Completed Searches

Location

New York

Category

Sales & Marketing

National Sales Director – Wine – Major City – Eastern U.S. or Midwest -1219
Posted on February 01, 2017

1219 – National Sales Director – wine – Major city (Eastern US or Midwest)

Our client is a fast growing wine company from Europe. The company has had a presence in the US for over 5 years and sells through distributors. The National Sales Director will oversee a team of 8-10 sales managers across the US.  The National Sales Director is responsible for the sales performance of the US team and key account relationships in the regional territories as well as managing distributor relationships to drive performance along the lines of planned budgets and company vision. The National Sale Director is responsible for all aspects of commercial planning and execution with customers. The National Sale Director is supported by marketing, finance, and a customer service team to optimize sales revenue and margins.

The main responsibilities will be (but not limited to):
• Contribute to the achievement of the company’s vision by ensuring that the team’s behavior is consistent with company values
• Establish effective relationships with distributors to allow the company to build in-market presence & manage performance
• Establish and achieve sales goals in the territory
• Work with distributors to develop & implement market strategies & business plans to deliver regional goals, manage distributors and team to achieve goals and vision
• Manage pricing to maintain competitive retail pricing and optimize profitability
• Identify & actively exploit new business opportunities in terms of new distribution and new routes to market
• Monitor brand performance & market trends to identify issues adapting plans & activities accordingly
• Effectively train, support & motivate sales teams in order to become a high performance and effective team
• Work with the distributors in order to execute local marketing activities in line with agreed marketing plan
• Work with distributors to develop & implement local PR plan establishing direct relationships with key journalists
• Maintain sales forecast together with US Operations Director to ensure efficient supply without overstocks or out of stocks
• Work with customer service and Export Assistants to meet customer needs and ensure efficient supply chain.
• Draw on support from other areas of the business to optimize business partnerships (marketing, customer service, finance, supply chain)
• The role will require extensive travel (around 70%), including market visits and management of sales team
• Effectively manage incentive programs
• Effectively monitor and control gross and net margins to ensure profitability
• Effectively manage global promotional budgets within territory to achieve goal

Candidate profile
• Bachelor’s Degree in Business, Economics or similar discipline
• Minimum of 10 years’ experience in the wine and spirits industry, with proven track record in sales and distributor management
• Experience managing at least a 10 states region
• Management experience of a small remote team required
• Extensive local market knowledge including the three tier system
• Strong work ethic
• Ability to build effective partnerships with distributors & customers
• Ability to persuade and influence internally and externally
• Excellent verbal and written communication skills
• Excellent budgetary controls
• Excellent evaluative, analytical and interpretive skills
• Strong planning and organizational skills – At ease working with a CRM system

The position will be home based in a major city (hub) in the Eastern or Midwestern part of the US (i.e Chicago, Dallas, Atlanta, New York).

Link: http://dsmlexecutivesearch.com/?career_searches=vp-us-sales-beverages-new-york-area

To apply, please email your resume (preferably Word format) to apply@dsmlexecutivesearch.com with the reference 1219 in the subject line

Location

Kentucky

Category

Operations

Quality Manager – Kentucky – 1257
Posted on January 27, 2017

1257 – Quality Manager

Description of the position/role:

• This professional level (stronger than existing quality personnel) position will oversee “Quality” for two plant operations

• The individual will lead, improve and monitor the quality related targets and tasks daily basis • Someone who change the way that quality is measured, who can propose a new structure for “Quality”, and who can change the “Quality Mindset”

• To manage the relations and audits from external auditors (quality auditors and customers) • To develop leadership and competencies to achieve a higher customer value.

