VP of Sales, RHH 201723
Machine Tool
The Company

Our client is a machine tool manufacturing leader serving the automotive, aerospace and energy industries. They are headquartered in Southeastern Michigan, with a strong global footprint in Asia, Europe and Australia. Founded over 40 years ago, our client has built a reputation for delivering the highest quality in custom machine solutions. A pioneer and true innovator in their industry, our client possesses the internal ability to design and manufacturer all components used in their finished products.

The Challenge

Our client is looking for a Vice President of Sales to work with the Senior Vice President – Director, Market Development, to develop and implement a strategic sales plan focused on growing the company’s market share. The VP of Sales will support a rapidly growing multi-channel sales organization. This role is responsible for assisting in the design, implementation and management of the sales organization for machine sales to the Mold & Die Manufactures as well as Aerospace industry.

This position reports to the Senior Vice President - Director, Market Development.

Job Definition

Job Definition/Characteristics:

The ideal candidate will have significant experience selling capital equipment to the automotive and aerospace industries. He or she will be a sales leader with face-to-face experience in communicating with the customer at all levels; including C-suite and top engineering and purchasing executives. The candidate will have Proven ability to motivate and lead cross-functional teams within a matrix organization. The successful candidate must be passionate and proactive in driving the revenue growth. The candidate will be a self-starter and a team player who will thrive in an entrepreneurial environment. This is a family-based culture with a strong emphasis on Teamwork, Accountability, Smart Performance, Honesty, Innovation, Respect, Competitive and Confidence. As one of the “faces” and a spokesperson of the company, the selected candidate will be expected to enhance these traditional values as they continue to adjust and grow over the next decade.

Summary of Key Responsibilities:

This position will lead the process of developing and implementing aggressive but realistic annual plans targeted to increase market share in the respective verticals.

  • Deliver consistent year-over-year revenue growth of at least 10 percent
  • Grow EBITDA while maximizing profitability of equipment and support services sold 
  • Responsible for all new business development for machine sales to the Mold & Die Manufactures as well as Aerospace industry.
  • Will develop both annual and monthly sales objectives
  • Create, implement and monitor sales infrastructure to enhance and support operations, including sales reporting, sales analysis, key performance indicators, and overall sales alignment
  • Work with customers to solve applications/needs using standard and/or custom designed solutions 
  • Deeply integrate into Organization’s Value Chain to enable Candidate to quickly develop accurate Sales Proposals for Customer Requests
  • Proactively identify new business opportunities that match company and business segment objectives and capabilities. Develop and present unique solutions to customers by maintaining expert knowledge of the automotive industry. 
  • Develop strong partnerships with Value Chain to fully align business processes with sales operations
  • Analyze overall service business and develop creative solutions to improve services and customer satisfaction
  • Routinely and systematically evaluate overall operational results and reports these results to the Senior Vice President - Director of Market Development and to the Organization during Company-Wide Information Meetings.

Skills

  • Leader / Team Builder
  • Capital Equipment Sales
  • Sales Program Management
  • Creative Problem Solver
  • Results Driven / Action Oriented
  • Hands-On Management Style

Background Experience

Background Experience:

  • Minimum 10 years of selling experience within the capital equipment industry
  • Minimum 5 years of experience in selling capital equipment within the automotive and aerospace industries 
  • 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.
  • A proven track record in executing successful sales strategies that maximize revenue growth.
  • 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
  • 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.
  • Editorial skills to effectively shape the style, structure and content of written proposals
  • Proven project management experience 
  • Ability to function effectively at both the strategic and tactical levels in the performance of this role.
  • Ability to work independently and handle multiple projects simultaneously
  • Exemplary Emotional Intelligence Skills
  • Proven / Astute Utilization of CRM System
  • Creates a positive work environment by demonstrating and sharing functional/technical knowledge
  • Travel throughout the USA and Canada will be approximately 30% of time. MUST be able to travel within Canada.
  • Understands and is in alignment with company's Core Values

Education:

Bachelor’s degree in Engineering, Business or Marketing is required – an MBA highly preferred

 

 


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

Eric Hohauser
Lead Consultant

Jodi Ellis
Candidate Developer

Todd Hohauser
Consultant

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

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