Otter Tail Corporation Director of Sales in Clearwater, Minnesota

Company Overview:

Experience matters. Since 1948, T.O. Plastics has manufactured quality custom thermoformed parts and packaging, and provided exceptional service to customers around the world. One of the top 100 thermoforming companies in North America, T.O. Plastics delivers value by focusing on customer needs and by offering a full range of services from design-to-distribution. At T.O. Plastics, we are dedicated to excellence and we leverage our experience and core competency to develop customized, cost-effective solutions for businesses in diverse markets. T.O. Plastics has facilities in both Clearwater and Otsego, Minnesota.

It is our Mission to “delight and serve our customers with innovative thermoform solutions”.

Position Summary:

The Director of Sales provides leadership to sales divisions by developing, managing and executing a successful sales strategy ensuring optimum utilization of the company’s resources in accordance with the company’s mission, vision and values to achieve targeted profitability goals. The Director of Sales develops a business plan and sales strategy for the respective sales divisions that ensures alignment with and attainment of company sales goals and profitability. This includes but is not limited to, executing effective marketing strategies, ongoing analysis of competitive product offering(s), analyzing trends and results, forecasting, developing sales quotas and providing direction and necessary leadership to fulfill T.O. Plastics business strategic objectives. Working in a cross departmental effort, the Director of Sales will utilize all available resources to support the transformation of operations into our best sales tool with the goal of delighting our customers every step of the way.

Safety is # 1 at T.O. Plastics: Our expectation is that company Managers and Leaders:

  • Continuously strive to reduce the frequency of total employee incidents and injuries with potential to result in days away from work, restricted duty and/or job transfer.

  • Work collaboratively to achieve minimum compliance scores on annual safety audits or assessments.

  • Maintain operations that are compliant with OSHA and other applicable safety and health regulations.

Essential Functions:

  • Prepares monthly sales forecasts and participates in the determination of market potential and expense estimates; identifies sales forecast gaps, submits corrective strategies and implements aggressive sales growth.

  • Develops and implement programs to identify and pursue significant sales opportunities with key customers in the marketplace. In this capacity the Director of Sales acts both as a strategic manager and as a tactical field operative to target and capitalize on significant sales opportunities.

  • Establishes a growth strategy that corresponds with the near and long term strategic vision and facilitates achievement of goals and objectives.

  • Owns and has direct oversight for the launch and management of new products, programs and services to meet profit goals via formal NPD Phase Gate Process. Works with current and potential customers to promote and leverage company capabilities, capacities, systems, products and services.

  • Establish and maintain budgets and measure variances of actual performance to budget.

  • Directly responsible for the performance of the overall Sales organization on an on – going basis, initiating corrective actions, preparing reports, summaries, analysis and documentation.

  • Provides team leadership through effective coaching & mentoring, technical training and individual development methodologies.

  • Plans and controls expenses to ensure sales objectives are met within budget.

  • Integrates individual territory/regional plans and account profiles into a National sales plan.

  • Conducts monthly/quarterly sales reviews and adjusts strategies accordingly.

  • Provide continuous tools and education to ensure up to date industry, competitor and product knowledge. Maintains knowledge of the industry and the competition continually seeking information from others to challenge, modify and prioritize regional strategies. Collects data from their competitor’s sales tactics and prepares their team to counter them and keeps the organization aware. Maintains awareness of industry trends and their impact on local/regional/national sales activities.

  • Maintain operations safety in compliance with OSHA and other applicable safety and health regulations.

  • Continually enhances the continuity of interactions between sales, finance, engineering, marketing and operations.

  • Drives a culture of accountability and results through strategy deployment and effective performance management using KPI’s as the benchmark.

  • All other duties as assigned by management.

Educational and / or Experience Requirements:

  • BA / BS in marketing, industrial, manufacturing or mechanical engineering with business administration studies.

  • Minimum of seven (7) plus years of progressive leadership / commercial experience in a manufacturing environment.

  • Possesses strong business acumen including solid analytical and problem-solving skills.

  • High level comprehension of financial P&L statements.

  • Proven track record of delivering strong results where employee engagement and cultural transformation are a primary focus.

Knowledge, Skills and Abilities:

  • Demonstrated ability to lead and align people and achieve results through others.

  • Excellent influencer- can sell something new, shift paradigms and effectively conveys T.O. Plastic’s value proposition.

  • Knowledge of business and operational processes; proposal development, contract negotiations and program management.

  • Excellent interpersonal and communication skills with ability to effectively and persuasively present information to top management, customers, and employees.

  • Strategic Vision - ability to progressively lead an organization towards the achievement of a long-term strategy while anticipating future change implications and impacts to the organization, employees, customers and markets served.

  • Tactical Aptitude – ability and willingness to work in the trenches to support and drive team success.

  • Skilled at relating to a variety of customers, balances poise and integrity with a service mentality.

  • Courageously and skillfully challenges ideas, decisions and issues internally and externally with customers.

  • Superior written and oral communications skills with the ability to present at multiple levels in the organization in a way that focuses, inspires and engages others to deliver results.

  • Ability to effectively use Microsoft Office Suite products: PowerPoint, Word, Excel and Outlook at an intermediate or advanced level.

  • Ability to effectively use CRM systems tools capabilities leveraged to manage all customer interactions and proactively communicate to customers.

  • Able to accurately read, interpret and communicate design plans / blueprints (Solid Works preferred).

  • Demonstrates a strong work ethic, flexible with work hours, responsive to customer needs and willing to be available when necessary.

QualificationsRequired years: 7 plus years of progressive leadership/commercial experience in a manufacturing environmentPreferred7Licenses & CertificationsRequiredPreferred