Director of Sales and Marketing

OMG Assessment link: https://eval.objectivemanagement.com/XDL94TH

You must have a track record successfully leading marketing and sales for an industrial company with a sales team of at least 10, a consistent CAGR >7%, and total annual sales >$100MM. But that’s not enough; you must also be a servant leader that is highly motivated and hungry for success.

If you’re still reading; if you satisfy those criteria, then perhaps you’re the unique person who will thrive in our environment.

Company

Integrated Packaging Machinery (IPM) is an employee owned company that operates according to biblically based values. We engineer secondary and end-of-line packaging systems for industries including dairy, frozen food, and beverage, and provide project management, commissioning and training support. Our system designs specifically minimize downtime and optimize production efficiency. We thrive in situations that require short lead time engineering and implementation for customers who react decisively to market opportunities.

We are supplier agnostic, integrating the right solution for each application, drawing on decades of experience and deep industry knowledge. Customers rely on us to help augment their engineering and project management teams.

We are based near Grand Rapids, MI, surrounded by the rich heritage of manufacturing and engineering in the entire upper midwest.

Ideal Candidate

As a sales professional, the ideal candidate will have demonstrated success exceeding quota selling complex, big-ticket solutions as an individual contributor and a strong track record leading a team of inside and field sales reps to consistent growth. You will have led your team by expanding existing accounts and consistently winning new accounts.

You will have exceptional demonstrated business acumen and strong strategic vision and will contribute as a member of our senior management team. Complementing strategy, you will also have extraordinary tactical insights that you’ll draw on in your training, coaching and role-playing as a first-line manager of our veteran sales team.

You must be similarly skilled in industrial marketing, with experience in integrated branding, marketing communications, digital marketing, public relations, competitive and product marketing, market research and analysis, strategic pricing, lead generation, video and social media marketing, and sales enablement.

All aspects of marketing, sales, and business development best practices will be familiar to you. You will have built your career in complex, long sell cycle, high-value sales such as controls automation, capital equipment, or industrial related enterprise software.

You will operate independently with moderate supervision and be equally comfortable onboarding a new sales rep and presenting to a prospect’s board of directors. You will have a bachelor's degree (technical and engineering disciplines are a plus), at least 10 years of sales experience and five years of sales and marketing management success, and deep knowledge of CRM, marketing automation, and other sales and marketing related software tools.

You will exemplify IPMs values of love, patience, kindness, humility, honesty, respectfulness, selflessness, forgiveness, and commitment, and orient your leadership and management around helping your team thrive while achieving the growth goals and demonstrating and cultivating accountability in yourself and your team.

You must be located for convenient travel from a hub airport, or in the Grand Rapids area. You should be accustomed to traveling 60-80% of the time.

About the Director of Sales & Marketing Role

As Director of Sales and Marketing, you’ll be responsible for leading and managing the inside and field sales and marketing teams. That includes strategic planning, compensation, recruiting and hiring, training, coaching, forecasting, activity planning, and all performance criteria.

Your responsibilities will include:

• Leadership and Management, and a keen understanding of the difference
• Active participation on the Senior Leadership Team
• Owning and achieving the company revenue target
• Consistently expanding into new accounts to minimize market and concentration risk
• Strategic planning and project management for resource requirements and allocation, market opportunity, pricing, territories and sales targets, compensation, vendor relationships, partnerships with industry influencers, key/target accounts, recruiting and retention, and sales business model.
• Full lifecycle sales optimization including sales methodology, sales process, sales enablement, opportunity qualification, pipeline management, tactics and techniques for prospecting, discovery, opportunity management, consultative selling, presentations, proposals and project justifications, generating referrals, negotiation, closing deals, account expansion, and aftermarket revenue growth.
• A broad range of industrial marketing activities to foster awareness, generate leads, and support sales activities. This includes trade journal advertising, trade shows, digital marketing, and building partnerships with target industry experts, associations, and adjacent technologies.
• Foster a competitive culture within your team that embodies IPM values and emphasizes customer success, accountability, and the sales team’s responsibility to every colleague/owner who depends on the sales team for the flow of profitable business that supports jobs and families.
• Recommend and manage implementation of sales and marketing technology as required to achieve the goals.
• Guiding your team by modeling agility in thought, superb written and verbal communication, composure, judgment, unwavering integrity and moral courage.

Compensation

You will be well paid for your experience and the impact you bring. Compensation includes a base and bonus. Competitive benefits are included.

If this post speaks to you; if you are the truly unique individual whose background matches and is looking for a values based organization to join, then we welcome your application.

To apply, please submit your resume and complete the sales assessment located here. https://eval.objectivemanagement.com/XDL94TH