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Location

Chicago - Northern Suburbs

Category

Sales & Marketing

North America Sales Director – Chicago Northern suburbs
Posted on September 26, 2015

1188 – North America Sales Director – Chicago Northern suburbs

Our client is one of the world leaders in the design, development and manufacturing of drug delivery devices. They provide a product through multiple business models: from full solution development to contract manufacturing, and offer customized solutions. The company has a strong culture of innovation and has developed unique proprietary products designed to improve patient usability.

The mission of the Sales Director is to generate business growth by leading the North American (US + Canada) sales team and by creating, implementing, and managing a long term strategy for the territory across the product ranges. A successful Sales Director will have market knowledge, prospection, excellent customer relationship management and team management skills. The North America Sales Director will also maintain direct responsibility for one or more global strategic accounts.

The key responsibilities:

  • Create & lead the implementation of the sales & business development strategy for North America for both Contract Manufacturing business and Proprietary products
    • Understand the business drivers and competitive landscape
    • Understand market trends and customers’ markets opportunities, constraints, & challenges
    • Drive more opportunities to quote by ensuring optimal pick-up of leads from both the Leads Team in Europe and from self-generated leads across multiple segments.
    • Inform the Corporate Marketing and Innovation teams (based in Europe), as well as Global VP of Sales, about local markets trends and needs to drive sales
    • Lead assessment of viability of Medical and Diagnostics segment strategy

 

  • Manage a 3 person team: two Key Account Managers, a Business Development Manager, and a Sales Assistant
    • Lead the team to generate business development opportunities
    • Support the team in communicating and educating customers about their technical value proposition, competitive advantage, sustainability impact and innovation focus/capabilities
    • Support the team in expanding advocates network at multiple levels and functions within customer organization (building networks and attending governance meetings)
  • Lead the definition of annual budget and forecast revisions for North America with the local sales team as well as annual 5 year strategic plan
  • Support the achievement of the company’s financial objectives:
    • Define pricing/margin level in line with expected financial indicators for quotes, with the Central Quoting team and Sales Effectiveness Director when applicable.
    • Drive the sales team for monthly cash collection and annual Genuine Performance Indicators
  • Lead strategic business acquisition through contract negotiation and homogenization:
    • Develop and manage deals (simple offers to complex tenders) and effectively communicate them to customers and internally.
  • Coordinate activities of the local team with support functions in Europe (Marketing, Innovation, Sales Effectiveness, Finance) and facilitates 
  • Manage limited portfolio of strategic global customers personally:
    • Lead, negotiate and close global deals in the continent within which he/she is located
    • Optimize commercial relationship governance with those customers
    • Responsible for budgeting, forecasting and implementing sales directly for those customers

Profile: 

Our client is looking for a technically savvy strategic thinker with leadership and coaching skills, a real ability to work across different cultures and a successful experience with complex manufacturing contract negotiation. 

The main requirements are: 

  • Minimum 2 years of management experience combined with 10+ technical sales experience managing  at least 50 Mil Revenues
  • Experience with multiyear complex contract negotiation
  • Bachelor’s degree in Business, Sales or Marketing.  MBA preferred.
  • High level of autonomy and able to work in a multi-cultural environment with a European management team & remote support functions
  • Another language skill / or experience living/working abroad (Europe)
  • Experience working in relation with the Healthcare industry is a plus
  • Ability to coach/drive each individual to the expected performance level
  • Good understanding of financial, pricing and legal key drivers.
  • Proven strategy creation and implementation experience
  • Highly organized, structured and rigorous
  • Able to manage stress while leading team and fulfilling multiple business priorities
  • Proven ability to build strong collaborative relationships with others/customers to deliver on promise
  • Able to travel 60-70%

Email your resume to Apply@dsmlexecutivesearch.com and mention reference 1188 in the subject line.

Location

Chicago - Lakeview, Roscoe Village, Uptown

Category

Sales & Marketing

Controller – Chicago Non-Profit
Posted on September 24, 2015

The role of the Controller is an integral part of the administration responsible for coordinating, analyzing, interpretive consulting, and assisting in the preparation of financial reports, such as income statements, balance sheets, and analyses of historical and future income and expenses, in addition to other special reports that may be needed. The Controller also oversees the functions of accounting, audit, and budgeting process.  The role is a supervisory role within the Administration under the Chief Financial Officer with direct reports. Cash Management is handled by the Chief Financial Officer, as well as the long term planning and budgeting process.

Typical Education and Experience:

The ideal candidate will be a CPA with a bachelor’s degree in accounting with a minimum of 7 – 10 years’ experience in non-profit accounting, including managerial experience. The candidate must have experience in a similar role.  A working knowledge of nonprofit accounting is essential. An MBA degree is preferred.

Supervisory Impact:

This role is a supervisory role within the Administrative Office.

Competencies:

To perform the job successfully, an individual should demonstrate the following competencies:

  • Ability to Learn and teach others established processes – Recognizes the importance of learning and motivates others by own enthusiasm. Is able to learn and reproduce the current processes and recommend best practices to streamline them.
  • Time Management Skills – Manages many tasks and projects simultaneously while adhering to deadlines and promises. Maintains work/life balance without compromising expectations of others. Respected for ability to “find” or “make” time to get things done.
  • Organizational Skills – Creates action plans to meet divisional goals and objectives. Conducts periodic reviews of progress and measures against goals. Establishes broad policies for the office to ensure success.
  • Communications Skills – Effectively communicates accounting, financial and service issues that are complex in nature. Maintains open communications channels with peers, administrators, and customers at the School.
  • Written Communication Skills – Effectively communicates broad and very complex business issues.
  • Problem Solving Skills – Considers a broad range of internal and external factors when solving problems. Grasps complexities and perceives relationships among different problems or issues.

Other Skills and Abilities:

The Controller needs to have excellent client service skills.

Other Qualifications:

All prospective employees must be able to clear a background check.

Please submit resume to “apply@dsmlexecutivesearch.com” and reference “1198 – Controller” in the subject line.

Location

Virginia

Category

Sales & Marketing

General Manager – USA/Canada – B2B Connected Life Sciences
Posted on August 27, 2015

1196 – General Manager USA and Canada – B2B Connected Products Life Sciences (New Jersey)

Our client is recognized in the industry for its innovative approach, technological expertise, and human values: the company is one of the world leaders in smart, connected sensors for the life science, agro-food, and environmental sectors, focusing particularly on the “Industrial Internet of Things.”

The company provides a complete vertical offering, from sensors to data integration with back-end information systems, possessing significant expertise in three fields in particular: sensors and calibration, wireless data transmission, and software platform development.

The purpose for this Search

The company is creating a subsidiary in the US to cover the US and Canada and we are looking for their General Manager USA-Canada.

The main mission of the General Manager will be building, managing, and leading a sales team to cover the USA and Canada. The General Manager will represent the company internationally, and will be responsible for growing the team and expanding the subsidiary, according to the Group policy.

He/she will be in charge of achieving objectives set by the company, consolidating the subsidiary and ensuring its long-term viability. The General Manager will oversee every aspect of the subsidiary, including financial, accounting, commercial, and strategic issues.

It is important for the General Manager of the subsidiary to be able to adapt the business unit according to the specifics of the geographical region. Cultural, legal, and organizational differences between the subsidiary and the European-based parent company could have significant impact on the company’s activity.

The main activities will be:

  • Ensure strong business development and subsidiary profitability on the local market (USA and Canada)
  • Develop sales strategy to match the Group strategy, and implement the appropriate actionable operations
  • Carry out action plans to reach market growth objectives within the channel
  • Develop close relations with specific large companies to increase the accounts penetration rate
  • Develop partnerships with local professionals
  • Choose products and services provided by the company, as well as target markets
  • Motivate and manage staff and corporate resources
  • Steer and develop subsidiary performance in order to maximize sales revenue, margin, and operating income as agreed with the Group. Manage budgets and plan investment expenses accordingly
  • Report to the Group on a regular basis regarding activities

The profile of the candidate and the requirements for the role are:

  • Degree from a business school or school of engineering
  • 10-15 years of B to B experience in the field as a VP or Sales Director of a mid-sized, hi-tech business, or subsidiary of a large group
  • Experience in the field of wireless sensors, captors and or instrumentation in the Life Sciences industry
  • Successful experience hiring and leading a small sales team (including remote management) in a challenging context
  • Strong listening skills, while being able to balance flexibility and firmness as a natural negotiator and sensitive diplomat
  • Strong ability to adapt with a culturally open mind and generally strong interpersonal skills
  • Able to travel 30-35%

The position will be based in New Jersey – Exact location TBD

To apply, please email your resume (preferably Word format) to apply@dsmlexecutivesearch.com with the reference 1196 in the subject line

Location

Home Office

Category

Sales & Marketing

Business Development Manager
Posted on March 23, 2015

Our client is an international company manufacturing packaging for the pharmaceutical industry. The company has operations in the US and Europe and sell in more than 40 countries. The company is experiencing significant growth and is creating a new position within the Sales organization in North America.

