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Job Overview

The Senior Director of Sales is responsible for shaping and leading the execution of the sales strategy and ensuring superior performance of the sales team, with a particular focus on leveraging distribution channels. This role demands a visionary and a dynamic leader with a proven track record of orchestrating complex sales initiatives, cultivating high-value client relationships, and steering a high-performing sales team towards achieving ambitious targets, delivery of above market revenue growth through management of key distribution relationships, enhancement of market penetration and driving new customer acquisition. The Senior Director of Sales will work closely with several cross-functional teams such as Finance, Demand Management, Customer Care and across multiple Business Units to ensure that sales strategy is aligned to the overall business goals. The role reports to the VP of Channel Sales and is an integral part of the Channel Sales Leadership Team. The position oversees the Americas Channel Sales team of approx. 30 sales professionals, including Regional Sales Managers, Distribution Market Managers and Key Account Managers. The role is expected to be based in the United States and requires regular business travel within the Americas Region.

• Develop and implement a comprehensive sales strategy to drive revenue growth with targeted customers and through distribution channels.
• Set and monitor sales targets for the team ensuring they align with the Business Units' growth objectives.
• Drive strategic initiatives to grow market share, expand into new and adjacent markets and further penetrate existing accounts.
• Stay ahead of industry trends and competitive dynamics and evolve sales strategies in response to market changes and emerging opportunities to ensure sustained growth.

• Oversee and manage relationships with distribution partners, ensuring they develop detailed business plans and meet sales targets.
• Identify and leverage distribution partners' strengths and capabilities to expand in key markets.
• Work closely with distribution teams to develop and execute on robust business plans that drive focus and mutual accountability.

• Lead, mentor, develop and inspire a diverse and a high performing sales team, fostering a culture of excellence and accountability.
• Provide coaching, feedback, and performance evaluations to ensure success.
• Partner with Human Resources on talent acquisition, development, and retention strategies to build and maintain a strong sales team.
• Drive focus on actionable succession planning at all levels to ensure the existence and smooth functioning of a sustainable organization.
• Foster a results-driven and dialog-based culture with a focus on accountability, collaboration, and continuous improvement.
• Drive employee engagement, inclusion and employee wellbeing across the organization to build a winning sales team

• Oversee sales forecasting, budgets, pipeline management, and performance metrics.
• Leverage data-driven insights and sales performance KPI's to refine sales processes, maximize efficiency, and achieve revenue targets.
• Ensure timely reporting of key performance metrics.

• Collaborate with the Business Units to align on new product introductions and targeted lead generation activities as well as to develop integrated strategies and drive cohesive business growth.
• Work closely with Business Units, Demand Management, and Supply Chain teams to ensure smooth distribution processes and healthy inventory positions with our key distributors.
• Partner with Finance and Business Units' leadership to align on pricing strategies, sales targets, and overall company growth objectives.

• Cultivate and maintain strong relationships with key internal and external stakeholders.
• Identify and pursue new business opportunities while ensuring exceptional service delivery to existing accounts.
• Serve as the primary point of contact for high-level negotiations with key internal and external stakeholders.
• Ensure customer satisfaction and address any issues related to delivery, pricing, and quality.

• Bachelor's degree in business, marketing, engineering or a related field (MBA preferred).
• 20 years of sales leadership experience managing $500M+ in sales revenue.
• Proven track record in a senior leadership role with a demonstrated ability to drive substantial revenue growth, particularly within distribution channels.
• Success in developing and executing high-impact sales strategies, building strong client relationships and rapport with internal executive-level stakeholders.
• Demonstrated ability to lead, develop and motivate high performing sales teams.
• Passion for and ability to analyze data, develop actionable insights and action plans.
• Familiarity with CRM systems, sales software and performance tracking tools.

• Strong leadership and team engagement abilities.
• Data-driven approach to sales management.
• Exceptional strategic thinking, negotiation, and problem-solving skills with a strong ability to influence and inspire.
• Executive presence and excellent relationship management skills.
• Ability to thrive in a fast-paced, results-oriented environment.
• Strong business acumen and the ability to work cross-functionally in a highly matrixed environment.

• Prior experience in distribution and channel sales in a relevant industry.
• Experience working with complex sales models including cross business unit collaboration.
• Understanding of distribution processes including logistics, supply chain and inventory management.