Sales / Commercial Director US and Canada

TF CABLE AMERICAS is a US corporation and a wholly owned subsidiary of TELE-FONIKA KABLE S.A., Poland. TF Kable is the 3rd largest electrical cable manufacturer in Europe and the 14th largest globally. The company is recognized as a world class producer of cables for Utilities, Mining, Alternative Energy, Portable Power Generation and other Heavy Industries.

TF Kable operates 7 manufacturing facilities and distributes products through  6 subsidiary offices worldwide.

 

We are currently hiring for the below position:

 

 

Person will lead the sales organization in conducting business and growing sales in US and Canadian markets by developing existing and building new distribution channels and sales strategies.

 

Profile
- Successful career in sales management in Portable Power Cable markets in US and Canada
- Proven skills in developing and executing business strategies focused on significant growth of sales and maximization of profitability
- Proactive in building strategic alliances and partnerships with key customers to accelerate and strengthen the company position in the marketplace
- Strong interpersonal skills for developing and maintaining customer relationships
- Strong interpersonal skills with an affinity toward group work and problem solving
- Strong leadership abilities and experience in managing, leading and supporting organizational objectives
- Skilled in training, team building and motivating sales personnel in achieving sales goals
- Effectively communicating with all company organizational structures including inside sales, product management and senior management located in overseas headquarters in Europe
- Distributor oriented dealing with decision makers on corporate level
- Committed to work with ability to deliver according to timeline

Education
- University degree in business management, engineering or associated disciplines
- In case of exceptional industry experience, the requirement for a university degree can be waived

Skills
- Proficiency in Microsoft Office and familiarization with CRM platform
- Ability to work independently and be self-motivated
- Math and analytical skills

Experience
- Minimum 3 years work experience in Portable Power Cable environment
- Minimum 3 years work experience on superior sales management position in wire and cable master distributor or manufacturing company in the US
- Background and relevant relationships with major US wire and cable distributors
- Experience in negotiating large contracts, sales programs and consignment/rebate agreements
- Ability to read technical specifications and understand bid documents

Professional Requirements
- Extensive knowledge of Portable Power Cable market in the US and Canada
- Familiarization with wire and cable competitors
- Ability in increasing market share in a highly competitive market environment
- Ability in preparing and presenting sales proposals, bids and quotations for US and Canadian market that meet specific customer expectations and project requirements
- Ability to manage project-based business
- Ability to map the business potential and work out strategies to build relationships with key customers in the US and Canada
- Ability to collect, analyze and utilize market data regarding competitive products, customer needs, preferences and market trends
- Ability to develop and execute sales plans based on market knowledge
- Ability to read technical specifications and understand bid documents

Responsibilities (US and Canada)
- Responsible for meeting sales budget and profitability
- Report to VP for Sales based in company headquarters in Europe
- Manage and oversee sales organization consisting of Inside Sales and Field Sales managers responsible for sales into US and Canada
- Set up sales goals and establish accomplishment criteria for the sales team
- Prepare weekly sales forecasts and reports based on markets trends, orders backlog and sales people / customer estimates
- Determine inventory levels and product mix needed to support forecasted sales
- Determine sales strategies and distribution model on all distribution levels:
   Direct/End User, Cable Distributors, Electrical Distributors, Industrial (OEM, VAR).
- Establish personal relationships with all key customers
- Develop pricing strategies and set up tier price levels
- Report competitive feedback on existing new products, pricing and market conditions
- Establish freight, packaging and cut-to-length policies
- Identify and develop marketing actions, special promotions and events to increase sales
- Develop new business and identify high margin business opportunities
- Develop new and existing product
- Oversee key account management
- Negotiate large projects
- Develop and negotiate rebate and consignment agreements with major distributors
- Develop and negotiate Sales Representative commission agreements
- Visit potential and existing customers, travels approximately 40-50% throughout US and Canada
- Attend trade fairs and conferences