GHX Industrial, a SunSource company, is a growing, dynamic organization with roots traced back to 1937. GHX today is a highly recognized value-added distributor and fabricator of industrial gaskets and hoses with offices nationwide. GHX’s customer base consists of large refining and petrochemical customers, upstream oil and gas service and supply companies, OEMs, and mineral and mining enterprises. http://www.ghxinc.com
Responsible for developing and implementing overall business development strategies that support corporate growth goals. Works directly with both marketing and sales teams to profitably grow the revenue of the corporation through greater market penetration and new market & product development. Oversees, directs, and supports National Account Managers responsible for key strategic customers, product group sales and new & emerging markets. Emphasis on winning multi-site, large potential, and OEM Customers by leading the team to develop relationships with customers category managers, planners, and corporate buyers, including influence with current account manager assignments branch leadership and directly calling on those prospects. Support and collaborates with all Fluid Conveyance companies. Contact Management and facilitating account set up requirements including terms and conditions, MSA and MPA agreements.
Role & Responsibilities
- Key leadership role in directing and integrating overall market segment and product group sales plans.
- Establish & maintain positive supplier and industry relations.
- Focused priority on Diversified market segments and works to identify new potential target customers in core and emerging markets.
- Directs relevant product/market training with suppliers for sales force
- Anticipate trends in customer needs and develop offerings to meet them.
- Evaluate and suggests additional product and service offering(s).
- Maintain awareness of competitor capabilities, market penetration and strategies.
- Participate in relevant Key and National Account(s) management.
- Works with pricing team to implement winning strategies to gain market share.
- Maintain high levels of market segment and product knowledge among sales team.
- Establish favorable relationships with key personnel of top pertinent suppliers.
- Coordinate lead/lag reporting metrics
- Oversees appropriate product/market training programs.
- Drive increased revenue and gross profit to achieve the Company`s growth.
- Assist Market Managers and VP Sales with development of marketing collateral, sales tools, and digital content for website and other media applications
- Supports and achieves corporate strategic goals and objectives.
- Keeps current with new products and technology improvements to better serve focus markets and product families
- Planning and coordinating the implementation of business plans, Target account plans and the penetration of new markets.
- Promote all field services such as Hose Management, Mobile hose Testing, Vendor Managed inventory and Crimper Placements.
- Must be able to give sales support and produce leads through attending trade shows. Actively work in ULink/CRM and provide call activity notes etc.
- Work closely with all Field Sales people, sales leaders, driving compliance and continual development of the Sales Excellence playbook(s) to Salespeople and Sales Management teams.
- Formulate a database that is intended for customer files and vital information.
- Maintain corporate contract files
- Forecast sales by units segment by segment and by customer
- Promote new business by providing a contribution on advertising and literature.
- Maintain the product’s competitiveness by recommending an effective pricing program.
- Interface with quality assessment and operations about the product’s quality or safety issues as it relates to our OEM customers across all Market Segments
- Attend various product and supplier partner events and training.
- Update yearly strategic plan by providing sales input.
- All other duties as assigned.
Qualifications
- Minimum 4-year college degree; MBA preferred.
- Minimum 10-years sales experience in industrial distribution with relevant products & Industries.
- Experience in Product and/or Market Segment Management
- Strong organizational ability.
- Self-motivated, able to work independently.
- Additional college level management training a plus.
Skills
- Proven leadership ability.
- Proven Relationship development skills
- Excellent oral (presentation) and written communication skills.
- Excellent analytical skills.
- Strategic thinker.
- Contract Review- Interfacing with Legal
- Ability to form and work with teams.
- Ability to work through others in a matrix organization
- Working knowledge of Excel, Word, PowerPoint,
