Director Sales

Barnes’ Force & Motion Control business is seeking a Sales & Marketing Director, with a proven track record of leading and driving sales growth and consistent commercial performance across its regional commercial teams comprised of inside and outside sales and marketing personnel. The Sales & Marketing Director will leverage a proactive leadership style and approach to cultivate and engage a high-performance, growth focused team to deliver predictable, consistent results. Capture and leverage the voice of the customer (VOC) and voice of the market to drive Top Line profitable growth while maintaining focus on the Pipeline initiatives to ensure progress on FMCs’ short term and long-term strategic goals. The right candidate will be responsible for all aspects of sales and market growth through our various sales channels including distribution, direct sales, and sales partnerships. They will ensure resources are leveraged and utilized effectively and efficiently through robust processes and tools and to deliver commercial, operational and financial excellence across the business.

Core Responsibilities:  

Lead the Commercial P&L for Europe and APAC regions, accountable for driving and delivering orders, revenue and profitable growth targets within a multi-product line, multi-channel to market sales business model. Develop, build, and coach a high performing Commercial team that consistently delivers Topline growth through Core Business Execution. As member of the FMC Global leadership team, contribute meaningfully to the development and execution of strategic growth plans and initiatives. Develop and maintain relationships with key customers and channel partners. Cultivate and grow a strong Industry network that targets and supports the regional business objectives. Define and execute a multi-channel sales strategy that ensures the value of the complete range of brands in the FMC portfolio is delivered to customers in a scalable and efficient structure. Develop a robust marketing roadmap with a clear brand strategy while maintaining the agility of the regional needs. Ensure collaboration between commercial teams, operational, general management and functional teams to generate desired outcomes. Make data driven decisions to set pricing and secure margin improvements, balancing margin improvement and growth in the targeted industries or countries. Responsible for the data quality and maintenance, market and customer analyses within the region/industries targeted. Ensure that sales objectives and standards of performance are understood and owned by the commercial leadership and teams, leveraging daily, weekly, monthly, and quarterly sales channel reviews. Ensure objective and data driven systems are in place for effective monitoring, measurement and communication across the organization. Drive a performance culture through standard work that includes sales funnel reviews, secured orders and analyses of activities against key metrics to determine progress. Identify issues and performance gaps and take appropriate actions to ensure strategic and commercial objectives are met on a consistent basis. Ensure commercial objectives are in alignment with operational targets, KPIs and financial expectations. Embraces a "leader as teacher" Leads with a positive mindset and by example to demonstrate the right behaviors and actions in alignment with company values to drive performance and results while championing Barnes’ Talent Management System. Effectively generate results through collaboration, influence and relationship building as much as direct line authority. Collaborate and support the execution of enterprise-wide business initiatives, sharing and leveraging best practices to drive the collective success of Barnes. Perform duties as assigned by leadership in accordance with the Company Values and Code of Ethics.

Qualifications:  

10+ years of progressive sales or commercial expertise including product management, marketing, and direct business to business sales. 5 years of experience of effectively leading and managing global based commercial teams. A proven track record of implementing and successfully executing strategies to build and sustain a high-performance team that drives, consistent results in concert with the Company values. Prior sales leadership working in a matrixed business environment, preferred. Able to visualize the business through the eyes of the customer and connect commercial excellence with both operational and financial excellence. Leads by example with a genuine passion for building, inspiring and motivating a high-performance sales team. Effective at identifying and developing top talent, and creating an organization where people work collaboratively and effectively. Energetic leader with a strong work ethic with the ability to influence across multiple constituents effectively to generate results. Effective communication skills, impeccable integrity including demonstrated ability to work well with and relate to employees at all levels of the organization. Experience working with business and total operating systems that serve as the true foundation of the organization. In depth knowledge of continuous improvement, and lean enterprise concepts, having utilized tools including capacity planning, root cause analysis, etc. Outstanding decision-making skills. Grounds decisions in data but is comfortable dealing with ambiguity. Possesses a natural sense of urgency, competitiveness, and desire to win through people and teams. Results driven. Ability to travel 50% to customers, channel partners or other Barnes locations.

Education Requirements:

Bachelor’s degree in a related discipline required. M.B.A. or advanced degree is preferred. Equivalent country educational or equivalent technical experience are acceptable.

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