Sales Director

Overview

The Americas Sales Director is responsible for overseeing all sales activities across the Americas, leading a team of Regional Sales Managers (RSMs), managing Marcom initiatives, and driving performance through external manufacturers' representatives and distributors. The role requires a strategic leader with strong communication, negotiation, and leadership skills to achieve year-over-year growth, expand market share, and ensure customer satisfaction while aligning with Schurter’s business objectives.
Responsibilities

Lead Sales Strategy and Execution:

Oversee and direct all sales activities across the Americas, including managing direct OEMs and coordinating with manufacturers\' representatives and distributors to meet and exceed growth targets.
Team Leadership and Management:

Supervise and mentor Regional Sales Managers and Marcom fostering a high-performance culture. Set clear performance expectations, conduct regular performance reviews, and provide coaching to ensure alignment with company goals.
Drive External Partnerships:

Manage relationships with external manufacturers\' representatives and distributors, conducting quarterly business reviews to monitor Key Performance Indicators and ensure alignment with growth objectives. Implement corrective actions as needed to optimize performance.
New Business Development:

Spearhead new business opportunity initiatives, driving profitable growth, increasing both funnel and closure rates, securing repeat business, and expanding Schurter’s market share in the Americas and globally. Identify new product and market opportunities beyond existing Schurter portfolio.
Marcom:

Lead the Marcom team to develop and execute marketing strategies that support sales initiatives, including campaigns targeting new prospects, competitive activities, and future NBO growth as well as successful NPI launches.
Customer Engagement:

Conduct customer visits to support manufacturers\' representatives and distributors, addressing technical and business needs. Communicate customer expectations internally to align new design and product programs with market demands.
Distribution and Inside Sales Support:

Collaborate with the Distribution Sales team to drive POS growth and customer satisfaction. Support Inside Sales and Technical Support teams to prioritize customer needs while balancing Schurter’s strategic objectives.
Forecasting and Reporting:

Monitor and forecast order intake, shipments, NBO funnel, and territory/distributor KPIs. Provide regular reports to senior leadership, highlighting performance trends and strategic recommendations.
Customer-Centric Approach:

Maintain direct and cooperative contact with key customers, ensuring a customer-focused approach that enhances satisfaction, loyalty and shapes the new product introduction roadmap through strong Voice of Customer insights.
Qualifications

Experience:

Minimum of 7-10 years of progressive experience in sales leadership in the electronic industry, with a proven track record in managing sales teams, external representatives, and distributors in a B2B environment.
Leadership Skills:

Demonstrated ability to lead, motivate, and develop high-performing sales teams, with prior supervisory experience managing regional or national sales teams.
Business Acumen:

Strong problem-solving skills and strategic thinking, with the ability to align sales strategies with broader business objectives.
Technical Proficiency:

Proficiency in CRM software (e.g., Salesforce) and Microsoft Office Suite. Familiarity with sales forecasting and KPI tracking tools.
Industry Knowledge:

Background and channel expertise in the electronic component industry. Circuit Protection experience is a plus.
Customer Focus:

Ability to project a positive company image to customers, vendors, representatives, and distributors, with excellent communication and negotiation skills.
Project Management:

Proven ability to manage multiple projects, prioritize effectively, and respond to inquiries in a timely manner.
Travel:

Willingness and ability to undertake extensive travel (up to 50-60%) across the Americas to support sales activities and customer relationships.
Education:

Bachelor’s degree in Business Administration, Marketing, MBA preferred but not required.
Adaptability:

Ability to thrive in a fast-paced, dynamic environment, adapting to changing market conditions and customer needs.

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