EndereçoAbout Key Technology: Key Technology has been providing innovative solutions to the food industry since 1948. We are a global leader in the design and manufacture of food processing technology. Our products range from conveying, digital sorting, and process automation technologies. Our ongoing innovations provide increased control, continuous processing, and longer machine life–in processed fruits and vegetables, nuts, dried fruit, fresh-cut produce and more. We continually strive to find and fulfill our customers’ growing needs. Position Summary: As the Director of Sales, for our Latin America region, you will provide leadership, strategic planning, and execution of all sales activities to ensure the commercial organization achieves maximum profitability and growth in line with the vision and goals of the region. ****Must be located in Mexico or South America, near a major airport**** Essential Responsibilities: Oversee all sales channel activities, either direct or representatives, for the Region. Develop sales objectives and strategies to penetrate major business markets to create opportunities to accelerate growth in the region. Develop market initiatives (channel, growth…etc) for the region. Oversight and management, in coordination with Key Account Managers, of regional Major and House accounts. Lead and manage sales professionals in the Region. Hire and develop talent as needed to accelerate growth initiatives. Coordinate and provide guidance for the Region’s service team. Collaborate with leaders and teams in Food Sorting and Handling businesses, Duravant and other operating company personnel to maximize customer and Duravant win. Participate in overall Key US extended leadership team and contribute and support the development and execution of the strategic plan. Develop and implement go to market strategy in different end use markets, including agent strategies vs. company sales employees. Anticipate Major Account requirements and needs and proactively create solution plans that mitigate, eliminate, and / or satisfy them to the fullest extent possible. Maintain a thorough knowledge of the competitive options being offered in the Region. Develop sales forecasts and reports and report out results with acceleration and gap closure plans to key stakeholders and top management. Formulate and regularly update both near and long-term bookings forecasts for the Region. Commitment to initiate and engage in “lessons learned” reviews for sales in the Region. Defines objectives and deliverables to meet critical customer programs. Establishes and maintains customer interfaces related to product and project objectives. Performs other Major Account Management duties as may be assigned. Supervisory Responsibilities: Direct supervisory responsibility of any Sales Managers in the Region and support team members in the Region. This includes hiring, discipline, performance, training, etc. Position Requirements: Education and/or Experience Bachelor’s degree in engineering or other technical discipline. MBA or other advanced degree a plus. At least 10 years of Sales leadership / management in the Region, preferably at least 5 years of which were with a multinational company. Previous experience selling highly engineered industrial equipment. Technical knowledge in electrical or mechanical industries. Language Skills Must be fluent in Spanish and English, at a level to lead commercial discussions in both languages. Portuguese would also be a plus. Able to effectively communicate with diverse audiences ranging from top management and customers to project team members of diverse functions. Strong presentation and communication skills; able to develop good rapport and to secure sales. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or other functional management. Able to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Other Skills/Abilities Must be able to quickly adapt to new and constantly changing situations. Develop strong product knowledge and technical application capability on Food Sorting and Handling equipment and on competitive equipment, to be able to effectively present features and benefits. Develop process knowledge to serve as basis for defining appropriate applications and to build customer trust. Possess a clear understanding of the Food Sorting and Handling Markets and the entire value chain, including agency representation and channel partners. Maintain professional appearance. High degree of personal professional integrity for dealing with both internal and external customers. Self-motivation and discipline to work independently and use time effectively and efficiently. Enthusiasm for high level of effort to achieve goals. Skilled in the use of MS Office (Excel, Word, PowerPoint, Outlook). Sound understanding of Project Management principles and manufacturing practices. An understanding of food processing technology would be a plus. Hazard and Sanitation Analysis, and various related Industry and Government Standards for regional requirements is also a plus. Travel This position may require traveling extensively on a frequent basis throughout the territory and as directed, outside the territory. Must be willing to travel on short notice and use all common means of transportation. The duration of trips may vary widely. Off-site trips to support sales and/or customers will normally involve an environment that is quite different than the day-to-day working environment. Certificates, Licenses, Registrations: A current passport and the ability to acquire company credit card and work authorizations in other countries is required.