The Business Development Manager will be responsible for developing new business for own-IP Drug Delivery Devices, in a specific territory in the US. The Business Development Manager will report to the Sales Director North America.

The main responsibilities will be (but not limited to):

  • Identify and develop new business within and outside the current customer base through market research and prospection, including frequent customer visits and presentations, trade fairs, etc. on own-IP products
  • Work closely with the Marketing Category Managers to successfully promote own-IP products
  • Work closely with the Americas Sales Assistant to follow-up promptly on information and samples requests, pricing requests, etc.
  • Elaborate presentations, answer RFI/RFQ
  • Participate in developing the marketing strategy for this market/region
  • Develop and maintain relationships within all levels of the customers’ organizations. In particular these will include Procurement, R&D, and Manufacturing.
  • Manage margin improvement through price increase and/or identifying cost reduction opportunities.
  • Communicate and champion customer needs throughout the organization; leverage the organization to win new projects
  • Develop and organise effective working relationships with the manufacturing facilities and project management teams in support of the customers
  • Manage, follow up and/or conclude existing projects 

Candidate Profile:

  • Readiness to travel 60-70% of the time
  • Self-starter
  • Can-do attitude
  • Results oriented
  • Excellent listener with strong communication skills. Some experience in cold calling and prospection is a plus.
  • Curiosity and technical acumen
  • Fluent English speaker
  • Autonomous but team player
  • Good stress-handling capabilities
  • Very structured, organized and rigorous

The position will be based home based, preferably close to a major airport in the Eastern part of the US.

To apply, email your resume to apply@dsmlexecutivesearch.com and reference 1179 in the subject line.

Location

Chicago

Category

Sales & Marketing

Sales Manager US
Posted on March 09, 2015

Our client is a European manufacturer of innovative printing equipment as well as digital printing machines. With presence in several countries, the company has been in the US for over 30 years.

The company is seeking to recruit a Sales Manager who will develop the business of the machines and will manage one sales person. The Sales Manager will report to the CEO of the parent company in Europe.

Job description:

The US Sales manager will be primarily responsible to find and maintain new customers. The main responsibilities will be (but not limited to):

  • Develop the sales in the US,
  • Find new customers and coordinate/assist with marketing campaigns (cold calling, mailings, exhibitions, market research, etc.).
  • Make customer visits on a regular basis,
  • Responsible for achieving goals set with sales strategy and business plan for the US office,
  • Responsible for high level of customer satisfaction and assist in solving possible customer claims,
  • Find out, track and inform the head office about market developments, trends and prices.
  • Lead and motivate the sales rep
  • Coordinate activities and report to the head-office
  • Prepare sales budgets and action plans based on market situation and set strategy,
  • Visit the head office at least once per year for team building, education and marketing activities,
  • Respect of internal company regulation (companies vision and strategy, sales policy, quality policy, etc.).

Profile:

  • At least 5 years of B to B sales experience in the capital equipment, selling machinery
  • Experience in the printing industry highly desirable
  • Experience developing new business
  • Experience with an international company preferred
  • Ability to work independently with limited resources and able to manage priorities
  • Some management experience would be a plus
  • Travel 50% (including once a year to Europe)

To apply, email your resume to apply@dsmlexecutivesearch.com and mention reference 1177 in the Subject line.

Location

Indiana

Category

Sales & Marketing

Chief Operating Officer
Posted on March 01, 2015

Our client is a multinational industrial company that specializes in the application of engineered parts for high torque equipment such as agitators, mixers, feeders, conveyors, long travel and slewing drives.  The US operation is located approximately one hour North East of Indianapolis.

This position reports to the Board of Directors/President (direct report) and Group Regional Sales Manager (functional report) and oversees the VP of Sales, VP of Finance, Operations Manager and Engineering Manager.

Responsibilities:

  • Ensures total respect of the strategies set by the parent group and the achievement of sales goals in term of volume, markup, and product mix
  • Monitoring marketing efforts and potential gaps from budget
  • Ensure the identification, development and implementation of commercial strategies for the market defined with the VP Sales-USA, and approved by the Board of Directors
  • Plan and manage the activities required to reach commercial objectives
  • Provide a careful analysis of the market environment and competition
  • Guarantees budget objectives achievement ensuring:
    • Economical balance in term of sales volume and gross margin contribution
    • Financial balance concerning cash credits
    • Capital balance in term of final goods/products warehouse optimization (inventory management)
  • Encourage and embrace a culture of innovation throughout the organization, lead and manage the team, redefine the internal organizational of the company to prepare it for solid growth, consistently with HQ strategy
  • Provide for the commercial plan a definition on the short and long term, co-operating with the regional Sales Manager.
  • Manage inter-subsidiaries and intra-subsidiaries relations
  • Effectively manage all relationships with customers and potential customers
  • Ensure, complying with legal requirements, environmental safety

