Vice President of Sales & Marketing

RHH202322

E-Commerce/ Wholesale Distribution

THE COMPANY

Our client is an industry leader providing IT-centric audio/video and Information Communication Technology systems and services in E-Commerce and traditional distribution channels.

THE OPPORTUNITY

A unique opportunity to shape the company’s business development strategies, expand market presence, and achieve revenue targets. Our client is looking for an experienced and innovative sales management leader that will play an integral part in moving the company forward. The Vice President of Sales & Marketing will be responsible for the development, internal communication, and performance of all sales activities. The ideal candidate will have a strong e-commerce and telecommunications technology industry background. Will ensure strategic leadership towards the achievement of maximum profitability and growth in line with company vision and values. Must understand all industry market channels and flesh out business plans to bring innovative ideas and strategies to accelerate growth. Will develop and execute strategies to grow within existing channels, expand the customer base in the industries and geographic areas. Contribute to the establishment of training and mentorship for the entire sales team. Working as an active member of the Leadership Team, the successful candidate will be instrumental in crafting the company’s future strategic direction as well as ensuring cohesion within the operations and delivery departments.

This position reports to the: President and has three (3) direct reports.

JOB DEFINITION

The Vice President, Sales & Marketing will lead the process of developing and implementing realistic annual sales plans and goals targeted to increase direct market sales and channel partner relationships, delivering consistent year-over-year revenue growth. The ideal candidate must be pragmatic and process driven. Will have a passion for business and thrive in an action-packed atmosphere of success. Dedicated, organized and thoughtful leader, willing to be a coach/mentor to an adaptable, well-developed team. The candidate will maximize relationships internal and external to the company and will confidently use analytical skills to uncover data and market trends for company performance growth objectives.

SKILLS

This position will be responsible for leading and managing the entire Marketing, Third Party Marketplace and sales teams. This position will develop, implement and execute comprehensive business development plans and sales strategy for products, channel partners and accounts that ensure attainment of company sales goals and profitability.

Work closely with the CEO and President to develop and implement strategic business plans focused on sustainable revenue growth.
Establishes and implements short and long-range departmental goals, objectives, and policies: Develops business plans and sales strategy for products, channel partners and key accounts that ensures attainment of company sales goals and profitability.
Identify new business opportunities, markets, and potential partnerships to enhance the company’s product/service offerings and market reach.
Lead, manage and mentor the sales force; establish metrics, guidelines and performance metrics for all sales employees.
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.
Provide guidance, tactical and strategic direction to the sales team, sales training and development of the team.
Build and maintain strong relationships with key clients, industry stakeholders, and strategic partners to foster collaboration and drive business growth.
Drive a positive and cohesive culture. Recruit, mentor, evaluate and motivate all employees to ensure an effective customer focused and service-oriented team culture is maintained. Build morale and celebrate wins.
Help to strengthen the core business, identify further growth opportunities, and help to develop and leverage existing products, channel partners and key accounts.
Stay updated with industry trends, market dynamics, and competitor activities to identify emerging opportunities and potential risks.
Responsible for the performance and development of the sales team: Create Key Performance Indicators (KPI’s) and 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 customers and markets, ensures the development and implementation of account / channel plans as needed.
Drive the development and execution of marketing campaigns, promotional activities, and brand awareness initiatives to support sales objectives.
Drive the development and execution of SEO and SEM strategies around all business channels.
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 the sales team’s activity and performance.
In conjunction with the President and CFO provide timely, accurate, competitive pricing on all targeted business for pricing and approval, while striving to maintain maximum profit margin. Stay informed about the latest e-commerce and telecommunications technology advancements, industry regulations, and best practices, and apply relevant knowledge to drive innovation and competitive advantage.
Controls expenses and manages customer relationships to meet financial metrics.
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.
Adheres to all company policies, procedures and company values and ensures that they are communicated and implemented within the sales team.

BACKGROUND EXPERIENCE

20+ years of experience in sales and sales management within the technology services, distribution/wholesale and E-Commerce industry/space.
Experience leading a solution-minded sales team.
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 and business plans which address performance-against-budget and projected future activity.
Knowledge and experience selling in conjunction with channel partners.
Extensive experience in all aspects of Customer Relationship Management.
Experience with both an ERP and CRM Software Platform. Netsuite preferred.
Working knowledge of “business systems and structures”. Entrepreneurial Operating System (EOS) preferred.
Strong understanding of monitoring and forecasting customer and market dynamics and requirements.
Proven leadership and ability to develop sales teams for growth and profitability.
Willingness to travel.
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.
Flexible to new ideas and new directions. A critical thinker, someone that is proactive versus reactive.
Strong work ethic, e.g. “roll-up your sleeves” leader with strong problem-solving skills.
Hands-on, customer driven leader with impeccable integrity and ethics.
Respectful of others and respected by peers. Honest, direct, dependable, authentic and trustworthy.

Education:

Bachelor’s degree in business, marketing, management or finance required. MBA highly preferred.

If you have these qualifications and are looking for a challenging career, please submit your Resume using the button below.

Eric Hohauser

President & Lead Consultant

Jodi Ellis

Director, Executive Recruitment