Vice President of Sales & Business Development RHH 201713
Transportation
The Company

Established in 1973, this independent, family-owned company offers the ideal conduit in supply chain management solutions for manufacturers, distributors, and third party logistics providers moving goods into and/or out of the U.S. and Canada Great Lakes region.  An industry solution for the automotive, industrial and agricultural OEM’s, their innovations have grown beyond packaging and they have become an advanced broad-based supply chain management and logistical services provider.  With 140+ employees, our client has several distribution locations along with their corporate offices located in Michigan.  

The Challenge

Our client is looking for an experienced and innovative sales and business development professional to play an integral part in moving the company forward.  As the company is poised to expand their reach the prime role for the Vice President of Sales & Business Development will be instrumental in developing and securing a growing stream of profitable business outside of their current customer base.  Working as an active member of the leadership team the VP of Sales & Business Development will be instrumental in crafting the company’s future strategic direction. This is a family-based culture with a strong emphasis on trustworthiness, honesty, and integrity.  As one of the “faces” and a spokesperson of the corporation, the selected candidate will be expected to enhance these traditional values as they continue to adjust and grow over the next decade. 

This position reports directly to the Chief Executive Officer, with no direct reports.

Job Definition

Job Definition/Characteristics

The ideal candidate will have a fire in the belly and a drive to succeed at growing this business and must have distinguished themselves within Automotive & Tier manufacturing markets. Experience in or with a national or regional distribution company or related field within the distribution industry is a plus.  He or she will be a VALUE-ADDED sales leader with experience communicating directly with customers, at all levels within the organization, including top C-Levels. The successful candidate will plan, execute and coordinate the business development process personally, and will collaborate with colleagues to diversify this company further into automotive OEM’s, Tier-level suppliers, Heavy Truck, Aerospace, Military/Defense, and Heavy Equipment industries. 

  Summary of Key Responsibilities:

  • Work closely with the Chief Executive Officer to develop and implement strategic business plans focused on sustainable revenue growth, and to define & position the company as a high-value, high-leverage and differentiated broad-based supply chain partner.
  • Establishes, maintains and continually enhances a business case and revenue forecasting system that provides accurate, reliable, and predictable information regarding retention of existing customers, prospects and viable opportunities. Define, quantify and sell value added benefits associated with company offerings in a way that effectively differentiates them from competitors and creates customer preference.
  • Proactively identify new business opportunities (customer solutions) that match company and business segment objectives and capabilities.  Develop and present unique solutions to customers by maintaining expert knowledge of the automotive industry.
  • Report on sales and solution delivery pipeline performance-against-budget and projected future activity.
  • Maintain knowledge of emerging technology trends, new products, features and functionality and recommend new product capabilities for corporate portfolio.
  • Interface with customers and prospects at all levels, and with internal staff including Operations, Account Management, Purchasing and Finance.
  • Manage and resolve commercial issues in a proactive, professional, timely manner that maximizes both company benefits and customer goodwill.  Proactively escalate issues within the customer hierarchy and within Account Management as appropriate to remove roadblocks.
  • Develop and implement processes that continue to develop and leverage the Account Management function & department
  • Develop annual fiscal year sales forecast and assumptions for assigned accounts. Utilize sales forecasts, monthly reports, summaries of major customer contacts/meetings and resulting action plans.
  • Support and manage key events at assigned accounts and represent company at industry trade shows, seminars and associations to promote company and establish personal credibility as an industry leader.
  • Own and manage the entire marketing function; competitive differentiation tools, competitor analysis, marketing analysis, mailing lists, promotional material creation, presentations, special events, special advertising/PR campaigns, etc.
  • Produce professional presentations and written materials to support business development initiatives.
  • Present & review sales reports to the Leadership Team showing sales volume, market share, and potential and initiate efforts to expand sales and market penetration.

Background Experience

  • Bachelor's Degree is required.  MBA is preferred.
  • Ten to 15 years related job and market experience including a minimum of ten (10) years of sales management leadership; an industry insider.
  • Experience with the target clients as an employee or supplier, with effective executive level relationships at target clients.
  • Financial acumen and related analysis skills, including P&L, budget planning and creation, understanding pricing strategies and the ability to create highly accurate sales and revenue forecasting models.
  • Proven ability to proactively develop, manage and encourage a solution-minded sales approach.
  • Proven ability to demonstrate the highest integrity within their personal and professional life.
  • Proven ability in creating accountability at the management level, and leading by example.
  • Proven track record of successfully growing revenue while maintaining required profitability metrics.
  • Able to assimilate into a fun, team oriented and enjoyable corporate work environment.
  • A proven track record in developing successful sales diversification strategies.
  • Strategic thinker, eager to take initiative, effective at creating, communicating and selling technically oriented business solutions.
  • Proactive communicator with strong writing skills and the ability to effectively present information and respond to questions from senior managers, employees, clients, customers, and the public.
  • Strong facilitation, negotiation, problem solving and presentation skills.
  • Ability to function effectively at both the strategic and tactical levels in the performance of this role.
  • 50% local, regional and international (Canada) travel required.
  • Demonstrated ability to manage the negotiation process with customer on behalf of the company.
  • Proven ability developing business plans which address delivery pipeline, performance-against-budget and projected future activity. 
  • Must be a “Roll-Up-Your-Sleeves” participative and customer-driven leader.  
  • Ability to function effectively at both the strategic and tactical levels in the performance of this role.
  • 50% local, regional and international (Canada) travel required.


If you know of anyone who has these qualifications and is looking for a challenging career, please email:

Eric Hohauser
Lead Consultant

Nicole Regula
Candidate Developer

Todd Hohauser
Consultant

All Inquiries should be sent via email to: information@hohauser.com

  BACK