Key responsibilites

• To define and implement the Quality objectives and action plans and coordinate Continuous Improvement actions

• To manage customer complaints/claims from analysis of root causes to identification of corrective action plans and effective timely communication to customer

• To collaborate closely with technical customer service to cascade customer’s products and process requirements in the plant

• To identify, prioritize and lead product and process quality improvements actions

• To collaborate with production, purchasing and suppliers to ensure right raw material, services and finished products quality

• To maintain the Total Quality Management system and third-party certifications by ensuring the compliance with all site procedures

• To engage and coordinate the local team relative to information, training, support, control and communication

• To lead and develop quality team according to leadership expectations

Requirements

• Bachelor’s degree

• Someone with automotive experience is key

• Someone who has “Quality” in their DNA

Link:  http://dsmlexecutivesearch.com/?career_searches=quality-manager-kentucky

Please forward resume to apply@dsmlexecutivesearch.com and reference #1257 Quality Manager

Location

California

Category

Sales & Marketing

Business Development Manager – California – 1247
Posted on December 16, 2016

1247 Business Development Manager – Industry 

Our client is an expert and a world leader in the field of flooring solutions for a variety of markets (healthcare, retirement homes, retail, industry, education, social housing, offices, sports…). The company is eco-responsible and has set the highest standards when it comes to environmental quality, using recycled materials across all its product lines.

Headquartered in Europe, the company is growing at a fast pace in the US. The purpose of this position is to develop the business in the industrial market, specifically in the life sciences, pharma and technology to address the needs of controlled environments such as cleanrooms. We are looking for a Sales professional with a successful experience selling building materials or equipment to this industry.

JOB DESCRIPTION

  • Insure the sale of Controlled environment flooring solutions to the Life Sciences, Pharma and Tech industries, working with the project managers (contractor) and the installers (flooring contractor).
  • Team work with the rest of the company sales organization.
  • The position is located in California (ideally Los Angeles)

REPORTING

  • The position will report to the Industry Leader and will have a dotted line to the Industry Segment Manager based in Europe especially for the first years to facilitate the learning, coordination and start up process.
  • The position will be in contact with various departments of the company based in the US.

OBJECTIVES

  • To contribute to the achievement of a sales budget for the territory
  • To communicate on the company pricing policy
  • To promote the company’s products by calling on key accounts.
  • To promote and achieve specification of the products by calling on End Users (facility managers and engineers) , Specifiers such as Architects, Interior Designers, flooring contractors, Builders, Quantity Surveyors, i.e any person or company that may be involved in the specification of a floor finish in the Segment.
  • To support agents and the Commercial sales team and ensure products training as well as joint customers and specifiers visits together with agent sales staff.
  • To organize “lunch and learn” sessions with specifiers
  • To keep precise records, on an ongoing basis, of significant projects in the territory concerning targeted market segment.
  • To implement company practice concerning project tracking with the CRM.
  • To participate actively in trade shows where the company exhibits as well as in road show organized in conjunction with agents.
  • To provide market intelligence concerning Competition, Distribution, Product trends, Standards, …
  • To suggest ideas to contribute to the product range development.
  • To participate actively to products field tests.
  • To arrange and attend customer trip to Factories visit.
  • To inspect, when necessary, complaints on behalf of the company.
  • To perform a variety of activities once a project is completed such as maintenance demos, and project photography.

PROFILE

  • Minimum 5 years’ experience in sales and specification to large accounts in the industry (Life Sciences, Pharma, Tech companies).
  • Hunter mentality, autonomous and accountable
  • Sales, marketing and/or business degree
  • Experience with key accounts and working on project from A to Z is a must.
  • Organized, self-motivated
  • Flexible and hands-on
  • Computer literate especially with a CRM
  • Able to travel extensively within the territory (60%)

Link: http://dsmlexecutivesearch.com/?career_searches=business-development-manager-california-1247

Please forward your resume to apply@dsmlexecutivesearch.com and reference 1247

Location

Waltham, MA

Category

Sales & Marketing

Strategic Marketing Director – Boston – 1240
Posted on November 03, 2016

1240 – Strategic Marketing Director USA

Our client is a leader in innovative surgical products. They develop and manufacture disposables, instruments and units that are being sold in more than 80 countries. The Strategic Marketing Director for the US is a new position.  This is a key role requiring the individual to ensure an optimal harmonization between the USA strategic marketing plan and the marketing objectives and activities with the global strategic marketing plan of the company.

