Job Description

IRONWOOD PLASTICS

Job Description

Job Title:  Sales Manager

Reports To: General Manager

Ironwood Plastics is an AT Will employer.  This position description is not a contract of employment; the employment relationship is terminable at either the will of the company or the employee. 

SUMMARY: 

The primary expectation of the Sales Manager is to generate profitable sales growth according to the prevailing business plan. 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Leadership 

• Managing sales department personnel issues, including hiring and training sales representatives (inside/outside sales). 

• Lead by example and perform as a manner that ensures high morale and high performance.  Inspire other employees to support company vision, mission, strategies, goals, and guiding principles. Responsible for the development of all personnel under their direct report.

• Communicates effectively to all departments.

• Maintain awareness of external and internal environment for development of new market segments in line with the technology and capability of Ironwood Plastics.
• Identify prospective customers that are in line with the capabilities and capacity focusing on existing and new market segments.
• Lead the development and implementation of sales strategies for targeted prospects. 
• Ensure travel targets are developed and deployed within the sales group to support sales goals. 
• Ensure positive exposure of the Company to new business prospects by promotion of Ironwood’s capabilities, vision, and image.
• Keep abreast of developments in the industry by attending seminars and training events as well as through reading trade publications.

• Responsible for all part and tooling pricing on existing business.

• Lead and/or assist in higher level customer relation issues and contracts such as Terms and Conditions review, Supply Agreements, obsolete inventory, blanket orders, combined pricing, etc. as needed.

• Supports all necessary items for annual strategic planning process plan. 

• Develops plans for management of new sales and marketing ideas and assess their applicability for Ironwood Plastics.

• Implement the ideas and decisions of the strategic marketing plan.

• Lead or Assist in the planning of any event that promotes Ironwood Plastics and highlights our capabilities and services and participate in a suitable manner (Ex: tradeshows, forums). 
• Ensure sales funnel is up to date and tracked, utilized, and maintained.
• Ensures team strives to exceed annual goals for tooling and manufacturing sales while maintaining workload balance for all departments.
• Works directly with Sales Engineers, Account Managers and Account Representatives to produce customer quotations for new and existing customers, maintain job number log, approve and review quotes and POs for new tooling projects.

• Prepare and monitor sales department budget and approval of expenditures.

• Ensures efficient and effective transition between NPA and NPI when POs are received.

• Adheres to all company policies and procedures.      All Quality Systems procedures and work instructions are consistently followed.

• Must be able to work overtime (weekends and weekdays) as needed to support customer requirements.

• Serves as the NPA process owner and ensures all procedures within the process remain current and are adhered to.

• Any other duties that may be necessary to accomplish the goals of this position or goals of the company.

Business Development 

Customer Relationship Management

Reporting

Marketing 

Sales Operations

Collaboration 

REPORTING RELATIONSHIPS: 

The Sales Manager reports directly to and is fully accountable to the General Manager.

AUTHORITY:

The Sales Manager has the overall authority to provide leadership and direction to the Sales Department and take any action necessary to carry out the responsibilities of the position which is consistent with company policy. The Sales Manager receives their authority from the General Manager.  This includes the hiring of personnel reporting directly, to fill an approved opening, after consulting with the General Manager.  The Sales Manager will recommend for removal or termination for any position with a direct reporting relationship.  The reason such action is advised must be provided to the General Manager. The delegation of specific responsibilities and duties to subordinates, along with the authority to do them, but with the clear understanding that ultimate accountability remains with the Sales Manager.

EDUCATION AND EXPERIENCE: 

• Bachelor’s degree (B. A. or B.S.) from four-year college or university. Minimum 10 years of related experience and/or training; or equivalent combination of education and industry experience. 

• Ability to multi-task, problem-solve, and have a strong attention to detail in the preparation of complex and expensive bid programs. 

• Ability to read and interpret mechanical blueprints. 

• Able to use Microsoft products (MSWord, PowerPoint, Excel).  Able to effectively use company ERP system (IQMS) in areas that pertain to your responsibilities. 

• Must be able to build complex spreadsheets from scratch and develop presentations complete with audio and video. 

• Familiarity with Pro/E or other parametric design software

• Exceptional public speaking skills.

LANGUAGE SKILLS: 

Technical engineering language capability to interact with our customers.  Clearly superior verbal and written communication skills.  Will make presentations to various audiences (one-on-one, or multiple) about complex projects and represent the company as a world class supplier.

MATHEMATICAL SKILLS: 

Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percentage and to draw and interpret bar graphs.

REASONING ABILITY: 

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

JUDGMENT AND DECISION MAKING:

Seeks guidance and direction as necessary for performance of duties.  Demonstrates good judgment in investigating problems.  Respects the confidentiality of company, customer, and personnel information.

RELATIONSHIPS WITH OTHERS:

Follows Company’s Guiding Principles when interacting with all internal and external associates.

PLANNING AND TIME UTILIZATION:

Make the best use of time during the workday. Consistently show the ability to recognize and deal with priorities.  Must possess the ability to meet established deadlines.

INITIATIVE:

Makes the best use of time during the workday.  Consistently shows the ability to recognize and deal with priorities.  Ability to meet deadlines as established by the General Manager of Ironwood Plastics.

ATTENDANCE AND RELIABILITY:

Always provides proper notification and advance notice for non-emergency absences.  Reports to work on time; promptly returning from lunch and breaks and not leaving work early. 

PHYSICAL DEMANDS: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.  While performing the duties of this job, the employee is frequently required to perform manual tasks, stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and talk and hear.  The employee must frequently lift and/or move up to 30 pounds.  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. 

WORK ENVIRONMENT: 

Office and manufacturing environment. On‑site attendance is required for this role. Limited exceptions for remote work may be granted if appropriate. While performing the duties of this job, the employee is frequently exposed to moving mechanical parts and fumes or airborne particles.  The noise level in the work environment is usually moderate, and the temperature is climate controlled.

MEASURES OF PERFORMANCE:

• Company Performance and Strategic Goals are met or exceeded.

• No disciplinary actions need to be taken for breaking company policies, procedures.

• All Quality Systems procedures and work instructions are consistently followed.  This is measured by no internal or external findings that are linked to your department.

• 5S it at an acceptable level.

ACKNOWLEDGMENTS:

I have reviewed and understand the above job description and believe it to be accurate and complete.  I understand that management retains the right to change this job description at any time to keep it representative of this functional position.

Sales Manager: __________________________  Date_____________

General Manager: ________________________________  Date____________

*** Print and review Sales Manager Training outline and ensure target dates are established for completion.