To apply please email your resume to apply@dsmlexecutivesearch.com and reference 1142 in the subject line

Location

Midwest

Category

Sales & Marketing

President / CEO
Posted on February 17, 2015

The Company:

Our client is a manufacturer of industrial equipment with operations in the US, Canada and Europe. The company is part of a multinational group with an extensive multi-sector expertise.

The Position:

The desired candidate will possess the demonstrated skills to achieve the company’s aggressive growth ambitions and solid earnings performance. The position will be responsible for the entities in the US, Europe and Canada which represent over M$100 in annual sales.

The President/CEO will:

  • Assume full responsibility for the P&L of the consolidated entities of the Company
  • Provide leadership to a highly innovative and entrepreneurial organization, developing the organization in concert with its growth needs
  • Continue to encourage and embrace a culture of innovation throughout the company
  • Contribute to, adapt, and continue the implementation of the strategic plan of the organization
  • Prepare and execute the annual budget  for the Company
  • Maintain the profitability of the company
  • Ensure the appropriate reporting is made to the Group management in North America and Europe
  • Lead the sales strategies of the company, created by the respective Sales Directors, and at times, be personally involved in the sales process of select major projects
  • Oversee the R&D/Market/Product Development Programs, ensuring the appropriate resources are allocated and that quick reaction to changing market needs are performed
  • Manage ongoing risks, particularly in the front-end of opportunities in alignment with processes

Challenges and Opportunities over the next 3-5 years will be:

  • Build new business
  • Develop synergies between the company and other divisions of the Group in Europe
  • Support and guide improvements in manufacturing productivity thru lean manufacturing and other techniques
  • Transition the organization in hiring new talent to replace a wave of approaching retirements
  • Expand the business thru added infrastructure and organization
  • Explore and execute ways to better adapt the company between high demand and softer demand while not compromising the significant opportunities the company enjoys
  • Retool European operation to return to respectable earnings 

The profile:

  • Demonstrated, proven P&L management experience
  • Desired candidate will have grown thru the ranks based on a successful track record in sales and marketing
  • Experience in managing a large manufacturing organization required
  • Experience in lean manufacturing a plus
  • Experience in an international company and ability to work in a multi-layered organization
  • A leader with a “hands-on/roll up your sleeves” approach
  • Demonstrated ability to manage a flat organization of highly creative, self-directed, entrepreneurial people
  • Excellent visionary and strategic management skills
  • Exceptional interpersonal and negotiating skills
  • Experience with industrial equipment manufacturing
  • An engineering degree or meaningful experience in an engineering intensive environment required

Other:

The position is based in the Great Lakes area and frequent travel to Europe and within the US will be required.

To apply, please email your resume to apply@dsmlexecutivesearch.com and reference 1163 in the subject line

Location

Alpharetta, GA

Category

Sales & Marketing

Power Generation Sales Engineer
Posted on January 31, 2015

The Sales Engineer will report to the General Manager of the North America operation in Alpharetta, GA.

Based on Corporate Development Group Rules and US Sales Team Requests, the key roles of the ADS & Power Generation Sales Engineer are:

  • Reaching or exceeding sales objectives for Aerospace, Defense, Space and Power Generation companies assigned to him/her
  • Following-up on leads, RFQs and POs
  • Scheduling sales and technical meetings with prospects and clients to promote solutions.
  • Project management from start (design) to finish (delivery and payment)
  • Seek new development opportunities: new applications and leads
  • In charge of the ITAR projects with US Engineering and Production in accordance with the US applicable Rules

ESSENTIAL RESPONSIBILITIES:

  • Targeted, coherent and planned scheduling of visits (sales and technical meetings) with Leads and Clients
  • Actively participate in Industry Specific Trade shows, Conventions and Conferences.
  • Clear understanding of customer needs and of their industry
  • Work collaboratively internally with the relevant departments on solutions to applications and projects
  • Prepare, present and follow-up on Proposals using the company CRM
  • Negotiate contracts with Management
  • Actively pursue application-based leads from ADS and Power Gen. Business Developer
  • Share with Marketing market and industry awareness (competition, new technologies, etc)
  • Daily usage of the company CRM for scheduling visits, reporting meeting minutes and actively follow-up on proposals
  • Organize strategic visits to the company’s plants in Euroope and the USA to promote capabilities.