Key accountabilities: 

  • Responsible for gaining market share-, revenue, profitability and product life cycle of the client product range in the USA
  • Developing and executing a US marketing strategy and operational plan in relation to the global marketing plan
  • Ensure an optimal harmonization between the strategic marketing objectives and marketing activities with the global strategic business plan of the company where marketing spent should be aligned with customer groups (teaching hospitals, A+, AB and KOL’s) and key product groups
  • Manage and improve the US KOL (Key Opinion Leader) and AB (Advisory board) program and act as client representative to AB and KOL’s in the US
  • Producing monthly and quarterly reports for the CCO with respect to the strategic objectives and KPI’s, progress of these objectives and corrective actions
  • Optimizing and managing the profitability of products and product groups thru analysis and USA specific product life cycle management
  • Driving the product life cycle together with the Global Marketing Director and the SPDM team
  • Ensure that downstream marketing is in line with companies targeted market position
  • Ensure that marketing activities are in line with the company’s ethics and compliance policy
  • Introduce or improve NPS (Net promoter score) and PMS (Post Marketing Surveillance) for the USA

 

Skills, know-how and experience:

  • Ten + years commercial/sales and marketing experience in leading, engaging and motivating nationwide marketing teams that took share from market leaders with innovative technologies. Preferably within the Medtech sector.
  • Proven track record of increasing market share, revenue and profitability of product groups and product life cycle management.
  • Entrepreneurial spirit, being able to be operational when necessary.
  • Experience with “razor blade” business models for capital goods
  • Proven track record of “pull through” marketing with teaching hospitals and KOL’s and AB’s
  • Outstanding strategic marketing skills; results focused; sets stretching targets, implements innovative marketing strategies
  • Ability to work effectively & cooperatively within a global company
  • Previous experience working for a European company is a plus

 

Please note: This position will require extensive travel within the US, and occasionally to Europe.

Dotted line reports: CTO and SPDM Team, MD USA

Location: Waltham, MA (Relocation assistance available if necessary)

Please forward resume to apply@dsmlexecutivesearch.com and reference Strategic Marketing Director in the subject line.

Link: http://dsmlexecutivesearch.com/?career_searches=strategic-marketing-director-boston-1240

Location

Waltham, MA

Category

Sales & Marketing

Vice President Sales – US – Boston – 1239
Posted on November 03, 2016

1239 – VP Sales US 

Our client is a leader in innovative products for ophthalmic surgery. They develop and manufacture disposables, instruments and units that are being sold in more than 80 countries. The company is a dynamic and innovative enterprise with subsidiaries in the USA, Sweden, UK, Austria, France and Germany. In total, more than 300 employees work for these companies.

The Vice President of Sales for the US is a new position.  This is a pivotal role requiring this key individual to develop and execute short, mid and long-term strategic sales & marketing objectives; set the commercial strategy; drive demand, revenue, profitability and market share and secure, sustainable, and profitable sales.

Key accountabilities: 

  • Create, identify, define, develop and implement the commercial strategy and pricing policy for the USA market to increase revenue, market share and profitability of the clients range of products
  • Execute and update the sales strengthening plans
  • Built and maintain a top-class sales organization
  • Lead and motivate regional Sales Directors and teams in setting sales plans, objectives and KPIs, which translate commercial strategy into sales targets and forecasts; monitor performance, put actions in place to address shortfalls, ensure talent and capability to deliver plans
  • Deliver commercial targets, ensuring that operational plans and objectives for the USA and global strategic plans of the company are aligned
  • Directing the implementation and execution of operational sales plans for the regions and monitor results
  • Ensure that direct reports liaise with the company’s ethics and compliance policy
  • Ensure effective communication between regional teams and customer fulfillment with regards to the Technical Applications team, Order entry, Sales support and after sales service, including capturing complaints, using insights to inform product and operational improvements and S&OP planning
  • Monthly and quarterly reporting for stakeholders with respect to the strategic and operational objectives and progress of the KPI’s
  • Organizing and initiating monthly and quarterly meetings with the direct reports.
  • Provide input to the Strategic Marketing Director, CCO and MD US on market trend and competition
  • Assist in the selection of and manage the advisory board and key opinion leader (KOL) network

