West Coast Director of Sales - Military and Space in Cerritos, CA at Carlisle Interconnect Technologies

Date Posted: 4/19/2018

Job Snapshot

  • Employee Type:
  • Location:
    Cerritos, CA
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description


The West Coast Director of Sales for the Defense & Space Market is responsible for the sale of all Carlisle Interconnect Technologies (CIT) products within the assigned territory, and for developing the strategic sales plans to penetrate the Defense & Space customer base with CIT products. The primary function of this role is to accelerate the growth of sales. The successful candidate will be someone who is energetic, self-motivated, persuasive, determined to win, and can motivate a team to behave in a similar manner.


* Creates strong relationships with key customers at both senior and mid-management levels.
* Establishes sales objectives for the West Coast Defense & Space Sales Team by forecasting and developing annual sales quotas in line with the Corporate Plan through collaboration with the senior team. Achieves the Corporate Plan.
* Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors. Maximizes GM% to me EBITDA objectives.
* Tracks and manages the progress against the Corporate Plan, and promptly develops countermeasures to ensure team performance that is in line with or exceeds the Corporate Plan.
* Maintains the West Coast sales staff by recruiting, selecting, orienting, and training employees.
* Identifies key programs within the region and continues to develop the teams' capabilities to maximize long term content wins on each key program.
* Continues the development and the deployment of Miller Heiman strategic selling tools.
* Enforces the use of a CRM tool to ensure full tracking capability of the team's opportunity funnel.
* Leads business forecasting on a monthly basis to provide operations capacity planning data and annual budget plans.
* Prepares sales reports and signs off on their accuracy prior to submission.
* Works collaboratively across functions to drive the continuous improvement culture of the "Carlisle Operating System" for the benefit of customers.

* Generates "new accounts" as defined by strategic goals.
* Manages all key account relationships alongside Sales Managers.
* Negotiates agreements for contracts with customers.
* Attends trade shows and hosts customer events that help align CIT better with customers.
* Maintains up to date knowledge of the industry and identifies trends.

* Maintains the highest degree of product knowledge through continuing study of product characteristics including quality, engineering, competitive advantages, customer applications, benefits, and features.

*Other duties may be assigned*


* Coaches, leads, and develops direct reports.
* Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.
* Performs all duties inherent in the role of Director including interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
* Ability to coach, mentor, and grow his/her team to take on the expanding needs of the company.


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


* Bachelor's degree in Engineering, Business, or related degree.
* Minimum of 10 years professional sales management experience.
* Minimum 5 years direct sales management experience within the Global Interconnect market.


Ability to read, write, speak and understand English.


* Strong technical knowledge of interconnect products, including wire and cable, connectors, and interconnect assembly services.
* Experienced user and implementer of Miller Heiman or similar strategic selling tool.
* Experienced user of MS Dynamics, www.salesforce.com, or similar web based CRM.
* Strong negotiation, problem solving, and closing skills.
* Strong relationship building skills.
* Ability to identify and solve customer issues strategically.
* Proven knowledge of financial reports and ratios; understand relationships of margins, inventory turns, costs, and forecasting.
* Proven ability to develop strategic program-based sales team.
* Experienced in International business culture and Interconnect markets.
* Proven sales success as hands-on sales person and manager.
* Dynamic manager of sales team who has managed a team within a change environment.
* Build and maintain opportunity funnel in major account base.
* Leader of team and cross functional projects.
* Able to work in a matrix environment.
* Budget management and understanding of P&L.
* Clear understanding of new customer acquisition and market development.
* Team player and coach.
* Excellent verbal and written communication skills.
* Ambitious to progress to senior management role.
* Must be self-motivated with a results-orientated and driven personality.
* Confidentiality required: Information routinely handled will be proprietary and highly confidential to the corporation and to customers.
* Displays effective leadership as defined by the CarlisleIT Model Manager guidelines.
* 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 accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to use hands to finger, handle, or feel and reach with hands and arms. The employee is occasionally required to stand; walk; and sit. The employee must regularly lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.


The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Work is performed in a normal office environment with minimal physical risks involved. The noise level in the work environment is low to moderate.


Carlisle Interconnect Technologies is dedicated to identifying and reducing the environmental impact of its operations, activities, and products. It is our commitment to comply with all applicable laws and other regulatory requirements concerning the environment. We are committed to preventing pollution and continually improving our environmental performance in all of our global operations. This will be achieved through a comprehensive Environmental Management System that provides the framework for setting and reviewing environmental objectives and targets of Carlisle Interconnect Technologies.


Travel up to 60% as needed.


The following Accountabilities are key to success in the role of the West Coast Director of Sales for the Defense & Space Market:

* Achieve or exceed the annual budgeted or minimum 6% Year Over Year Growth goal for designated territory.
* Talent management of the team within the West Coast territory.
* Full utilization of the Miller Heiman Sales Process and Techniques with regular use of Blue Sheets, Green Sheets and Gold Sheets where applicable.
* Full utilization of MS Dynamics by entering Sales opportunities into the Funnel on a weekly basis.
* Meet or exceed sales funnel closed capture rate on opportunities with 70% probability of winning.
* Provide Quarterly updates to the team and Management on the Key Account(s) including, but not limited to change in business performance within the industry, acquisitions, program wins, change in Leadership within Engineering, Supply Chain, and Management, & long-term growth strategy.
* Provide timely submission of monthly reports and President's Letter.
* Provide margin strategy at designated accounts to secure program business.
* Create and execute Product Placement and Product Expansion Strategy at the designated/assigned accounts.
* Participate in improving the sales and operations planning process.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled