VP of Sales

Summary:

Develop and execute comprehensive sales plans, programs and strategies, both short and long range, to support revenue and profitability objectives of the organization. 

Essential duties and responsibilities:

People development

·        Recruit new sales talent on an ongoing basis

·        Develop and maintain a sales training program that teaches the fundamentals of selling and addresses developmental needs of the sales and business development team

·        Coach account managers in activities that build sales activity and account growth

·        Develop and maintain a plan to leverage technology in the sales process

New business development

·        Review and assign leads from company lead sources

·        Actively develop new business opportunities : NETWORKING

·        Take an active role in the strategy and pursuit of major projects in conjunction with internal and external sales and marketing resources.

·        Participate in industry trade groups and events

·        Manage an active plan to penetrate competitively held accounts

Existing business development

·        Manage high level of customer service for existing and new customers to include client contact when appropriate

·        Direct A&D Program and maintain relationships within the A&D Community

·        Ensure that all major accounts have an active plan to develop additional account penetration through products, services, relationships and alliances

Financial performance

·        Manage margin performance to meet company goals

·        Provide accurate forecasts on a monthly basis

·        Manage the revenue, gross margin and profit after sales, project management and design expenses to meet established company goals

Product portfolio and vendor management

·        Maintain strong relationships with all key and emerging vendors

·        Work with the president to develop a comprehensive portfolio of products and vendors

·        Take an active role in managing the MBI and HM business plan and participating in scheduled planning meetings

Operations coordination

·        Interface with the managers of accounting, project management, design and MBI services to ensure appropriate support and allocation of resources to support sales growth and a high level of customer service

Strategic intent

·        Strategically balance and apply sales talent and sales teams against areas of growth and opportunity and in accordance with the short-term and long-term strategic plan

·        Prepare and implement annual strategic sales plan in coordination with the President and the direction of the company’s overall strategic plan to be updated and reviewed quarterly.

·        Be a constant coach and proponent of the company’s cross selling efforts to include commercial, healthcare, flooring, services and specialty storage

Sales administration

·        Maintain, administer and update the sales compensation plan

·        Develop and manage sales and marketing budget

·        Manage day to day personnel issues

·        Maintain employee work records and documentation

·        Develop, implement and maintain a process/system to monitor and track sales activity by account manager, which results in a high level of individual accountability.

·        Direct, manage and negotiate, in conjunction with the President, the company’s contractual obligations with vendors and customers

Market/industry

·        Identify and disseminate market information, changes and trends, economic and business data, customer feedback, product and service information, competitive positions etc.