Manager of Sales - Baton Rouge Machine Works

Description

Baton Rouge Machine Works (BRMW), a division of In-Place Machining, is a heavy industrial repair and manufacturing company providing engineered solutions to clients in the Southern United States. This is an exciting opportunity with a well-established company that is positioned for expansion into new markets and continued growth. This is a key sales role within a stable business that has gone through significant growth over the past 20 years and has handled it in a thoughtful and steady manner. The successful individual will have a desire to continue scaling the business by strategizing growth opportunities and putting systems, people and processes in place to achieve goals. The company is positioned well with an existing sales team to achieve the “next step”.

Essential Duties and Responsibilities

The individual will have the autonomy to evaluate the current sales strategies and implement necessary processes to generate targeted growth. This is a nimble, entrepreneurial owned company that is not tied down by a rigid process. This person will have a significant opportunity to innovate and influence the business once trust is established. 

This list of duties and responsibilities is not all inclusive and may be expanded to include other duties and responsibilities as management may deem necessary from time to time.

• Work closely with the existing BRMW sales team to develop and implement detailed sales and networking strategies for each assigned customer
• Work closely with other divisions of In-Place Machining to continue building relationships and foster joint sales and marketing efforts in targeted common industries
• Develop detailed long-term sales plans to stabilize and grow sales within existing customer base
• Define clear strategies to penetrate and grow markets in addition to pulp and paper (i.e. Wind, Hydro, Marine, Refinery, Chemical, & Power Gen) including developing detailed plans defining initiatives and who will execute them and be held accountable for them
• Continue work to implement the CRM program
• Work closely with marketing to continually present new digital marketing strategies
• Attend 2-3 tradeshows / conferences per year
• Serve as the face of the company to expand new areas of business and establish new contacts at these in person events 

Success will be evaluated based on:

1. Implementation of solid detailed sales plans

2. Revenue and profit growth aligned with annual forecasts

3. Hiring and training of the right personnel to accomplish these plans

4. A solid understanding of who their customer base is and what their needs are

Requirements

The ideal person will embody the shared values of “Simple, Honest, Humble, and Not Afraid”. They will have a strong technical/industrial foundation to their career and professional sales executive experience with building, mentoring, and leading teams. This individual preferably has experience in refinery, chemical, or paper & pulp industry or selling into it. 

Additional qualifications include:

• Experience formulating sales strategies and implementing them
• Experience penetrating new markets for a business that has been reliant on a primary industry for many years
• Technical background with the ability to speak to sales professionals on an extremely detailed and knowledgeable level
• A formal sales approach is desired with the flexibility to apply formal techniques informally
• Comfortable with conflict resolution (when occasionally required) and a strong aptitude for deescalating customer issues with confidence

Education

• Mechanical engineering degree with a minor in business is preferred 

Experience & Skills

• Executive sales and leadership
• Demonstrated sales aptitude 
• Demonstrated networking and persuasion experience
• Paper, pulp, chemical, refinery, wind or hydro industry experience
• Machine shop experience
• New market penetration
• Client relationship building
• Handle, collect, analyze and present data 
• Knowledge of general business practices and understanding of organizational culture
• Ability to create a culture of accountability and performance

Language Skills

Ability to read and interpret documents such as safety rules, production schedules, purchase orders, maintenance instructions, and procedure manuals. Ability to write reports, procedure manuals, and correspondence. Ability to communicate effectively with customers, vendors and other employees of the organization.

Mathematical Skills

Ability to work with mathematical concepts such as probability and statistical inference and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning Ability

• Ability to solve practical problems and deal with a variety of concrete variables in situations where a wide variety of applications require individual solutions. Ability to interpret a mix of specifications and information furnished in written, verbal, diagram, or schedule form.
• Extensive ability to multi-task in a fast-paced, ever-changing environment
• Proficient ability to work effectively in a collaborative team environment
• Proficient ability to troubleshoot and solve problems using critical thinking skills
• Proficient ability to organize and manage priorities, meet deadlines, and expectations
• Proficient ability to follow through on projects from conception to completion

Physical Demands

While performing the duties of this job, the employee is required to do the following:

• Frequently sit and stand, use hands to enter data
• Frequently talk or hear
• Frequently stand and walk
• Specific vision abilities: include close vision, depth perception, and the ability to adjust focus.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. These include forklift traffic, overhead cranes, machining, welding, moving of mechanical parts and moderate noise. The majority of the work is performed indoors in a shop and office environment. Will spend a minimal amount of time outdoors in hot, cold, or otherwise inclement weather during part of the workweek.

Other Requirements

• Valid driver’s license
• Travel of up to 40% as required by the customers and sales team needs. Much of which is by car in the assigned territory.
• Office and manufacturing plant located in Baton Rouge, LA

The above statements reflect the general details necessary to describe the principal functions of the occupation described and shall not be construed as a detailed description of all the work requirements that may be inherent in the occupation. In-Place Machining is committed to providing Equal Opportunity in Employment, to all applicants and employees regardless of, race, color, religion, gender, age, national origin, military status, veteran status, handicap, physical or mental disability, sexual orientation, gender identity, genetic information or any other characteristic protected by law. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.