Position Summary:
The primary purpose of this position is to lead the development and execution of a sales business plan based on company strategy. The VP of Sales & Marketing will lead the sales organization in the achievement of sales growth, gross margin generation, market diversification strategies, and talent development. The VP of Sales & Marketing will attain these goals by hiring, developing, coaching, and leading both sales management and field sales as well as through developing and managing relationships with key suppliers. This position will also be responsible for identifying and coaching future leaders in the company.
Responsibilities:
· Establish and Achieve Business Unit Goal - Develop national sales plans in support of organization strategy and lead implementation and execution of goals by providing strategic leadership, ongoing feedback and coaching, and execution of leading measures. Establish and analyze budgets, forecasts, sales reports, and financials, with full responsibility for sales performance.
· Observation and Coaching - Make field visits to observe and evaluate sales team performance within their assigned territory. Assess their ability to establish good relationships with customers, their level of technical knowledge and their ability to sell our products. Coach all levels of sales management through ongoing conversation and activities that provides feedback and encouragement with the goal of improving sales performance.
· Associate Development - Partner with Human Resources and SunSource management to establish development programs for sales and operational leadership and collaborate to ensure development plans are in place for high potential associates. Evaluate the results of associate development to ensure organizational preparedness for future talent needs. Also, assist in coordination of sales trainings with vendors and suppliers.
· Supplier / Customer Relationships - Personally maintains contact with major suppliers and prospects to grow sales, promote good will, or to provide a basis for continued or future business. Establish favorable relationships with key personnel of top national accounts.
· Develop / Maintain Departmental Relations - Lead and manage relationships and communication with all managers and associates of customer service, operations, engineering, warehousing, and shared services, in order to smoothly coordinate and interface the sales activities with the other functional areas of the company.
· Market Penetration Strategies - Responsible for leading sales management in identifying, developing, and implementing marketing plans for the business unit based on market research and competitor analysis. Analyzes results versus expectations and makes appropriate recommendations to improve future projects. Anticipate trends in customer needs and develop offerings to meet them. Maintain awareness of competitor capabilities, market penetration and strategies
· Company Policy and Procedures - Lead business unit in commitment to company policies and reporting requirements and assure that business unit engages with administrative requirements of the company.
· Technical Expertise - Maintains currency with respect to technical product-related knowledge and general sales and operational management techniques and trends.
· Recruiting - Identify region wide talent needs to meet the current and future growth needs of the company and collaborate with HR to develop annual headcount planning. Lead and execute on the recruitment, interviewing, and hiring talent within the region. Collaborate with sales and operational leadership to ensure the framework of company plans to recruit, interview and hire talent is followed.
General Education and Experience:
· Education - Bachelor’s degree strongly desired in Marketing, Business, or Engineering. Relevant Technical experience preferred.
· Experience - 5 years comparable experience desired, with at least 8 years in Sales Management. Experience in distribution of fluid process products and systems is integral to the success in this position.
· Skills - Proven ability to develop strategy and formulate enterprise-wide business plans as well as motivate and manage sales and operational leadership is required. This includes ability to obtain productivity improvement, and to help sales and operational teams achieve growth goals. The successful candidate should have P&L familiarity, including the ability to work with and/or establish budgets, forecasts, sales reports, etc. The ability to lead with a long-term business view of sales and operations is important.
Key Competencies:
· Individual Leadership/Influence - appropriate interpersonal styles and methods to inspire and guide individuals (subordinates, peers, and superiors) toward goal achievement; modifying behavior to accommodate tasks, situations, and individuals involved.
· Energy/Drive for Results - Demonstrates concern for achieving or surpassing results against an internal or external standard of excellence, shows a passion for improving the delivery of services with a commitment to continuous improvement. Consistently maintaining a high activity or productivity level; sustaining long work hours.
· Communication - Creates an atmosphere in which timely and high-quality information flows smoothly both up the organization and down, inside the organization; encourages open expression of ideas and opinions.
· Organizational Understanding - Understands the agendas and perspectives of others, recognizing and effectively balancing the interests and needs of one’s own group with those of the broader organization.
· Competitive – Works to outperform others who are selling goods and/or services in the same markets & industries. Displays initiative by acting in ways that will improve or enhance products and services, avoid problems, and develop entrepreneurial opportunities. #LI-LH1
