Vice President, Sales RHH 201721
Stamping
The Company

Confidential - Metal Manufacturer/Stamping.

The Challenge

The Vice President of Sales will have the overall responsibility for developing, implementing and executing both short & long-term strategic sales plans and goals.  The Vice President of Sales will take a leading role in ensuring that the overall sales strategy is achieved; provides day-to-day oversight and support for all sales functions; guides all sales activities with integrity, honesty, transparency, and a partnering philosophy. They will assure the objective of maximizing growth and profitability is consistently met. The Vice President of Sales ensures that company strategies are clearly understood by all stakeholders and that the sales organization fully supports the achievement of the company’s strategic and operational goals.  In conjunction with the Executive Management Team, the Vice President of Sales will identify and lead critical new business development opportunities and initiate and secure highly productive business relationships for the benefit of the company.

This position reports directly to the Chief Executive Officer, with six (6) direct reports. 

Job Definition

The Vice President of Sales position will be farmer who knows how to hunt and can coach & motivate the sales team to hunt better.  The successful candidate will plan, execute and coordinate sales and business development functions, as well as collaborate with colleagues to expand the company's breadth and scope.  The Vice President of Sales is responsible for establishing, developing and sustaining mutually beneficial business relationships with existing and new customers. 

Key metrics will include delivering annual organic top line revenue growth, retaining current gross recurring revenue, driving sales diversification, improving return on invested capital, and improving sales forecast accuracy.  The Vice President of Sales will be responsible for the development and performance of all sales activities.  Will establish and develop strategies to expand the customer base in the industries and geographic areas the company targets, as well as contribute to the establishment of on-going training and educational programs for the entire sales team.

Sales Management:

  • Leads the process of developing and implementing aggressive but realistic annual sales plans targeted to increase market share in the respective verticals, delivering consistent year-over-year revenue growth of at least X% and growing EBITDA by X% while maximizing profitability.
  • Understands and monitors the latest trends in sales strategy and techniques and modify the company approach accordingly.
  • Works closely with Chief Executive Officer, Chief Financial Officer, Senior Vice President & Vice President of Operations and their teams to ensure that the voice of the customer is communicated throughout the organization.
  • Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
  • Initiates and coordinates development of action plans to penetrate new markets.
  • Conducts one-on-one coaching & reviews with all sales team members to build more effective communications, to understand training and development needs, and to provide insight for the improvement of sales team’s performance.
  • Ensures the appropriate staffing with the necessary skills to achieve the company’s strategic plan.
  • Provides timely, accurate, competitive pricing on all targeted business submitted to the management team for pricing and approval, while striving to maintain maximum profit margin.
  • Understand and apply a knowledge of the customers, markets and products to sales and pricing strategies.
  • Maintains accurate records of all pricings, sales, and activity reports submitted by Account Executives.
  • Monitor the latest trends in sales strategy and techniques and modify the company approach accordingly.
  • Ensures that the voice of the customer is communicated throughout the organization.
  • Champion for the sales staff.

Background Experience

  • A Bachelor's Degree is required, and Master's Degree in Business or Management is preferred.
  • At least 15 years of experience managing sales and account management teams in a manufacturing organization.
  • Experience with steel related, contract manufacturing sales to mid-large organizations is preferred with a strong understanding of customer requirements and market dynamics.
  • Demonstrated experience managing and mentoring sales directors and account management staff.
  • Demonstrated ability to motivate and lead cross-functional teams in a matrix organization to achieve desired results.
  • Proven track record of successfully growing revenue while maintaining required profitability metrics.
  • Exemplary interpersonal skills, including executive presence and the ability to establish and maintain. rapport / trust with stakeholders at a variety of levels, both internal and external to the company.
  • 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.
  • Strong verbal communication skills, including the ability to: present and explain complicated information in a public forum in a clear and concise fashion, leverage negotiation and persuasion skills to maximize customer satisfaction and program success, and deliver difficult messages effectively.
  • Exemplary written communication skills, including the ability to draft effective written communication to a variety of audiences in a comprehensible manner.
  • Editorial skills to effectively shape the style, structure and content of written proposals.
  • Must be a "Hands-On", "Roll-Up-Your-Sleeves" participative, team oriented leader.
  • Direct account management responsibilities to select key customers.
  • Rainmaker, able to generate business.
  • Bias towards execution.
  • A leader and an individual who leads by example ex. 30/60/90 day plans.
  • Has a strategic understanding of our business strategic capacity planning/mfg. capacity.
  • Evaluate team talent.
  • Local, regional and national travel required. (Travel - 50%).


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

Kate Scott
Candidate Developer

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

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