Overview:

The Director of Sales, Rail Business Unit will serve as a key leader with the Midland Manufacturing organization. This position will lead the Rail sales and customer service organization for the OEM and Aftermarket channels and provide employee leadership in the achievement of common goals. This position has ownership for the development and implementation of comprehensive sales strategies for OEM and Aftermarket customers, achieving sales and profitability while committed to a high growth model by maintaining and expanding market share. This position is responsible for developing and maintaining relationships with all key Rail OEM’s and Aftermarket customers as well as developing and maintaining end user specifications that ensure Midland is the market leader.

Midland is a fully committed team-based organization. The Director of Sales, Rail Business Unit must be a leader and a coach. Accountability for sales performance resides with the Director of Sales and s/he must accomplish team objectives through team leadership and development.

Primary Responsibilities/Essential Responsibilities:

Build and drive a comprehensive sales strategy, achieving annual revenue and earnings objectives within the OEM and Aftermarket sales channels.
Develop and manage key relationships with key OEM and aftermarket customers as well as AAR & Federal regulators. Build a winning customer-centric culture and model it by establishing and fostering strong relationships directly with key customers.
Lead the activities of the sales force to obtain maximum sales volume and develop maximum potential volume from all markets for rail products.
Develop and drive the organization's competitive position in sales. Formulate proven solutions to combat competitive actions in the field to achieve sales requirements.
Provide market intelligence on global channel developments and changes, market, customer and end user trends and needs.
Provide detailed and accurate sales forecasts used for monthly, quarterly and annual planning activities. Partners with supply chain and operations through the Sales and Operations Planning (S&OP) process to ensure customer requirements are met.
Build and maintain relationships with internal stake holders to support needs of the Company.
Directs the continuing appraisal of pricing, distribution and other policies and procedures of the team. Recommends changes that would improve the effectiveness of achieving the objectives of the team.
Develops new business by identifying and promoting target opportunity areas.
Embrace Sale Force as a Customer Relationship Manager (CRM) in order to accomplish:
A data base of pipeline opportunities
Drive these opportunities to a successful close as quickly as possible
Sales process actions items are identified and acted upon by date and responsibilities
Key account material is attached as necessary Account profiles are updated as needed
Manages team in a manner that supports a positive work environment for all team members. Leads problem-solving activities in this area as necessary.
Attract, develop, retain, and deploy strong talent.
Ensure compliance with all quality regulations, standards and corporate policies including but not limited to ISO 9001:2015 and AAR M-1003 for assigned department.

Supervisory/Management Responsibilities

Directly supervises the daily activities of the sale and customer service teams.
Responsible for reviewing performance, salary administration, coaching and development.
Determine departmental staffing needs, assist in recruiting and placement of team members as needed.
Establish standards and insure compliance to with company values and ethical standars along with safety and environmental compliance from team members.
Define roles and responsibilities within the area and effectively delegate work

Qualifications/Requirements:

Bachelor's Degree required.
Eight or more years progressive, successful, experience in sales and marketing in an industrial products manufacturing company is required (Industrial valve experience is preferred, rail industry experience is preferred).
Five years of sales management experience in a technical solutions selling field supported with front-line account management experience and performance driven management experience.

Desired Characteristics, Competence and Capabilities:

Demonstrated track record of driving growth and development of previous employer(s).
Knowledge of the Rail market sufficient to provide guidance and vision to the company.
Demonstrated ability to develop and execute sales strategies that ensure the achievement of product revenue, market share and contribution margin forecasts.
Superior oral and written communications skills and the ability to influence others and conduct effective negotiations.
Demonstrated ability to make sound, accurate decisions. Supports decision with facts and reasoning. Includes appropriate people in the decision making process.
Ability to effectively communicate with all levels of team members in a manufacturing environment.
Ability to work collaboratively and maintain effective working relationships with co-workers.
Ability to effectively problem-solve and lead problem-solving activities of a team.
Computer proficiency in a Windows environment required, preferably with Office 365 applications.
Excellent customer service skills.

Physical Demands and Environmental Conditions:

This position is performed in an on-site or home office environment
May require a combination of sitting, standing, and walking

Midland Manufacturing, part of OPW, a Dover Company is a leader in the rail tank car valves and fittings industry. Our innovative rail products are manufactured and engineered for the safe and efficient loading, transporting, and unloading of hazardous and non-hazardous bulk products.

For over 125 years, OPW has led the way in designing and manufacturing world-class retail fueling, fluid handling and car wash system solutions for the safe and efficient handling and distribution of fuels and critical fluids. OPW makes above ground and below ground products for both conventional, vapour recovery and clean energy applications in the retail and commercial markets. Additionally, OPW supplies loading arms, valves and dry-break couplings, tank truck equipment, rail car valves and equipment, and car wash systems. OPW has manufacturing operations in North America, Europe, Latin America and Asia Pacific, with sales offices around the world. OPW is part of the Dover Corporation, which is publicly traded on the New York Stock Exchange under 'DOV'. To learn more about OPW’s 125 years of providing industry-leading solutions, visit our website at www.opwglobal.com.

Dover is a diversified global manufacturer with annual revenue of over $8 billion. We deliver innovative equipment and components, specialty systems, consumable supplies, software and digital solutions, and support services through five operating segments: Engineered Products, Clean Energy & Fueling, Imaging & Identification, Pumps & Process Solutions and Climate & Sustainability Technologies. Dover combines global scale with operational agility to lead the markets we serve. Recognized for our entrepreneurial approach for over 60 years, our team of approximately 24,000 employees takes an ownership mindset, collaborating with customers to redefine what's possible. Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under "DOV." Additional information is available at dovercorporation.com.

MIDLAND

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