 

Skills, know-how and experience: 

  • Ten + years commercial/sales and marketing experience in leading, engaging and motivating nationwide sales teams to “win” in the market
  • Experience, ideally, from within the MedTech sector and within a company that takes market share from industry leaders, “combining capital goods with consumables”
  • Experience with “razor blade” business models and models for capital goods
  • Proven track record of “pull through” of business through teaching hospitals and medical/technical KOL’s
  • Outstanding sales skills; results focused; setting stretching targets
  • Entrepreneurial spirit, strategic approach, being able to be operational when necessary
  • Relationship builder, influencer; inspiring trust, collaborative, culturally adept
  • Challenging, resilient, influencer; able to prioritize, focused and decisive
  • Commercial character with a strong and inspiring personality
  • Ability to work effectively & cooperatively within a global company
  • Previous experience working for a European based company is a plus

Please note: This position will require extensive travel – up to 70% – within the US, and occasionally to Europe.

Direct reports: Regional Directors, Customer fulfillment team (TAT, Service Manager, Order Entry Manager) and Business Analyst

Dotted line reports: MD USA, Strategic Marketing Director

Location: Waltham, MA (Relocation assistance available if necessary)

Please forward resume to apply@dsmlexecutivesearch.com and reference VP – US Sales in the subject line.

Link: http://dsmlexecutivesearch.com/?post_type=career_searches&p=16927&preview=true

Location

Home Based

Category

Sales & Marketing

Sales Manager – Wine Industry – Home Based – 1233
Posted on October 04, 2016

1233 – Off Premise Sales Manager (Home based with frequent travel  – 60% –  across the US)

Our client is a successful and dynamic winemaker from France. The company has had a presence in the US for over 5 years, is enjoying substantial growth and maintains strong partnerships with main distributors.

The company is creating a new position to support the growth in the retail segment. The Off Premise Sales Manager will have a background in wine and national and regional OFF PREMISE accounts experience, managing and cultivating relationships in this channel.

This is a sales position with strong emphasis on selling, business development and customer service. The company has invested in a state of the art CRM system.

This position requires to work along company protocols and procedures in executing, installing and following through on programs throughout the channel.

The main responsibilities of the job are (but not limited to):

  • Pro-actively identify, resource and maximize new business opportunities with new accounts
  • Call on National Accounts to achieve agreed upon distribution and sales goals
  • Forecast, set and communicate budgets for the channel, by account, by SKU
  • Develop account specific planning, strategies and tactics to deliver the agreed budgets
  • Build long term relationships with the key buyers and distributor contacts in the OFF PREMISE Channel
  • Monitor performance of accounts (pricing, shipments, depletions and promotional materials)
  • Ensure that agreed upon goals and sales volumes are achieved whilst aggressively controlling costs

The candidate profile is

  • Minimum 5 years’ experience in the OFF PREMISE National Account Supplier Channel
  • Proven track record of winning new business with top accounts
  • Demonstrate ability to effectively manage challenging customer relations
  • Strong negotiation skills
  • Extremely detail oriented
  • Excellent presentation and communication skills

To apply, please email your resume (preferably Word format) to apply@dsmlexecutivesearch.com with the reference 1233 in the subject line.

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Location

Chicago

Category

Sales & Marketing

Key Account Manager – Health Care – Chicagoland – 1232
Posted on September 29, 2016

1232 – Key Account Manager – Chicago 

Our client is a world leader in the design, development and manufacturing of innovative drug delivery solutions. The company offers contract manufacturing for a number of devices as well as proprietary products. The company heavily invests in R&D and develops innovative solutions that always put the patient first.

