Founded as a family owned company over a half-century ago, our client is now flourishing in its third (3rd) generation of family ownership. Located in suburban Detroit, they service their customers across the nation providing the design, engineering, commissioning and servicing of turn-key commercial audio/video systems. Proving, for decades, their ability to adapt with changing technology they have pioneered the audio/video industry, with a long-standing reputation for providing timely, efficient solutions with the highest level of client satisfaction.Today, they have expanded their operations to many other commercial business and industrial manufacturing facilities becoming an industry leader providing IT-centric audio/video and Information Communication Technology systems to casinos, concert & event centers, office buildings, hospitality facilities, restaurants and retail outlets, lounges and nightclubs, educational facilities and financial corporations. Going to market via channel partners with either a business-to-business or business-to-consumer approach, they are positioned for significant growth.
Our client is looking for an experienced and innovative sales management leader that will play an integral part of moving the company forward. The Vice President of Sales will be responsible for the development, internal communication and performance of all sales activities. Will ensure proper staffing levels and direct the sales team while providing strategic leadership towards the achievement of maximum profitability and growth in line with company vision and values. 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 training and mentorship for the entire sales team. Working as an active member of the Senior Management Team the successful candidate will be instrumental in crafting the corporation’s future strategic global direction as well as ensure cohesion within the production and delivery departments.
This position reports to the: Executive Vice President. Number of direct and indirect reports: Twenty (20).
The Vice President, Sales will lead the process of developing and implementing realistic annual sales plans targeted to increase direct market sales and channel partner relationships, delivering consistent year-over-year revenue growth. The ideal candidate will be charismatic, and process driven. Will have a passion for business and thrive on an action-packed atmosphere of success. A dedicated, organized and thoughtful leader, willing to be a coach/mentor to an adaptable, well-developed team.
Directly responsible for the recruitment, training, mentoring and supervision of the sales team inclusive of: solution architects, business developer and national sales account managers.
Develops business plans and sales strategy for products, channel partners and accounts that ensures attainment of company sales goals and profitability.
Responsible for the performance and development of the sales team.
Ensure the appropriate staffing with the necessary skills to achieve the company’s strategic plan.
Prepares action plans by individuals as well as by team for effective delivery of sales leads and prospects.
Initiates and coordinates development of action plans to penetrate new markets.
Ensures the development and implementation of account / channel plans as needed.
Conducts one-on-one review with all members of the sales team to build more effective internal communications, to understand training and development needs and to provide insight for the improvement of sales team’s activity and performance.
Provides timely feedback to senior management regarding performance.
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 the sales team.
Ensures the creation of proposal presentations and RFP responses.
Assists the sales team in preparation of proposals and presentations.
Controls expenses and manages customer relationships to meet financial metrics.
Adheres to all company policies, procedures and corporate values and ensures that they are communicated and implemented within the team.
Recruits, assess and hires for the sales team based on criteria agreed upon by senior management.
Champion for the sales staff.
Ensures that the voice of the customer is communicated throughout the organization.
Monitor the latest trends and techniques in sales strategy to update and modify the company approach accordingly.
Assess compensation and bonus structures for the sales team and make recommendations to the Executive Vice President regarding same.
10+ years of experience in sales management within the technology services industry.
Experience with leading the sales of solution-based services.
Demonstrated ability to sell into one or several of the following industries: Healthcare, Gaming, Automotive, Insurance and Municipalities.
Knowledge and experience selling in conjunction with channel partners.
Extensive experience in all aspects of Customer Relationship Management.
Experience with a CRM Software Platform (e.g.; Sales Force).
Strong understanding of monitoring and forecasting customer and market dynamics and requirements.
Willingness to travel (up to 50% travel).
Proven leadership and ability to develop sales teams for growth and profitability.
Demonstrated success crafting custom solutions from company resources to meet customer needs.
Strong written and verbal communication skills.
Ability to work well in a small / medium sized company with a minimum support network.
Ability to work with very large companies as customers.
Experience with cross cultural selling.
Basic knowledge of PCs. Strong working knowledge of PowerPoint, Excel and Word. Flexible to new ideas and new directions.
Conceptual thinker and strong problem solver.
Strong work ethic; e.g. “roll-up your sleeves” leader.
Hands-on, customer driven manager.