Vp Of Sales Jobs

Korn Ferry is working with a well-established custom industrial manufacturer who provides customers with high-quality equipment solutions, parts, refurbishment and service. The Vice President of Sales is a key member of the Executive Team and acts as an adviser and confidant to the President in all business matters. The VP of Sales position is responsible for the strategic guidance and direction of the Company's Sales and Service activities and has responsibility for equipment sales, parts, refurbishment, and service of all equipment. The Vice President of Sales also has ultimate responsibility is to generate revenue that meets and exceeds the Company's financial needs. He/she provides strategies, participates in acquisition efforts, and implements practices that increase sales and improve market share. Communication is key and vital in this role, maintaining open channels to the President's staff. The position contributes to the objectives and principles of continuous improvement & concurrent engineering and provides input to the new product development efforts of the Company.

Success is dependent on a complete understanding of the products, applications, and industries our client serves. Building a strong communication network with personnel both inside and outside the Company and attaining a thorough working knowledge of the Company's internal systems across all disciplines are of utmost importance.

RESPONSIBILITIES

The duties & responsibilities of the Vice President of Sales include, but are not necessarily limited to the following:

SALES

• Provides advice and counsel to all immediate subordinates related to their personal development. Approves training programs required to improve technical and selling skills at all levels of management. Approves overall personnel policies, procedures, and wage and salary programs as related to the Sales Department.
• Oversees all sales activities, both domestically and internally.
• Fosters effective territory management skills assuring resources are implemented efficiently. Guides and counsels Sales Director on effective territory management.
• Motivates and molds sales staff into an aggressive and effective managerial team, incorporating established methods of value-added selling, profit improvement, and cost analysis selling techniques. At the same time, maintains an awareness of the needs of his staff, judiciously managing sales manager's time.
• Ensures Sales and Service activities are within the limits of approved programs and broadly defined policies, directives, and procedures; Ensures organization conforms to Company policies relative to internal and customer trade secrets.
• Directs, counsels and supervises the activities of equipment sales, parts, refurbishment, and service of all equipment in the Americas. Retains current and ongoing knowledge of the activities of sales personnel through regular contact with sales and support staff.
• Policies related to sales, sales methodology, distribution pricing, and changes in discount policies.
• Policies relating to agents, representatives, and distributors, including compensation recommendations.
• Together with the Sales Director, establishes meaningful relationships with key personnel in major accounts. Understands the importance of being visible to the customer and distributors and is diligent in personally calling on them. Must be a “creative listener”, always cognizant of the customer’s needs.
• Fosters and supports cross-selling activities that benefit either Company.
• Collaborates with the Executive Leadership team in establishing the Company's primary product and replacement parts sales pricing structure and strategies. Confers with the President when a pricing decision may deviate from basic policy or change due to customer/company relationship. Maintains awareness and complete familiarity with competitors’ systems, products, and their Sales and Marketing strategies.
• Sets defined objectives and individual action plans for Sales Director that align with achieving the Corporate Strategic plan and monitors regularly to assure attainment of goals and plans.
• Develops, implements, and monitors policies and procedures to assist in achieving sales objectives. Recommends changes/modifications where necessary to the President including:
• Fosters ongoing cooperation throughout the Sales Department with all aspects of Marketing helping to ensure the highest level of collaboration and effectiveness.

FORECASTING AND REPORTING

• Oversees the compilation of quarterly and annual sales volume forecast data of service parts and original equipment. Collaborate with Product Managers to complete forecasts in accordance with an established time schedule by the V.P. of Operations. Monitors, measures and continuously improves the forecast accuracy by product, market and territory.
• Monitors the organization’s actual sales performance against plan and makes appropriate adjustments and revisions in the annual and quarterly forecasts as conditions arise. Reports significant changes to the President so he may adjust the deployment of Company resources.
• Coordinates short and long-range forecasts with Product Managers and the V.P. of Operations, and interfaces with manufacturing any short-range changes in delivery requirements.

SERVICE

• Ensures compliance with all international export and trade rules and regulations.
• Oversees the Company Customer Service Strategy.
• Oversees the effective delivery of customer service and service parts through the Director of Sales and ultimately the Customer Service/Technical Service Manager.
• Oversees an efficient internal administrative support system that ensures the delivery of products, and timely, accurate, documentable service to our customers.

CORPORATE PLANNING

• Provides vision, planning, and strategies for the Corporation.
• Develops and works in a close/collaborative relationship with the V.P. of Operations.
• Works closely with the President, Vice President of Finance, and other senior staff members in coordinating the development of the Annual Strategic Plan.

MINIMUM QUALIFICATIONS

• Experience in a private or family business setting is preferred.
• This is an office role with estimated travel: ~up to 40%
• A bachelor’s degree in business or an engineering discipline. MBA preferred.
• Exceptional communicator, thoughtful, discreet, and insightful.
• Energy and enthusiasm for the work.
• A strategic business executive with superior financial, analytical, and planning skills—along with the ability to execute. Must be organized and intelligent and willing to take on additional responsibilities as the business model of the company changes with success.
• Charismatic leader with strong personal values and social skills.
• Participated in due diligence for mergers and acquisitions of products and/or companies.
• Must have a multi-faceted understanding of business processes throughout the organization, including sales process management, CRM, ERP, etc.
• A sales leader with experience from the capital equipment manufacturing industry with 10+ years of demonstrated success in multiple functions, including Sales, Marketing, Engineering, or Manufacturing in a mid-size manufacturing company.
• Passionate about customer relationships, with a deep drive for understanding products and the value their applications create for the customer. Has the vision and mechanical aptitude for identifying, evaluating, and quantifying opportunities and linking Company capabilities and capital resources to customer needs.
• Must be a self-starter (sets own goals and objectives and goes after them).

SE# 510590229