Director of Sales

CRANE Nuclear, a subsidiary of Crane Co. (NYSE:CR), delivers leading-edge valves, services, and testing technologies to the nuclear industry. We are a leading provider of valves and related services for domestic and international nuclear power customers which includes valves, valve parts, valve testing products, and valve maintenance/testing service. We feature recognized valve brands and are an industry leader in valve diagnostic technology and valve maintenance/testing scope-based process driven services.

CRANE Nuclear is a $65 million stand-alone business within the Fluid Handling division of Crane Co.  The business provides valve maintenance/testing services, valves, valve parts and valve testing products to domestic and international commercial nuclear power customers. It features recognized valve brands and is an industry leader in valve diagnostic technology and valve maintenance/testing scope-based process driven services. There are 170 dedicated full-time associates in North America. Additional 200-400 individuals are contracted twice per year to support planned nuclear plant outages for maintenance and testing. It is headquartered in Kennesaw, Georgia with operations in Bolingbrook, Illinois.

Role description

Reporting to the Business Line Manager Valves and Valves/Parts and dotted to the President, the Director of Sales is responsible for the strategy, execution, and sales performance of the $22 million valve and valves parts portion of the business. Direct reports include two Product Managers, Project Sales Manager, Product Sales Specialist, Inside Sales Manager and indirectly 4 Inside Sales associates. The position is located in Bolingbrook, IL with travel requirements of 50%.

Position Title:                    Director of Sales

Direct Reports:                 5

Reporting To:                    Business Line Manager

Location:                              Bolingbrook, Illinois

Responsibilities

• Drive the Commercial (Sales) Team to execute against Sales Plan for each of Crane Nuclear’s product lines which include:  Nuclear After Market Valve & Parts Sales, Commercial Valve & Parts Sales, and New Plant Construction Valves & Parts Sales.
• In conjunction with the overall business strategy, help craft and implement a structured account management approach which identifies opportunities, important decision makers and the necessary activities to ensure the business secures orders.
• Develop team by instilling sales fundamentals, skills and practices, and ensuring accountability for results. Facilitate cadence of review to maximize sales by providing leadership and direction to direct reports and key stakeholders.
• Utilize Salesforce.com as the mechanism for sales process. Provide accurate weekly, monthly, quarterly and annual sales forecasts against the annual sales plan.
• Develop rolling 12-month sales forecast using bottom up approach working collaboratively with direct reports and leadership team to finalize and submit quarterly.
• Travel extensively with each of the Regional Area Managers (RAM) in order to implement a structured key account campaign for each of the customers within the RAMs account profile.
• Develop strong relationships with key customer accounts (EX: Duke Power, Exelon, TVA) to maintain and grow our business.
• Create a strong “team” mentality, with outside and inside sales supporting each other to deliver results.  Transition Inside Sales team from customer service / order takers to business developers.
• Develop a clear picture of the customer landscape, including all opportunities and how we will win through price, product, place and promotion (4 P’s).
• Prospect new accounts with vigor.  Develop a plan to attack the market, inclusive of meetings with key decision makers, attendance of industry meetings and tradeshows, and other methods.
• Utilize actionable Key Performance Indicators (KPI) to provide visibility and establish clear direction for sales deliverables.

Essential skills

• 10+ years’ experience selling into Nuclear industry, required.
• 3-5 years sales managing experience in a process focused/solution selling environment, required.
• Bachelor’s Degree in Engineering, Sales, or technical related degree, required.
• Proven success selling valves and valve parts into Power Stations.
• Experience utilizing a CRM in sales organization, Salesforce.com experience preferred.
• Ability to penetrate large accounts through key account management process.
• Experience managing inside sales resources.
• Experience working with the businesses’ leadership to provide financial forecasting as it relates to top line sales.
• Uncompromising ethics and integrity in all business interactions.
• Must be process oriented, highly organized and have a continuous improvement mindset.
• Excellent communication skills – setting clear expectations and motivating team, communicating internally with various departments and levels, presentations skills, etc.
• Willingness to travel 50%.

Desired skills

Crane Nuclear is seeking someone who can make a long-term commitment and has the willingness and desire to progress through the organization.

Rate/Salary

Crane Nuclear has a fully competitive compensation package and the appropriate candidate will be offered an attractive salary, excellent benefits, and relocation assistance commensurate with candidate’s experience and with the position.