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Director of Sales

Date: Sep 12, 2022

Location: Tampa, FL, US

Company: Gerdau

WHAT YOU WILL DO:

 

To oversee the operations of a sales team. Main duties include developing plans and policies to direct, coordinate and control the sales of products into a targeted segments in North America (US and Canada).  These tasks will be accomplished at lowest cost consistent with customer satisfaction and corporate objectives.  Responsibilities include setting of targets and developing strategies and policies to facilitate the teams’ achievement of business targets. The sales director will build and maintain good and lasting relationships with clients as well as other sales directors to come up with better strategies.

 

  1. Sales                                1,000,000 to 3,000,000 tons, $1B to $3B revenue
  2.  Forecasting/shipping       3-5 Mills
  3.  Supervises                      4+ salaried exempt
  4.  Number of customers      250 + Customers, 1200+ locations

                                                           

 

WHAT IS YOUR SCOPE:

 

Within established procedures, this position is responsible for the overall direction and administration of the company’s sales function pertaining to products produced at Gerdau’s long product mills in the US and Canada and sold to particular channels and / or segments.

 

The sales director will provide guidance to their team of sales managers, regional sales representatives, and a customer service team. This will include cultivating and servicing major accounts, coordinating pricing and invoicing, and general coordination of the total sales effort.  This position is responsible for insuring the coordination of internal and external sales, including administering internal pricing policies.  This position also determines sales areas, sales organization structure and territorial assignments, customer service practices, and general sales policies.  This position is charged with accomplishing sales, margins, market share goals, controlling support costs, maintaining effective customer relations and effecting maximum efficiency of personnel and equipment; being responsible for providing necessary leadership to create cooperation and understanding for achievement of deployment of the strategic roadmap.

 

This position reports directly to the Vice President, Sales and Marketing and the direct reports consist of at least three regional sales managers as well as one customer service manager.

 

WHAT ARE YOUR RESPONSIBILITIES:

  • Reviews group sales results to determine effective strategy to maintain a dominant position in the regional market for steel both Canada and the USA. 
  • Maintains preferred customer relationships, resolving major problems and insuring quality customer service.
  • Analyze all related costs, financial and activity reports; check practices and procedures to ensure optimum results at the lowest costs; take prompt corrective action as necessary. 
  • Make inquiries and investigations into areas that appear to be outside acceptable standards or where financial or management accounting questions arise.
  • Collaborate with marketing to analyze potential for new markets, new customers and new products that will enhance the ability to serve our customers needs. 
  • Insure customer satisfaction in all services the company provides.
  • Support Roadmap segmentation initiative through end user identification and solicitation.
  • Manage and administer internal pricing practices and policies to insure consistency and market validity.
  • Prepare annual segment sales plan and operating budget, quarterly forecasts, monthly check process.  Determine if resources are adequate to meet the proposed business plan.  Make effective recommendations on personnel and services, including the expansion or contraction of products or operations.
  • Ensure that company policies relating to Group’s employees are being implemented on a fair and consistent basis and that good employee relation practices are being maintained.  Review the practices and procedures of subordinates administering personnel policies. 
  • Ensure that direct and indirect reports have adequate training and resources necessary to be successful in their roles. Make recommendations as to adequate training, transfers and promotions of employees that are in the best interest of Gerdau Long Steel North America.
  • Cooperate and coordinate with other Gerdau Long Steel North America management both in Canada and the USA on common projects or matters of mutual interest.  Assist administrative staff members and/or outside consultants involving projects, studies or surveys that may be undertaken.  Keep abreast of developments and technology within the steel industry and related fields; be cognizant and perceptive regarding stock steel market.  Maintain effective liaison with agencies and industry related organizations as is necessary to the fulfillment of this function.

 

Considerable travel is required, and approximately 50-75% of time will be spent away from the office.

