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JOB SUMMARY

Reporting to the Vice President, Sales, the Latin Americas Region Sales Director strategically leads and manages the sales team directly responsible for sales in the Caribbean, Mexico, Central and South America business. The successful candidate is responsible for orders, sales and contribution margin, determines the most effective customer channels; including direct, and indirect, In addition, this role is an influential member of the overall leadership team for the Sales group.

ESSENTIAL JOB FUNCTIONS

List at least five major functional areas of responsibility (such as Personnel Management, Analysis/Reporting, Project Work, Customer Service, Budgetary Responsibilities, etc.) in descending order of importance. Within each function, specify more basic tasks that compose the function.

• Provides strategic leadership for the Latin American sales organization to drive sales opportunities that meet and exceed annual order, sales revenue and contribution and EBIT goals.

• Owns the regional forecasts of 5Q (current quarter plus 12 months) anticipated sales results for management review and operations inventory planning.

• Works in the role of executive leader for the organization at direct and indirect customers.
• Works tactically with Marketing, Solutions, and Strategy groups to establish plans and strategies for the industries, territories and product lines including the support of corporate strategic sales and marketing programs, product promotions, trade shows, channel development events and customer seminars.
• In partnership with Solutions and Engineering, contributes to the development, launch and success of new products.
• Drives the account management and strategic activities for the territory to drive account expansion and penetration, develop long term relationships and ensure customer satisfaction.
• Works with the Sales leadership team to set sales objectives and then translate these into achievable targets for the selling teams.
• Conducts periodic reviews in partnership with Global Channel Director and Regional Sales Managers providing, clear communication of sales goals and performance metrics to the independent channels (manufacturers’ representatives, distributors, integrators, etc.).
• Leads regular sales team meetings to gather quick market intelligence and maintain pulse of sales progress, communicate the results with extended business teams.
• Reviews sales performance against annual plan across industries, territories and product lines on individual RSMs and channels in order to make adjustments and improvements within the region.
• Assists in the development of sales policies with leadership team, along with implementing corporate policies, pricing and margin strategies.
• Ensures proper resources are engaged to resolve contractual terms and conditions on sales orders and leads negotiations that affect strategic, key accounts or initiatives and large volumes.
• Leverages CRM tools and methods that support efficient sales activity and provide timely management information. Ownership of the data for assigned region.
• Leads annual sales and expense budget process for region, highlighting resources as necessary. Ensures team stays within assigned sales expense budget for region, reducing costs and improving region efficiencies.
• Works closely with VP Sales, Global Channel Director and Human Resources to develop and maintain a sales training and compensation program that drives growth objectives, attracting and retaining top talent
• Continuously evaluates sales team progress; provide coaching, training and development to improve individual performance or make changes as needed.
• Actively participates in region conferences and coordinate with marketing as required.
• Manages the Regional Sales Managers.
• Oversees the action plans developed by individuals as well as by team for effective search of sales leads and prospects.
  
• Ensures that staff and channels remains in compliance of the legal requirements of laws and policies such as Foreign Corrupt Practices Act (FCPA), Sarbanes–Oxley Act, polices of the US Office of Foreign Assets Control ("OFAC"), US sanctions policies and localized trade laws and/or policies.
  
• Ensures all sales contracts to ensure legal compliance and that Doble and the client will be able to fulfill all obligations of the contract.
  
• Leadership of sales resources involved in the Latin America Region.
• Strategic leadership of indirect selling resources – representatives, distributors and integrators.
• Be viewed as the Executive Sales Leader within region by customers, partners and leadership team and staff.

QUALIFICATIONS

EDUCATION:

Bachelor’s Degree – Business, Marketing or equivalent

MBA, Marketing, or Executive Management training program strongly preferred.

Electrical Engineering or Power Industry degree is a plus.

REQUIRED EXPERIENCE:

• 8 to 10 years of successful direct solution sales experience.
• 5 to 7 years of direct sales management and leadership.
• Knowledge of, and experience in test and measurement industry and/or applications.
• Knowledge of modern sales management tools (CRM, computer based training, Internet, etc.)
• Industry knowledgeable in some or all of key markets: Energy, Power Equipment, Utilities, Monitoring & Diagnostics, Condition Based Monitoring, etc.
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C-level and other decision-makers.
• Fluency in English, Spanish, and Portuguese in both the written and verbal word.

PREFERRED EXPERIENCE (Not Required):

• MBA preferred.
• Previously employed by a US based company in a management role.
• Experience in the High Voltage monitoring equipment and service industry.

KNOWLEDGE, SKILLS & ABILITIES:

• Proven ability to create, lead sales and account strategies.
• Demonstrated track record of success exceeding quota in challenging markets.
• Ability to contribute to the strategic and product planning efforts.
• Outstanding history of developing solid sales organizations.
• Proven ability to interface effectively among management peers by facilitating cooperative relationships with Operations, Marketing, Finance, Human Resources, Service and Engineering.
• Strong business acumen (financially and operationally)
• Ability to influence at senior and executive levels in organizations (customers, partners and within own company)
• The ability and willingness to travel domestically and internationally travel up to 50%. .
• Fluent and effective communicator across broad range of functions and accountabilities.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.
• Ability to make effective and persuasive speeches and presentations to management as well as clients.

PHYSICAL REQUIREMENTS:

While performing the duties of this job the employee is often required to stand, sit, use computers, read, write, type, use copy machines, file paperwork, use telephones, and utilize written and oral communication to interact with clients, co-workers and customers. Reasonable accommodations may be made to enable individuals to perform the essential functions of this job. Must be capable of lifting 30 pounds.

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

We are an Equal Employment Opportunity employer that values the strength diversity brings to the workplace. All qualified applicants, regardless of race, color, religion, gender, sexual orientation, marital status, gender identity or expression, national origin, genetics, age, disability status, protected veteran status, or any other characteristic protected by applicable law, are strongly encouraged to apply.

The Americans with Disabilities Act of 1990 (ADA) prohibits discrimination by employers, in compensation and employment opportunities, against qualified individuals with disabilities who, with or without reasonable accommodation, can perform the “essential functions” of a job. A function may be essential for any of several reasons, including: the job exists to perform that function, the employee holding the job was hired for their expertise in performing the function, or only a limited number of employees are available to perform that function.

Actual base salary offered to the hired applicant will be determined based on their work location, level, qualifications, job related skills, as well as relevant education or training experience.

Salary Pay Range Minimum $122,106.21 - Midpoint $152,632.76