Sales Director 




Grows market share by developing and executing a strategy to meet objectives via managing Customer relationships, managing Sales Team, and working with other Group and Regional personnel.



Essential Job Functions:

  • Manage Sales Account Managers to ensure growth of assigned customers.
  • Work with Sales Account Managers to negotiate pricing and long term agreements with customer.
  • Interface with Business Development team to develop NORMA strategy for growth including new product opportunities.
  • Work closely with Applications Engineering to ensure new business opportunities are converted.
  • Lead team of account managers through development of personnel, discipline, and performance reviews.
  • Perform sales analyses and reporting.
  • Frequent travel required to be present with customers and the NORMA plants.



Primary Responsibilities include the following, other duties may be assigned:


  • Partners with NORMA and its current and potential customers to anticipate develop and fulfill their current and future needs.  Partners with Engineering to integrate the voice of the customer into product design and performance capabilities.  Properly executes, with internal Norma team members, requirements in compliance with NORMA systems and procedures.


  • Develops marketing strategies, identification of new opportunities and serves as a liaison between sales and other departments with respect to product improvement needs, new products and new markets and anticipated competitive threats or actions.


  • Establishment of sales forecasts and budgets, evaluation of competition, development of pricing strategies and the evaluation of market share and growth.


  • Provides quotations and pricings to meet the business needs of Norma and its’ customers.


  • Maintains necessary records of all communications between Norma and its’ customers with all critical communications in documented form (letter correspondence or e-mail).


  • Participates with team to provide customer feedback, customer satisfaction surveys, communication of industry trends and other useful information to the Business Unit and Norma.


  • Identifies and resolves specific customer concerns and executes correction strategies.  Issues may require resolution in compliance with Norma Corrective Action Procedure (SOP 14.1).


  • Willingness to perform moderate overnight travel (approximately 50% travel).


  • Maintains a highly cooperative, team oriented demeanor with others in the execution of all responsibilities.


  • The responsibility and authority for the Quality Functions for this position are defined in the Level 2 Procedures, Level 3 Work Instructions and the Authority Matrix (Appendix C) of Norma’s Quality Manual.


  • Assumes responsibility for related initiatives as needs arise.


  • Continuously strives for improvement in performance of all responsibilities.



Reporting Responsibilities:

This position reports to the VP Business Development EJT



FLSA Status:      Exempt / Salary,       Non-Exempt / Hourly



A.S.E. Survey Reference Code:  71.001, 71.015 A.S.E. Title: National Sales Manager, Product Line Sales Manager



Business Development EJT, Region Americas



Auburn Hills, Michigan


Supervisory Responsibilities:

This position has supervisory responsibilities



Education and/or Experience:

  • Bachelor’s degree in Business, Marketing/Sales or related area or equivalent experience required.
  • Master’s Degree preferred
  • Significant sales and customer relationship experience in the industry and market required.
  • Vehicle exhaust system knowledge and experience preferred.
  • Ability to coordinate and manage multiple programs.
  • Highly motivated self-starter.



Computer Skills:

  • Must be proficient in Microsoft Office software including; Outlook, Word, Excel, Access, Internet Explorer and PowerPoint.



Other Skills and Abilities:

(Some of the following skills and abilities may be acquired through training, but the employee must be able to demonstrate the capacity to obtain these requirements before being placed in this position):

- None Specified


Certificates, Licenses, Registrations:  (Some of the following certificates, licenses, and/or registrations may be acquired through training, but the employee must be able to demonstrate the capacity to obtain these requirements before being placed in this position):


  • Must maintain a U.S. Passport for the performance of responsibilities.



Physical Demands:  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.


While performing the duties of this Job, the employee is regularly required to talk or hear.  The employee is frequently required to stand; walk; sit; use hands to finger, handle, or feel and reach with hands and arms.


The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus.



Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  This position may require the use of personal protective equipment.


While performing the duties of this Job, the employee is occasionally exposed to moving mechanical parts; fumes or airborne particles and outside weather conditions.  The noise level in the work environment is usually moderate.



Contact for this position: [[Calvin Spears]] 


NORMA Michigan Inc.
2430 E.Walton Blvd.
Auburn Hills 48326, USA