National Sales Director

Summary/Objective

Holmatro North America is seeking  an experienced and strategic National Sales Director to lead our sales efforts across the United States and Canada. This position is responsible for all activities related to developing, implementing, and executing the North American go-to-market strategy and achieving the annual sales target. This position will work closely with the Sales Excellence department, which consists of Marketing, Product Management, Product and Industry Training, and Technical Support. The ideal candidate will have a proven track record in the accountabilities above within the markets Holmatro serves, primarily fire and rescue, law enforcement, and military.

Key Accountabilities:
Leading, managing, and driving accountability in sales team
Executing go-to-market plan form a product, market, and channel perspective
Owns the sales process, end to end
Distribution partner/channel management strategy
Supports Inside Sales function for reporting and analytics  

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Embody the values of Holmatro North America: Integrity, Ownership, Customer Focus, Growth Mindset, Passion, Teamwork.
• Sales Leadership, Management, and Accountability:
  •  Lead, mentor, and manage a team of Regional Sales Managers, ensuring they meet their individual and team sales targets.
  • Foster a high-performance culture within the sales team, providing training, professional development, and performance management across categories including:
    • Sales presentation and demonstrations.
    • Value selling and negotiation .
    • Sales funnel management using CRM .
    • Account targeting and planning.
    • Channel partner goals, objectives, KPIs, and annual reviews.
  • Set clear performance expectations and regularly review sales performance, providing actionable feedback and support.
  • Structure commercial sales organization for success and own hiring process for direct team.
• Execute Go-To-Market Plans (Product, Market, Channel):
  • Partner with President to develop and implement comprehensive sales strategies to grow long-term and achieve annual business goals and revenue targets in the US and Canada.
  • Liaison with sales excellence (marketing, product management) regarding product portfolio, 80/20 optimization, competitive landscape, and product positioning.
  • Set individual RSM, dealer partner, and team sales targets that consider business objectives, market conditions, and other influencing factors.
  • Conduct market analysis to identify opportunities, trends, threats, and competitive landscape.
• Channel Partner and Customer Relationship Management:
  • Oversee and manage the distribution network, ensuring effective performance, customer satisfaction, coverage, sales demonstration and presentation, lead generation, service, delivery, and other aspects of dealer agreement.
  • Build and maintain strong relationships with distribution partners and, where appropriate, key end user customers.
  • When necessary, enter negotiations and close major deals, representing Holmatro in high-stakes sales situations.
• Sales Operations and Commercial Processes:
  • Own sales process from lead qualification through close and retention.
  • Provide input for revenue forecast .
  • Continue implementation of a CRM system for sales funnel management, key account targeting, sales cycle analytics, input into the S&OP planning process, market share estimates, and other KPIs.
  • Establish Inside Sales function for lead generation and qualification, sales reporting and analytics, and competitive sales monitoring.
  • Monitor sales metrics and KPIs, providing data-based feedback to sales, channel partners, and leadership.
• Collaboration and Communication:
  • Collaborate with other departments such as marketing, product development, customer service, technical service and training to ensure a cohesive approach to market growth.
  • Communicate regularly with the global sales team to align strategies and share best practices.
  • Represent the company at industry events, trade shows, and conferences.
• Other duties as assigned.

Competencies

• Ethical Conduct – Acts with honor in all business dealings.
• Strong communication skills – Communicates with all levels of organizations appropriately.  Knows when written or verbal dialog is most efficient and effective.
• Leading Growth and Change – Exceptional skills leading growth and effectively communicating, pacing, and driving change through an organization and with external parties.
• Business Acumen – Understands the potential business implications of decisions being made from a financial statement perspective.
• Technical Capacity – Understanding and proficiency in all phases of own work and essential related jobs. Exhibits proficiency with software and other necessary business equipment.  Takes a hands on approach to working in role and with team members.
• Customer Service skills – Manages difficult or emotional customer situations; Responds quickly, appropriately, and accurately to requests from internal and external customers. Remains calm and respectful when dealing with customers (internal & external). Follows up appropriately
• Organizational skills – Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans
• Active listening skills – Gives full attention to what other people are saying, takes time to understand the points being made, asks questions as appropriate, and does not interrupt at inappropriate times.
• Social & Cultural Perceptiveness – Is aware of others’ reactions and has empathy towards why people may react in certain ways.
• Critical / Data Driven Thinking – Uses data, logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
• Attention to Detail – Demonstrates accuracy in all matters.  Is timely, precise, and efficient with commercial communication and documentation.  
• Collaboration & Teambuilding – Knows that by working together we make better products.  Takes the time to listen to one another and our clients.  Does their utmost for a common goal.  Contributes to building a positive team spirit.
• Negotiation skills – Considers the needs of Holmatro and the customer and brings them together to create solutions that work for all parties.

Required Education and Experience

• Bachelor’s degree in Sales, Marketing, Business Administration, Engineering or related field or equivalent.
• 10+ years of experience and a demonstrated track record of accomplishments in sales, preferably in a manufacturing setting or in a target channel.
• Proven experience in managing CRM systems and processes.
• Familiarity with cooperative purchasing processes and contract management.
• Excellent communication and interpersonal skills to interact with cross-functional teams and external stakeholders.
• Proficiency in ERP systems; experience with AI and automation tools is a plus.
• Proficiency in MS Office (Excel, World, PowerPoint), Teams, and Teams applications.
• Strong project management and organizational skills and the ability to prioritize and execute multiple initiatives.
• Knowledge of 80/20 analysis a plus.

Travel

This position requires 50% travel.  Some of the travel may be on the weekends and involve international travel.

Work Environment

This job largely operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets.  

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.

This is largely a sedentary role; however, some physical movement is required. This would require the ability to lift files, boxing goods, bending or standing as necessary.  The employee may be required to demonstrate tool use and man the booth at trade shows.  This can involve lifting and/or moving items over 30 pounds. Light booth construction will require lifting and bending.  Standing for long periods of time during tradeshows may also be required.

Position Type/Expected Hours of Work

This is a full-time position, and hours of work and days are Monday through Friday, 8:30 a.m. to 5:00 p.m. Some flexibility in hours is allowed, but the employee must be available during the “core” work hours of 9:00 a.m. to 4:00 p.m.  This position is also required to attend industry events that often occur on weekends. 

AAP/EEO Statement

Holmatro Inc, provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Apply now by sending your resume to hr-usa@holmatro.com. Attn. Michelle LeRoy.