 

PRINCIPAL ACCOUNTABILITIES:

 

  1. Attain corporate sales, market share and margin goals for segment sales at levels consistent with long-range corporate objectives.
  2. Analyze, coordinate and recommend strategic plans to the continued growth and expansion of company’s capabilities and profitability.
  3. Establish short term and long term forecast plans for North American channel and / or segment.
  4. In coordination with Marketing, influence and implement segment pricing strategy.
  5. Responsible for the overall direction, coordination, and evaluation of the segment sales staff.
  6. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training and motivating employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
  7. Collaborate in the pursuit of optimum production and inventory levels at all mills and depots.
  8. Represent Gerdau Long Steel North America at different industry end user groups.
  9. Coordinate internal sales; including managing and administering internal pricing policies.
  10. Collaborate on capital projects to insure that they meet short term and long term goals of the company/department.
  11. Create training and development programs/opportunities for sales staff.
  12. Conduct analysis in order to manage performance levels of sales against market developments and corporate objectives. Analyze sales statistics to formulate policy and assist dealers in promoting sales.
  13. Develop, manage, and nurture new business partnerships and accounts to accomplish volume and profit goals.
  14. Seek out and direct new customers and sales opportunities, initiating action plan to advance and procure new business for the company.
  15. Direct sales forecasting activities and set performance goals accordingly.
  16. Through collaboration with sales managers, assign sales territory to sales representatives.
  17. Deliver sales presentations to key clients in coordination with sales representatives.
  18. Analyze and control expenditures of product line to conform to budgetary requirements.
  19. Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
  20. Monitor and evaluate the activities and products of the competition.
  21. Recommend and approve budget, expenditures, and appropriations for research and development work.
  22. Collaborate with Marketing to analyze potential for new markets and new products that will enhance the ability to serve our customers needs.  Insure customer satisfaction in all services the company provides.
  23. Collaborate with Marketing to establish product mix and product rationalization that will enable the company to meet long term production and profitability objectives.
  24. Manage and administer pricing practices and policies to insure consistency and market validity.
  25. Manage the sales of excess  inventory to insure optimized inventory levels and production cost.

 

WHAT YOU WILL HAVE:

 

  • Bachelor’s degree in Business Administration, Finance, Marketing, Engineering or a related field from a four year college or university is required.
  • Minimum 10+ years sales-related experience with proven results.  Prior experience should include significant exposure to marketing, sales, steel or metal fabrication, production and distribution with a working background in supervision of two or more such functions and sales management.
  • Broad knowledge of steel industry, being familiar with steel sales, industrial relations, sales management procedures and related techniques.
  • Requires experience in developing sales strategies and performance metrics.

 

 

ABILITIES AND SKILLS:

 

  • Requires the ability to work in fast-paced, self-directed environment.
  • Exceptional verbal and written communication skills, including excellent presentation skills.
  • Excellent customer service skills.
  • A high degree of human relations skills to develop close relationships with the principals of major accounts.
  • Requires decision making, problem resolution, and creative thinking skills.
  • Leadership ability, entrepreneurial attitude, and ability to be a good team player.
  • Ability to effectively manage cross-functional, multiple location teams.
  • Ability to effectively manage and develop staff.
  • Ability to adapt to many varied situations, circumstances, and personalities at all levels within and outside the company.
  • Excellent time management skills and ability to effectively plan and establish/maintain priorities.
  • Excellent negotiation and influencing skills.
  • Excellent analytical skills.

 

Come be a part of the GERDAU WE ARE CREATING!

Gerdau believes in equal employment opportunity related to all employees and applicants for employment.  It is the policy of Gerdau that there will be no discrimination against any employee or applicant for employment on the basis of race, religion, color, national origin, citizenship, marital status, sex, age, sexual orientation, genetic information, gender identity, veteran status, disability, or other legally protected status.  All external applicants must be legally eligible to immediately work in the country of hire without current or future sponsorship.

 

If you are vision-impaired or have some other disability under the Americans with Disabilities Act or a similar law, and you wish to discuss potential accommodations related to applying for employment at Gerdau, please contact our Talent Acquisition Team at (866) 788-2798 or recruiting@gerdau.com.


Nearest Major Market: Tampa