Vice President of Sales - WP

Energy / Oil & Gas Company  •  Denver, CO

5 - 7 years experience  •  Energy / Oil & Gas

$130K - $150K
Posted on 12/15/17 by Benjamin Workman
Energy / Oil & Gas Company
Denver, CO
5 - 7 years experience
Energy / Oil & Gas
$130K - $150K
Posted on 12/15/17 Benjamin Workman

Company Overview

Client is a leading provider and manufacturer of custom engineered Process, Electrical Control and Power Distribution turn-key solutions to the Industrial, Power/Utility, Oil & Gas, Mining industries in North America. Their products range from large scale one-off custom Power Distribution, Control and Process systems to standard off-the-shelf electronic/electro-mechanical components. Reporting directly to the CEO, client is currently seeking a VP of Sales with a geographical preference to be based in the Denver, CO area. (Additional geographic locations of South Point, OH, Centralia, IL and Price, UT may also be considered).  

Job Description and Key Roles:  VP of Sales

The VP of Commercial has ultimate responsibility for development and execution of all aspects of Client’s commercial and sales strategies, with ultimate responsibility for short and long-term sales growth. Four major areas of responsibility:

1) Develop, maintain, and execute client’s commercial/sales strategy, including developing the commercial vision for client's corporate strategy, as well as developing detailed marketing and sales strategies

2) Build and manage a successful, World Class commercial team

3) Oversee day-to-day sales/commercial operations, including all aspects of marketing, business development and sales

4) Special projects as agreed with CEO.

Detailed responsibilities:

1) Develop, maintain, and execute client’s commercial/sales strategy, including overall corporate strategy as well as marketing and sales strategies

· Provide input from the commercial lens for clients’s 

· Are long-term growth vision, including our strategic “hedgehog” concepts of how/why client can win and what the strategic ramifications are in terms of target markets, customers, and geographies.

· Lead the commercial strategy element in the annual strategic planning exercises; lead execution of commercial initiatives tied to the annual plan

Develop growth vision for key sectors, customers, and products to target based on market analysis and competitive dynamics

Develop and execute sales related initiatives

Lead efforts in understanding critical customer needs in existing and new markets; articulate gaps that client must address to be competitive, and ensure gaps addressed in company-wide strategic planning and execution plans

· Develop brand strategy and marketing strategies that fit with our long-term vision and hedgehog

· Nurture and develop a high-performance sales culture

· Set and manage marketing and salesbudgets, including but not limited to calculating ROI on discretionary spend items like trade show participation, advertising efforts, CRM tools, website, etc.

2) Build and manage a World Class commercial team

· Develop a commercial organizational structure and clear roles that maximize effectiveness in new business/lead generation, maintaining existing accounts, and closing orders (gathering vs. hunting roles)

· Oversee hiring/promotions/retention of commercial leadership team

· Establish necessary governance structures (meetings, metrics/KPIs, processes, targets) to foster sales accountability

· Oversee development of training and mentoring programs for key personnel and positions; execute vision of world-class training

· Develop a succession plan for commercial organization, and personally mentor high potential individuals


3) Oversee day-to-day sales/commercial operations, including all aspects of marketing, business development and sales

· Lead annual overall sales target development process; establish corresponding goals for individual regions and team members

· Represent commercial team and provide updates on commercial progress in monthly meetings with Strategic Planning committee and monthly reviews with CEO. 

· Ensure effective internal sales efforts – representing voice of customer and critical needs to IE organization, helping drive change and building enthusiasm and comfort for new customer bases

· Develop and maintain standard processes within commercial areas (bus dev/sales/ pricing/etc)

· Travel frequently with regional sales reps to understand their regional sales challenges, personal development needs, and support requirements. Coach them to get better.

· As appropriate, take the lead in developing own portfolio of customers / accounts, generally in emerging markets or areas;  NOTE: estimated at approx 10% of time. Goals:

a. Build credibility with the rest of the commercial team

b. Know what it takes to successfully sell client so you can be the best coach for the team

c. Stay deeply tied into dynamic and emerging markets

· Coordinate sales team efforts and needs with GMs and with quoting group to maximize client's sales and quoting effectiveness


4) Special projects as required / determined by Client's Leadership team and CEO.

· As required

Key metrics / KPIs:


· Sales orders $; orders vs. target

· Sales backlog

· Win rates

· Leading metrics:

d. Quoting volumes

· Sales costs as % of total revenue


Requirements and Must Haves:


· Five years’ management experience and demonstrable results in leading a sales work force–capable of managing and developing 10-20 employees, and performing to a budget

· B.S. degree in ElectricalEngineering or closely related field plus three years technical experience in selling custom engineered/integrated electrical solutions or process capital equipment products, process solutions to the Industrial, Power/Utility, Oil & Gas, or Mining industries with deep knowledge of customers, applications, competitors and channel.

· Demonstrated success in a customer facing position either in sales, customer service, technical support quality or other role.

· Must have strong PC abilities utilizing MS Office Products, MRP (EPICOR) software, Sales Force

· Strong analytical skills, ability to learn new technologies and a strong electrical base from which to build on

· Experience selling customized products in a collaborative, partnering environment with end customers and channel partners

· Available for travel / regional presence at least 75% of the time

· Proven track record of successful territory sales/business development growth of engineered solutions

· Excellent presentation and verbal and written communication skills 

· Self-starter: candidate is hungry to grow business; comfortable with commission based bonus structure

· Excellent time management, decision-making, organization, human relations, and negotiation skills

· Must have a clean driving record


This position offers the following benefits: 

· Competitive salary/commission structure

· PTO (Paid Time Off) + Paid Holidays (10)

· Medical and Dental Plans, FSA

· Company Paid Life Insurance

· Supplemental Vision, Life Insurance, STD & LTD Programs

· 401K

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