TELE-FONIKA Kable S.A.
Current offers

Sales / Commercial Director US and Canada

Apply Publication ID: 10/2017
TF CABLE AMERICAS is a US corporation and a wholly owned subsidiary of TELE-FONIKA KABLE S.A., Poland. TF Kable is the 3rd largest electrical cable manufacturer in Europe and the 14th largest globally. The company is recognized as a world class producer of cables for Utilities, Mining, Alternative Energy, Portable Power Generation and other Heavy Industries.
TF Kable operates 7 manufacturing facilities and distributes products through  6 subsidiary offices worldwide.
 
We are currently hiring for the below position:
 
Sales / Commercial Director US and Canada
 
Person will lead the sales organization in conducting business and growing sales in US and Canadian markets by developing existing and building new distribution channels and sales strategies.
 
Profile
- Successful career in sales management in Portable Power Cable markets in US and Canada
- Proven skills in developing and executing business strategies focused on significant growth of sales and maximization of profitability
- Proactive in building strategic alliances and partnerships with key customers to accelerate and strengthen the company position in the marketplace
- Strong interpersonal skills for developing and maintaining customer relationships
- Strong interpersonal skills with an affinity toward group work and problem solving
- Strong leadership abilities and experience in managing, leading and supporting organizational objectives
- Skilled in training, team building and motivating sales personnel in achieving sales goals
- Effectively communicating with all company organizational structures including inside sales, product management and senior management located in overseas headquarters in Europe
- Distributor oriented dealing with decision makers on corporate level
- Committed to work with ability to deliver according to timeline

Education
- University degree in business management, engineering or associated disciplines
- In case of exceptional industry experience, the requirement for a university degree can be waived

Skills
- Proficiency in Microsoft Office and familiarization with CRM platform
- Ability to work independently and be self-motivated
- Math and analytical skills

Experience
- Minimum 3 years work experience in Portable Power Cable environment
- Minimum 3 years work experience on superior sales management position in wire and cable master distributor or manufacturing company in the US
- Background and relevant relationships with major US wire and cable distributors
- Experience in negotiating large contracts, sales programs and consignment/rebate agreements
- Ability to read technical specifications and understand bid documents

Professional Requirements
- Extensive knowledge of Portable Power Cable market in the US and Canada
- Familiarization with wire and cable competitors
- Ability in increasing market share in a highly competitive market environment
- Ability in preparing and presenting sales proposals, bids and quotations for US and Canadian market that meet specific customer expectations and project requirements
- Ability to manage project-based business
- Ability to map the business potential and work out strategies to build relationships with key customers in the US and Canada
- Ability to collect, analyze and utilize market data regarding competitive products, customer needs, preferences and market trends
- Ability to develop and execute sales plans based on market knowledge
- Ability to read technical specifications and understand bid documents

Responsibilities (US and Canada)
- Responsible for meeting sales budget and profitability
- Report to VP for Sales based in company headquarters in Europe
- Manage and oversee sales organization consisting of Inside Sales and Field Sales managers responsible for sales into US and Canada
- Set up sales goals and establish accomplishment criteria for the sales team
- Prepare weekly sales forecasts and reports based on markets trends, orders backlog and sales people / customer estimates
- Determine inventory levels and product mix needed to support forecasted sales
- Determine sales strategies and distribution model on all distribution levels:
   Direct/End User, Cable Distributors, Electrical Distributors, Industrial (OEM, VAR).
- Establish personal relationships with all key customers
- Develop pricing strategies and set up tier price levels
- Report competitive feedback on existing new products, pricing and market conditions
- Establish freight, packaging and cut-to-length policies
- Identify and develop marketing actions, special promotions and events to increase sales
- Develop new business and identify high margin business opportunities
- Develop new and existing product
- Oversee key account management
- Negotiate large projects
- Develop and negotiate rebate and consignment agreements with major distributors
- Develop and negotiate Sales Representative commission agreements
- Visit potential and existing customers, travels approximately 40-50% throughout US and Canada
- Attend trade fairs and conferences
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