The position: The Global Key Account Manager is responsible for managing assigned accounts and developing new business for Drug Delivery Devices.

The main responsibilities are:

* Manage existing contract manufacturing customers

* Maintain ongoing sales level with existing customers and grow sales volume and budgets.

* Manage margin improvement through price increase and/or identifying cost reduction opportunities.

* Manage, follow up and/or conclude existing projects

* Negotiate and implement contracts as needed

* Identify and develop new business within the current customer thorough market research including frequent customer visits and presentations, trade fairs etc.

* Elaborate presentations, answer RFI/RFQ

* Develop and maintain relationships within all levels of the customers’ organisations.  In particular these will include purchasing, R&D, manufacturing and marketing.

* Communicate and champion customer needs throughout the company

* Develop and organise effective working relationships with the company manufacturing facilities and project management teams in support of the customers

* Develop and implement customer strategies with professional and in-depth pricing and technical proposals for tenders covering the range of healthcare products including timely feedback both internally and externally.

The profile

* We are looking for a self-starter leader with “can do attitude”, charisma and excellent listening skills.

* Minimum of 7-10 years of sales/account management experience in equipment, machinery or contract manufacturing.

* Experience negotiating complex multi-year contracts mandatory

* Results focused, very structured and rigorous

* Able to handle stress

* Autonomous, but able to work well in a team

* Interested in healthcare topics

To apply

Please forward resume to “apply@dsmlexecutivesearch.com”  and reference job number 1232 – Key Account Manager 

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Location

Chicago

Category

Sales & Marketing

US Sales Manager – Chicago – 1227
Posted on August 15, 2016

1227 – US Sales Manager

Our client has developed patented process systems for steam sterilization and pasteurization for various applications, such as Herbs & Spices, Nuts, Cereal products, Barley & Malt, Flour & Starch, Biomass, etc.   This is a new role – our client has many prospects in the US and requires a local presence.

The machines (systems) are custom build for each customer & product. Those machines were originally designed for the petrochemical industry, therefore very reliable and sturdy with no regular maintenance required except for cleaning (that is integrated in the machine’s process). The machines are connected through the internet and most assistance can be done remotely, (although some companies would prefer to have a local representative).  Most of the post-sales assistance is to provide additional recipes to be integrated in the machine, to help the customers getting the most out of the machine.

Candidate profile:

The responsibilities will be the following (but not limited to):

  •       Regular visits to client’s sites (Production and Maintenance teams) in order to provide superior       follow-up service with existing customers
  •       Technical assistance to clients over the phone, video conferencing, and email
  •       Liaison with the engineer teams in France
  •       Identification of projects and presentation of the company and the product offering to prospects
  •       Open doors, facilitate, bring in projects and network.
  •       Ability to identify new customers·
  •       Very organized and extremely reactive
  •       Curious and willing to learn
  •       Autonomous and disciplined
  •       Modest, honest, down to earth, open minded
  •       Flexible to travel up to 75% within the US, Canada, and sometimes to France
  •       Personality and communication style will be just as important as technical aptitude
  •        A background in sales in the area of Food Production, Preparation, and Process is essential

*      Candidate should have a strong technical background, preferably a mechanical or chemical engineer (as all of the customers are engineers)

 

The company has leased an office in downtown Chicago.

Please forward resume to :  “apply@dsmlexecutivesearch.com”  and reference “1227 US Sales Manager” in the subject line.

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Location

Baltimore

Category

Sales & Marketing

Territory Sales Manager North East, Baltimore or Philadelphia – 1224
Posted on June 30, 2016

1224 – Territory Sales Manager North East – 1224

Baltimore or Philadelphia areas (Home Based)

Our client is a company specializing in green building products and services such as green roofs, living walls and storm water solutions. Privately owned and headquartered in Europe, the company has been in business for over 30 years. Products are sold through distributors.

