Vice President of Sales & Business Development

RHH202404

Manufacturing Automation

THE COMPANY

Our client is a privately owned global company with expertise in design, engineering, manufacturing, fabrication, installation, training, and start-up of automated material handling systems. Located in Southeast Michigan with operations in three countries, they have been in business for over 85 years supporting manufacturing companies worldwide in automotive, heavy equipment, engine, marine, vehicle parking, and other industries. They pride themselves on providing their customers with quality, economical products, and services.

THE OPPORTUNITY

The Vice President of Sales & Business Development will play a pivotal role in driving the diversification, growth, and profitability of our client’s company. This role requires a strategic leader with a deep understanding of the manufacturing landscape, particularly in the automotive industry. This role presents a unique opportunity for an experienced sales and business development leader to make a significant impact on the growth and success of a dynamic and innovative company operating at the forefront of automation technology. With the opportunity to shape and execute sales and business development strategies, build strong customer relationships, and drive expansion into new markets, this Vice President will play a critical role in shaping the future direction of the company. The role will require a balance of strong leadership skills, emotional intelligence, change management skills, decisive decision-making, innovation, strategic planning, and operational excellence. This position reports to the President and has 3 direct reports.

JOB DEFINITION

The VP of Sales & Business Development will be responsible for developing and executing sales and business development strategies, managing proposal estimating, building and maintaining strong customer relationships, winning profitable work, and providing visionary leadership and guidance to help support and grow the team.

Summary of Key Responsibilities:

Develop and implement comprehensive sales and business development strategies to achieve company objectives and revenue targets.
Improve and optimize the sales process to include creating a capture plan, estimating, creative and innovative proposals, sales process tracking, customer communication, accurate and timely internal reporting, follow-up, and team accountability.
Set clear, measurable goals and monitor performance metrics to evaluate success, identify areas for improvement, and make data-driven decisions to drive growth and profitability.
Identify new business opportunities and markets, driving expansion and diversification efforts.
Responsible for managing estimating and proposals.
Regularly report to the President and other leaders on sales opportunities, proposals, performance, market trends, and competitive analysis.
Participate in regular leadership meetings, strategy sessions, and informal gatherings to stay connected with other leaders, share insights, and discuss challenges and opportunities. Support and collaborate with other members of the leadership team.
Collaborate closely with the operations team to ensure that the operational aspects of sales initiatives align with manufacturing and supply chain capabilities.
Collaborate closely with the engineering and manufacturing teams to ensure alignment between customer needs and product development.
Cultivate and maintain relationships with key customers, partners, and stakeholders. This includes regular communication, understanding their challenges and needs, and developing solutions that add value to their operations.
Have an awareness and understanding of sales tools and tracking opportunities.
Conduct comprehensive market research, evaluate emerging markets, and assess the potential for product or service expansion to meet untapped customer needs.
Analyze market trends, competitive activity, and customer feedback to inform strategic decision-making.
Utilize data analytics tools to gain insights into market dynamics, adjust strategies in real-time, and maintain a competitive edge.
Manage sales forecasts, budgets, and expenses to optimize resource allocation and financial performance.
Set financial targets, monitor performance, and adjust as necessary to ensure the company’s financial health.
Participate in industry events, conferences, and trade shows to enhance visibility and generate leads.
Develop strategic partnerships with installation companies to expand market reach, enhance product offerings, and build brand reputation. This involves identifying potential partners, negotiating agreements, and managing these partnerships over time.
Ensure compliance with industry regulations and ethical standards in all business development and sales activities. This includes staying abreast of changes in regulations, implementing training programs for staff, and maintaining the highest standards of integrity and professionalism.

SKILLS

Act as a role model in embodying the company’s values and culture, encouraging a culture of transparency, accountability, and mutual respect among all departments and levels of the organization.
Lead, mentor, and motivate the sales and proposal estimating team to maximize their potential and drive performance.
Create a supportive and challenging environment, providing ongoing professional development opportunities, and establishing clear performance metrics.
Foster a culture of innovation, collaboration, and excellence within the sales department.
Encourage the sharing of ideas, experimentation with new sales and business development tactics, and a relentless pursuit of excellence in all endeavors.
Collaborate with HR to recruit, retain, and develop top talent. This includes defining job roles, setting performance criteria, having regular reviews, and implementing training programs to enhance skills and career progression.

BACKGROUND EXPERIENCE

Minimum of 10 years of progressive experience in sales and business development roles including proposal estimating, with at least 5 years in a leadership capacity.
Proven track record of driving sales growth and exceeding revenue targets.
Deep understanding of conveyance systems, integrators, material handling systems, or automation technologies.
Strong leadership, communication, and interpersonal skills, with the ability to inspire and motivate teams.
Excellent analytical and strategic thinking abilities, with a data-driven approach to decision-making.
Willingness to travel as needed to meet with customers, attend industry events and support sales initiatives.
A sense of humor and a collegial approach.

Education:

Bachelor’s degree in business administration, engineering, or a related field; MBA preferred.

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

Todd Hohauser

CEO & Lead Consultant

Kate Scott

Director, Executive Recruitment