Now Hiring - Director of Sales, Fabrication in Clackamas, OR

Vigor Values

Vigor expects all employees to enhance the atmosphere in which they work by living the Vigor Values every day.

Truth: We seek the truth, and we speak the truth
Responsibility: We act on what we know is right
Evolution: We seek mastery, and adapt to a changing world
Love: We care about the people we work with, and the world we live in

POSITION SUMMARY:

This role is accountable for developing and implementing strategies to obtain and retain profitable business through market research, value proposition development, marketing communications, customer contacts, sales and other means in support of the strategic goals of the company. The Director of Sales is the subject-matter expert who is expected to work closely with the operating managers to best deploy their combined resources to profitably increase revenues.

ESSENTIAL FUNCTIONS AND MAJOR RESPONSIBILITIES: (This list is not intended to detail all aspects of the assigned work but is representative of the job’s overall responsibilities)

• Plays a key role with executive management in developing, reviewing, refining and communicating Vigor’s strategic business plan.
• Supports the written and broadly communicated strategic plan with a fully documented and executed plan including sales strategies and tactics. Assists the division operating managers in developing annual sales forecasts.
• Develops key customer contacts and nurtures long-term relationships. Involves appropriate members of the organization in business development and sales.
• Works with contracts and administration, sets parameters and monitors commercial relationships, participating in contract negotiations as appropriate.
• Establishes and maintains one or more methods for measuring and tracking customer satisfaction. Provides feedback to division operating managers.
• As part of the marketing plan, develops one or more value propositions to distinguish Vigor Fab from the competition and favorably impact the ability to attract new business.
• Ensures the completion of solid market research in both existing and potential markets to clearly identify from a cost-benefit standpoint the best targets for business growth.
• Maintains sales and marketing database and related information systems.
• Manages market communications in order to keep Vigor's image and value proposition in front of current and potential customers. Includes advertising and promotional programs, trade shows, public relations, and other marketing and sales events.
• Participates as a key member of the senior team of Vigor, contributing to discussions, reviews, planning sessions and decision-making across the broader business, as well as providing the sales and marketing perspective.
• Supports the Vigor business mission, vision and values through modeling the desired behavior and communicating and reinforcing the messages through daily activities and interactions.
• Continues to develop professional competencies and knowledge of the fabrication industry through ongoing education, association participation, research and other means.
• Work with surety to provide new project financial information in order to procure performance bond for project.
• Negotiate final pricing with customers for award of complex projects.
• Works with senior management of cruise ship companies to negotiate future dry dockings and contracts.

JOB SCOPE:

The role operates within general parameter, but must use sound judgment and independent decision making when carrying out job responsibilities. He/she has the ability to influence and recommend modifying existing protocols. The person has budget responsibility for Sales, Marketing, Business Development, and Estimating Department. Failure to meet the expectations of the customer could result in significant loss of future business.

SUPERVISORY RESPONSIBILITY:

The person directly acts as chief salesperson; supervises marketing communications. He/she supervises a staff of up to six employees; Sales Manager, Analyst, , etc.

INTERPERSONAL CONTACTS:

The Director of Business Development and Estimating mentors operating management in generating new and repeat business with existing customers. Interactions internally are with all levels of management and externally with customers, which may include state and local officials.

KNOWLEDGE SKILLS AND ABILITIES:

• Broad knowledge of the fabrication industry, including relative assessment of key competition with respect to strategies, markets, strengths and weaknesses.

• Skilled in the selling process, presentations, written and oral communication, business analysis and planning.

• Understanding of the financial drivers which impact project profitability and how to negotiate the most favorable terms without losing business.

• Ability to move from a broad, strategic planning role to direct customer contact and order closure.

• Demonstrated ability to convince the customer base of sufficient value-added to support healthy margins.

• Skilled in marketing, sales, and estimating.

• A track record of accuracy in forecasting revenues over time.

• Skilled in defusing relationship issues with customers and in building lasting organizational ties with key customers.

• Skilled at seeing around corners and getting there before the competition.

EDUCATION AND/OR EXPERIENCE:

A four-year degree in sales and marketing, business, or related field or equivalent experience is required. MBA with marketing emphasis is preferred.

Twenty (20) years of experience in complex and marine fabrication, or similar field with similar market dynamics with at least 10 years focused on sales and/or estimating. The person must have a demonstrated ability to identify and obtain new commercial and government business both in traditional areas and in new lines, for one or more employers. Prefer an existing network of agents and other resources which can be drawn upon to augment internal selling capabilities.

CERTIFICATES, LICENSES AND REGISTRATIONS: None required.

PHYSICAL DEMANDS:

The physical demand for this position is light to moderate. This is a direct selling role that requires extensive travel. The person may require some lifting or assistance with heavy equipment. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

WORK ENVIRONMENT:

The work environment for this job is primarily office-based but may require travel to work sites of varying physical demand. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Our goal is to provide a strong compensation package in support of industrial jobs that matter – to the local economy – and communities in which we operate.

To achieve this goal, Vigor’s total compensation philosophy will remain flexible and therefore, subject to periodic review and revision to assure it continues to be sustainable and that is supports the Vigor Code and Culture Values.

Vigor’s total compensation philosophy considerations include the following:

• Objective is to attract and retain the best performers.
• Base pay for positions shall be set slightly below market.
• Base pay provided to individuals shall be determined in consideration of market data, internal equity, and overall job performance.
• Annual cash compensation, which includes base pay and incentive compensation bonus, shall be target to be above market when the Company’s overall financial performance has been positive.
• Encourage leadership and competency building by linking career development and individual performance to greater income earnings opportunities.
• Employee health, welfare and 401K retirement benefits taken together are above market average provided overall company performance remains positive.

At Vigor we offer a generous benefits package that includes:

Vigor and its wholly owned subsidiaries provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veterans, age, disability or genetics. In addition to federal law requirements, Vigor complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, benefits, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.