Head of Sales, CSI (30267) bei ADAMA Ltd. Listen>Learn>Deliver

Head of Sales

Job Description

Reports to:                         President/CEO

Direct Reports:                 Customer Service Manager, Business Intelligence Manager, and Five (5) Division Sales Leaders

Indirect Reports:              Two (2) Customer Service Reps, Business Intelligence Analyst and several Territory Sales Reps

Location:                             Pasadena, TX (Onsite)

ABOUT CSI

Control Solutions Inc. is a mid-sized, US-based specialty chemical manufacturer with a long-standing tradition of providing effective and economical solutions to our customers in the Pest Control, T&O, Consumer Products and Professional Animal Health Care markets.

CSI is one of the fastest growing companies in the industry, and we are a subsidiary of ADAMA within the Consumer & Professional (C&P) Business Units, the 7th largest Agricultural Chemical company in the world! This thriving partnership enables us to not only offer the largest selection of products, but also to introduce innovative, differentiated products with combination chemistry® and our exclusive access to the broadest array of Active ingredients in the industry!

JOB SUMMARY

The Head of Sales is a key role within Leadership Team and will support the President/CEO as its right hand on Commercial strategy by focusing on growth and profitability opportunities for the US Market.

The Primary focus of this role is to support the business by creating and execute short & long-term business plans and help oversee relationships with key accounts with a solid understanding of the local competitive landscape.

This position will be responsible for providing leadership and strategic direction for Commercial leaders across the country to achieve performance objectives and cultivate current and future business initiatives to meet the company’s goals.

DUTIES AND RESPONSIBILITIES:

• Create, implement, and execute the business plan for the entire Commercial Team, which includes building and implementing forecast models to support revenue targets.
• Reviews and analyzes sales, market records and reports; uses data to project/forecast sales, determine profitability and targets, and to identify potential new customers.
• Collaborates with the Leadership team to develop and implement company strategies that will support short and long-term activities to align with the company’s growth plan.
• Conduct in-depth analysis of sales data, using PowerBI, to identify growth opportunities, diagnose performance issues, and provide actionable recommendations to leadership and sales teams.
• Prepares and manage the overall Sales travel and expense budget, monitoring and approving expenses
• Implement and manage the CSI Sales Incentive Plan, guaranteeing the sales team is rewarded according to measurable performance metrics that advance the overall quality of business.
• Collaborates with sales leadership to develop territories, sales targets, and strategies.
• Maintains knowledge of market, competition, and best practices and trends in sales techniques and strategies.
• Support in resolving customer complaints, coordinate with various stakeholders to ensure resolution is reached.
• Participate and coordinate external meetings, tradeshows, conferences, webinars, and professional development opportunities corporately and with existing customer base.
• Manage and grow existing customer base by understanding and anticipating customer needs.
• Maintain awareness of pertinent customer information, future plans, payment performance, and communicate any information that would affect company decisions.
• Maintain an understanding and knowledge of competitor products and programs by identifying and reporting intelligence on pricing and marketing strategies.

LEADERSHIP AND OVERSIGHT

• Identifies opportunities for improvement in the commercial activities; implements training, strategies, policies, goals, and other resources to maximize productivity.
• Schedules and directs consistent commercial leadership meetings and events to share information, set and revise goals, and to increase morale.
• Review and track ongoing segment reports via CRM/HubSpot to include daily activities, competitor information, and customer interaction.
• Hires and trains Segment and Account Mangers.
• Organizes and oversees the schedules, territories, and performance of Segment and National Account managers.
• Conducts performance evaluations that are timely and constructive.
• Handles discipline and termination of employees in accordance with company policy.
• Performs other duties as assigned.

EXPERIENCE AND SKILLS:

• BS/BA (preferably) in Entomology, Marketing or Ag Business. MBA/Master’s degree a plus
• 15+ years’ experience selling includes
• 5+ years of successful sales experience selling Agro Chemical products in a Senior management level. 

• Ability to travel up to 65% of Domestic Travel including some overnight and weekend commitments.
• Reliable transportation with clean driving record
• Knowledge of advertising and sales promotion techniques
• Ability to collaborate and develop strong relationships with all levels of personnel
• Strong commercial awareness, strong client liaison skills, project management and team leadership.
• Demonstrate sense of urgency and time effectiveness
• Keeping an eye opened ears on market developments & competitor info
• Strong written and verbal communication skills
• Ability to lead and influence key decision makers
• Identify, evaluate and communicate risks and opportunities on a timely basis.
• Build and foster solid business partnering relationships with internal and external customers, the Sales and Marketing Organization
• Lead sales and the pipeline for US accounts
• Prioritize strategically valuable accounts and opportunities in line with our national sales approach and strategy.  
• Own full cycle enterprise sales pitches using a consultative sales approach to bring large deals across the finish line.
• Think strategically: design new sales approaches, tailor sales materials and help establish best practices for sales team.
• Evaluate and create pricing models that will meet the customer’s needs.
• Work cross-functionally to provide key market feedback on client and consultant needs.
• Provide feedback as to product features and benefits that meet the marketplace needs.
• Build strong and lasting relationships with prospective customers and partners founded on mutual trust and aligned goals
• Proficient with Microsoft Office Suite
• Ability to make effective decisions that benefit the organization and work toward goals, strategies, and policies.
• Highly motivated self-starter who can work autonomously and as a part of a team in a fast-paced, changing environment
• High level of initiative, creative thinking, decision making, and problem resolution skills
• Inherent ability to influence with outstanding communication and interpersonal skills to gain trust

An essential element of Control Solutions, Inc. (CSI) culture is our commitment to diversity. CSI is an Equal Opportunity/Affirmative Action Employer. We consider applicants, and make all employment decisions, without regard to race, color, religion, creed, gender, national origin, age, disability, marital or veteran status, or any other legally protected status. We are committed to recruiting and retaining the best talent in our industry.