Hierarchy: Reports to General Manager

To apply please email your resume to apply@dsmlexecutivesearch.com and reference 1174 in the subject line

Location

Hagerstown, MD

Category

Sales & Marketing

Director of Engineering, Hagerstown, MD
Posted on January 31, 2015

The company is looking for a Director of Engineering to oversee a team of 20 engineers with 3 Engineering Managers (3 direct reports to the Director).

The mission of the Director of Engineering is:

  • Provide direction and business guidance to the engineering team
  • Drive gross profit through project and resource planning
  • Proactively develop and maintain a team of high-performing engineers and continually seek innovation methods for improving team performance and profitability
  • Ensure the alignment of the engineering organization with the company vision and mission of 100% on-time delivery, quality and profitability

The primary responsibilities of the position will be:

  • Manage & direct multiple concurrent engineering projects to ensure success in meeting company goals and objectives
  • Oversee the process of developing budgets and monitor actual compliance
  • Direct activities of product research and development to ensure conformity to customer needs with Sales & Marketing coordination
  • Integral part of sales process in negotiating final project specifications; negotiate with 3rd party engineering suppliers for best business deal
  • Manage department expenditures and enforce policies
  • Develop standard procedures and methods to improve the efficiency and effectiveness of engineering services, projects, and activities
  • Assess and monitor workload, administrative and support systems, and internal reporting relationships and identifies opportunities for improvement
  • Participate in selection, train, motivate, and evaluate assigned personnel
  • Provide or coordinate staff training
  • Work with employees to correct deficiencies
  • Implement discipline and termination procedures

Minimum Requirements:

  • At least a bachelor’s degree in mechanical, electrical or industrial engineering with an MBA preferred
  • 10+ years of sound knowledge and experience in managing engineering processes and technical staff.
  • Knowledge in machine and control design (required)
  • Analytical, organizational and conceptual skills to achieve company goals as well as the process to obtain the same
  • Superior verbal and written communication skills

-Strong leadership skills with proven ability to motivate and direct subordinates to attain company goals and objectives.

To apply please email your resume to apply@dsmlexecutivesearch.com and reference 1173 in the subject line

Location

Chicago

Category

Sales & Marketing

US Sales Manager – Chicagoland area
Posted on January 20, 2015

Our Client is a European leader that sells industrial equipment to the recycling, metal, wood and paper industry. Part of a group headquartered in Central Europe, the company has a strong R&D tradition and very modern production facility.

Job description:

The US Sales manager will be primarily responsible to find and maintain new customers, building up the sales network and assisting the company to enter the US market. The main responsibilities will be (but not limited to):

  • Develop the sales in the US,
  • Build up the distribution network in the USA and the rest of North America,
  • Find new customers and coordinate/assist with marketing campaigns (cold calling, mailings, exhibitions, market research, etc.). using Salesforce (CRM system),
  • Make customer visits on a regular basis,
  • Responsible for achieving goals set with sales strategy and business plan for the US office,
  • Run logistics and paperwork related to the import and distribution of products,
  • Responsible for high level of customer satisfaction and assist in solving possible customer claims,
  • Find out, track and inform the head office about market developments, trends and prices. Responsible for making proposals about possible product development.
  • Prepare and co-sign sales and distribution contracts,
  • Monitor credit of customer and collect outstanding invoices,
  • Communicate necessary information for invoicing, accounting and tax (VAT).
  • Lead and motivate the sales team (in the future)
  • Coordinate activities and report to the head-office
  • Prepare sales budgets and action plans based on market situation and set strategy,
  • Visit the head office at least once per year for team building, education and marketing activities,
  • Follow and inform the head office about legal and administrative changes connected with sales (VAT, import laws, etc.)
  • Respect of internal company regulation (companies vision and strategy, sales policy, quality policy, etc.).
  • Carry out other tasks connected with sales and marketing delegated by head office Sales Manager or managing director.

Profile:

  • At least 5 years of BtoB sales experience, preferably in the recycling, steel processing or wood processing industry
  • Experience developing new business
  • Strong technical skills
  • Experience with an international company preferred
  • Ability to work independently with limited resources and able to manage priorities
  • Some management experience would be a plus
  • Experience with CRM (Sales Force.com)
  • Travel 25-30% (including once/twice a year to Europe)

To apply please email your resume to apply@dsmlexecutivesearch.com and reference 1171 in the subject line

 

 

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