Director of Sales (Commercial Railway Ties)

Do you have significant sales experience into the North American railroad industry? Have you successfully managed a team of outside sales professionals in the industrial, rail, or wood products arena? If so, our newly posted Director of Commercial Rail Tie Sales opportunity here at Stella-Jones could be your perfect next career step and a unique chance to join a North American market leader in the Railway Ties industry.

Company Overview

Stella-Jones is North America's leading producer of industrial pressure-treated wood products. Responding to the vital infrastructure needs of our economy, we manufacture and distribute railway ties, utility poles, residential lumber and industrial wood products across the continent. Stella-Jones is headquartered in Montreal, employs 3,000 people across Canada and the United States, and is publicly traded on the Toronto Stock Exchange.

• To learn more about the company, visit us at: https://www.stella-jones.com/en/inside-stella-jones
• To learn more about our Railway Tie products (including a 1 minute video overview), visit our product page: https://www.stella-jones.com/en/products/railway-ties

Position Details:

The Director of Commercial Railway Tie Sales at Stella-Jones is responsible for leading our sales efforts across the United States and Canada, including managing a team of Regional Sales Managers (RSMs). The Director ensures streamlined sales operations and focused attention to specific accounts, as well as implementing related marketing and product development programs, both short and long range, targeted toward existing and new markets. A key element of this role is guiding the team in working closely with other Stella-Jones departments, particularly logistics, operations, and finance.

This specific leadership opportunity is a remote, home-based position with significant travel (expected to be 40-60%) within the United States and Canada. Our ideal candidate for this role will reside in (or be relocatable to) the Eastern or Central time zone of the U.S.

Principal Responsibilities

• Determines annual sales and budget plans by implementing marketing strategies; analyzing trends and results.
• Establishes sales objectives by forecasting and developing annual sales plans for regions and territories; projecting expected sales volume and profit for existing and new products.
• Directs market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
• Implements national sales programs by developing field sales action plans.
• Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
• Completes national sales operational requirements by scheduling and assigning employees; following up on work results.
• Maintains national sales staff by recruiting, selecting, orienting, and training employees.
• Maintains national sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
• Keeps advised on company policies, procedures, and objectives, clarifying them with supervisor when and if questions arise, and is always prepared to accurately transmit these policies to our customers.
• Pursues special projects such as special competitive investigations, market studies on new products.
• Participates and contributes to company safety program.
• Management duties include supervision of exempt and/or non-exempt staff. This includes but is not limited to, conducting performance evaluations and improvement plans, approving paid time-off (PTO), assigning or delegating work, providing on-the-job training, giving guidance to staff, taking disciplinary action, and interviewing candidates for open positions.
• Performs other related duties as assigned.
• Note: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

Key Qualifications:

• Ten or more years of experience in Sales and/or a closely-related customer-facing arena required
• Five or more years of experience leading an industrial products outside sales team highly preferred
• Sales experience in the Rail industry highly preferred
• Bachelor’s degree preferred
• Advanced proficiency in Microsoft Office, including Excel (pivot tables and analysis), PowerPoint required; Power BI skills preferred
• Knowledge of inventory management, including costs, targets, replenishment process, and the quote process
• Exceptional communication skills and proactive attitude with excellent attention to detail

Employee Benefits:

As a Stella-Jones team member, you will have access to excellent benefits and incentives including:

• Comprehensive total benefits package with 3 medical plans to choose from
• Several company-paid benefits including:
• Dental and Vision coverage
• Life insurance and Accidental Death & Dismemberment (AD&D) policies
• Long-Term Disability Coverage
• Access to a robust employee assistance program
• Competitive compensation
• Annual bonus program opportunity
• 401(k) savings plan with generous Company match (150% on the first 4% deferred)
• Career advancement opportunities
• Ability to purchase Company stock

Equal Opportunity Employer/Veterans/Disabled

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Note: In addition to this Director-level opening with our Railway Ties Division, we also have two Regional Sales Manager (RSM) openings in our expanding Utility Pole division. To learn more and apply for these roles, visit the postings here on LinkedIn:

• RSM in the SW (based in Arizona) -- https://www.linkedin.com/jobs/view/3912820888
• RSM in the Mid-Atlantic -- https://www.linkedin.com/jobs/view/3925276039