Encourages and leads team collaboration to improve team morale and engagement. Pull employees up by offering new challenges. Displays a high level of integrity and honesty. Self-leadership. Build the competence and commitment of employees.

Adaptability and Flexibility: Champion of transformational change. Change driven with a focus on motivating others to have a continuous improvement mindset. Demonstrate the ability to adapt to growing needs of the organization by continuing to stretch your skills for the benefit of the company.

Critical Observation: Ability to analyze and interpret data and create a presentation (verbally or written) giving an accurate interpretation of the data. Ability to then communicate to relevant parties the next steps, recognize outstanding questions, and issue spot potential problems. Ensure, encourage, and train managers/emerging leaders to analyze and interpret data the same way.

Ability to work with Customers and suppliers: Provide Customer service for Customers and suppliers in a timely manner. Second - Third level of Customer services issues in level of escalation.