Director of sales-east

Located in the heart of Central Minnesota, Virnig Manufacturing has been designing and producing skid steer loader attachments since 1989. From engineering and cutting raw materials to machining, welding and painting the finished product, all steps of the manufacturing process are done in-house. Today, the family-owned and operated business has grown into a premium attachment manufacturer supplying North America and beyond. By integrating the latest manufacturing technologies and using top-of-the-line materials, Virnig has distinguished themselves as a cut above the rest in the manufacturing industry.

Virnig Manufacturing is seeking a director of sales to develop and execute the company’s strategic sales vision throughout the eastern United States. The position requires a mix of working with current sales representatives and identifying new territories to pursue. The DSM is responsible for creating and implementing effective sales goals and strategies, with emphasis on profitable sales growth, in current sales channels as well as obtaining new business in channels yet to be determined. Constant interaction with territory sales representatives and customers is key in order to build relationships and to identify new and innovative products to satisfy future customer demands. The DSM will manage and develop the team’s proficiency in the overall sales process.

Compensation & Benefits

Salary: Salary dependent on experience and capabilities. Bonus also available. Benefits Package Includes: Medical, dental, and vision insurance 401(k) with employer match Generous PTO including vacation and paid holidays Short- and long-term disability coverage Life insurance Employee assistance program Opportunities for growth and development Paid travel expenses including mileage at federal rate when using personal vehicle Up to $60/mo for cell phone.

Requirements Duties and Responsibilities

• Establish sales objectives by forecasting and developing quarterly and annual sales quotas for sales representatives and assigned customers.
• Develop, recommend and implement pricing strategies for assigned customers to achieve established sales and profit goals.
• Direct the efforts of sales representatives and support personnel in implementing strategic plans while maintaining ultimate accountability for their accomplishment.
• Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary.
• Supervise through field visits, observations and measurement of results to complete performance appraisals and salary reviews.
• Provide sales management, budget control, compensation programs and incentive planning.
• Develop and maintain market share information and competitive data to be used in the development of market, product, and strategic plans.
• Solicit product ideas, including required features and pricing, to continue to differentiate from the competition.
• Proactively identify changes in the industry and competitive pressures to develop and modify strategies and tactics accordingly.
• Establish effective relationships and collaborations with other departments (Marketing, Customer Service, Production, Engineering, Finance, etc.) to address key business issues and opportunities.
• Analyze, develop and lead/train a team of regional sales managers in both revenue achievement and sales process readiness.
• Utilize and drive forward the company’s dealer inventory management program (VPP) through the sales team.
• Forecast as part of VPP to provide consistent, accurate information to management and other departments within the company.

Skills

• Experience and success in recruiting and retaining a high performing sales team and a demonstrated ability to lead and manage a diverse sales team.
• Demonstrated ability to achieve sales plans.
• Proven business analysis and judgment with the ability to proactively manage business and P&L to meet objectives.
• Strategy development, project management, problem-solving and change management skills.
• Exceptional negotiation skills.
• Ability to build positive working relationships, both internally and externally.
• Ability to effectively present information and negotiate with all levels of management.
• Demonstrated strong oral and written communication skills.

Requirements

• Minimum of 5 years’ experience developing and managing a direct sales force.
• Success working with OEM’s and major accounts.
• Education and/or experience with agriculture and construction equipment and parts, especially skid loaders and compact tractors helpful.
• Strong computing skills including experience with Microsoft Office required.
• Familiarity with CRM applications highly valued.
• Bachelor’s Degree in Marketing or related business area preferred.
• Consideration given to successful progressive experience.
• Ability to travel for trade shows and key account visits with the outside sales team.
• Over 75% travel expected with this position.

VIRNIG MANUFACTURING IS AN EQUAL OPPORTUNITY EMPLOYER

All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, national origin, marital status, familial status, pregnancy, sexual orientation, age, disability, military service, veteran status, gender identity, status with regard to public assistance, or any other class protected by law. The company provides reasonable accommodations to applicants with known disabilities, unless doing so would cause undue hardship for the Company.