Schaefer Systems International, Inc.

Director of Sales – Retail & Wholesale

Posted Date 2 weeks ago(5/5/2022 9:27 AM)


As Director of Sales for the Retail & Wholesale Market Sector (inclusive of Food Retail), your primary objective is to grow sales revenue and market share for this Market Sector in North America, and then to build a sales team to support that growth. You will report to the North American Vice President of Sales, and will also be accountable to the Market Sector Vice President (matrix organization).


In this role, you will:

  • Work with local business development and global heads of the market sector to develop a strategy and business plan for developing this market sector in North America.
  • Develops business plan and is accountable for delivering results by exceeding goals and objectives.
  • Leads, develops and manages a high performing team.
  • Exceeds business plan targets and goals by executing plan and holding direct reports accountable to deliver results.
  • Develop “messaging content” to support the business plan and drive quality lead generation
  • Pre-qualify leads and identify opportunities that will funnel into the sales process
  • Lead the sales engagement for qualified opportunities:
    • Gather project requirements
    • Strategically plan each customer engagement, defining the objective(s) and deliverables, and clearly communicating those to the sales engineering group
    • Engage with applications engineering and IT sales to develop a conceptual solution with benefit to the customer (note that you will have a strong, North American based engineering group to support your sales efforts, as well as support from the Global Market sector)
    • Lead presentation of concept to the customer and confirm business case justification of the concept
    • Coordinate development of detailed solution, frequently engaging the customer in layout, process, and IT discussions to guide and gage project opportunity
    • Jointly develop presentation and proposal material, and lead presentations to the customer
    • Lead all commercial discussions with clients; negotiate contracts and maintain overall responsibility for success of project engagement through contract signing
    • Perform handover of project to the execution team, providing detailed documentation in line with company processes; provide transition to project management for the customer post contract execution
  • Use and follow all sales processes and tools (sales calls, strategic selling, SFDC etc.) and ensures direct reports comply.
  • Effectively leads, manages and coaches direct reports and when required leads by example in identifying and building business relationships with customer key buying influences (economic buyer, technical buyer, user buyer and coach).
  • Regularly update sales activities within the global Salesforce web application
  • Maintains a high level of accuracy in sales forecasting (accountability for delivering on commitments)
  • Represent SSI Schaefer in assigned sales activities such as trade shows and other engagements
  • Maintain an in-depth knowledge of logistics automation and material handling solutions, as well as the competitive marketplace.
  • Position SSI Schaefer favorably to win client contracts.


  • 10 years of sales experience in automated logistics solutions (or 5 years engineering + 5 years sales) with 3 years working within this specific market sector
  • Strong process oriented thinker; demonstrated ability to use analytical thinking to verify the validity of conceptual ideas
  • Excellent leadership skills, with a proven track record of leading sales teams
  • Capability to understand and map processes and material flows inside a warehouse
  • Knowledge of industry-leading technologies and solutions
  • Experience with multi-national organizations not required, but helpful
  • Strong analytical skills and the ability to distill information to its most relevant content
  • Strong interpersonal skills and the ability to cultivate good working relationships
  • The ability to travel based on business needs, domestically and internationally  **


Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
Share on your newsfeed