For the US subsidiary located in the North East of the US, we are looking for a Territory Sales Manager who will primarily motivate and support the independent sales reps in the territory, provide technical and sales support for large projects, and develop relationships with key prospects.

This position will report to the International Director located in Europe and will require significant travel within the territory (50% in the Baltimore/Philadelphia area + 30% across the Eastern US).

The Territory Sales Manager North East will play an active role in the overall development of the company in the US by demonstrating the values of the organization: enthusiasm, integrity, motivation and safety.

The job description for the Territory Sales Manager is as follows:

  • Achieve the annual business plan within the territory
  • Manage and support assigned independent sales reps on a daily basis to maximize sales process efficiency
  • Specifically focus sales efforts on the biggest or most complex projects to maximize their conversion ratio
  • Develop, maintain, and strengthen relationships with all the distribution channel players within the territory: membrane manufacturers, distributors, roofers.
  • Identify new leads and targets
  • Promote the company’s solutions to architects, buildings owners within the territory through visits, trainings, and education programs (such as AIA presentations)
  • Provide basic technical support to customers in territory
  • Identify and understand competitive landscape and highlights potential product development opportunities
  • Internally share customer information and manage relationships with all the related departments involved in the customer satisfaction process
  • Actively follow contacts and projects in Salesforce

The required profile of the candidate is: 

  • Minimum 5 years’ experience in the green buildings industry selling innovative solutions or any related building materials
  • Precise knowledge and experience in managing and selling through similar distribution channel and players is a must
  • Proactive, organized, results-oriented self-starter with a high level of energy and drive
  • Ability to communicate effectively, both in writing and during face-to-face interactions
  • Excellent relationship building skills
  • A good mix of Account Management and New Business Development Skills
  • Bachelor’s degree or equivalent experience.
  • Proficient in Microsoft Office: Word, Excel, PowerPoint, as well as familiarity with Salesforce will be a plus.
  • Ready to travel 4 days a week on average
  • Candidate must possess integrity and share company’s values
  • Entrepreneurial skills, collaborative, and adaptable mindset
  • Must possess a valid Driver’s license in good standing.

This position will be based from the candidate’s home office.

To apply:  Email your resume at apply@dsmlexecutivesearch.com with the reference 1224 in the subject line

DSML Executive Search: http://dsmlexecutivesearch.com/?career_searches=territory-sales-manager-north-east-baltimore-or-philadelphia-1224

 

Location

Chicago

Category

Finance & Accounting

Senior Controller – Chicago (1220)
Posted on June 03, 2016

1220 – Senior Controller USA – Chicago

Our client is a manufacturing company with multi-site operations in the US. This is a new position, located in the Chicago suburbs. The Senior Financial Controller will be part of the Finance team of the company and will report to the CFO for the US.

The mission of the Senior Financial Controller will include the following:

  • Be an active player and facilitate the integration of a recent acquisition in the group through reporting and implementation of new procedures
  • Implement a follow-up of the industrial and logistic performance, working with a controller in the plants
  • Follow-up and monitor the commercial performance
  • Work on the merge of the finance departments of two entities
  • Participate in the update of common IT systems

The requirements of the position are:

  • MBA Degree or CPA preferred
  • At least 10 years of professional experience.
  • Experience with integration of different companies following an acquisition or a merge
  • Ideally, experience working for company that is headquartered outside the US with multi-site in the US
  • Experience in manufacturing required
  • French language skills preferred

The ideal profile of the candidate will be:

  • Very hands-on
  • Flexible and adaptable ; proven ability to work in a very demanding organization and in a new position where everything has not been defined yet
  • Business focus and performance driven
  • Proactive and able to make recommendations
  • Very good interpersonal skills; able to interface with many different functions in the organization, including sal

To apply, email your resume at apply@dsmlexecutivesearch.com with the reference 1220 in the subject line.

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