Job Overview
The Vice President of Sales is responsible for defining and executing Nikkiso Cryogenic Services’ global sales strategy and delivering profitable bookings and revenue growth across NCS aftermarket products, services, and lifecycle solutions.
Reporting to the President, this executive will provide functional leadership to regional sales organizations and establish the commercial processes, performance expectations, and operating cadence required to expand market share, increase penetration of the global installed base, strengthen customer retention, and grow recurring revenue.
The Vice President of Sales will build a proactive, accountable, and data-driven sales organization with strong capabilities in pipeline management, forecasting, key account management, pricing, negotiation, CRM utilization, and sales talent development. This leader will work closely with Product Management, Operations, Finance, Marketing, regional leadership, and other Nikkiso business units to align customer needs, commercial priorities, and operational capabilities.
Success will be measured through profitable bookings growth, revenue attainment, margin quality, pipeline health, forecast accuracy, installed-base penetration, recurring-service growth, customer retention, and the development of a high-performing global sales organization.
Annual Salary: $175,769 to $279,906
Responsibilities
Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Sales Strategy and Growth
- Develop and execute a comprehensive global sales strategy aligned with NCS growth, profitability, and customer-experience objectives.
- Translate global priorities into regional sales plans, market strategies, customer-segmentation plans, and measurable performance goals.
- Drive profitable growth across spare parts, repairs, field service, engineered upgrades, exchange programs, preventative-maintenance offerings, and long-term service agreements.
- Increase penetration of Nikkiso’s installed base through proactive account planning, asset-based opportunity development, and lifecycle sales strategies.
- Identify new customers, markets, channels, partnerships, and commercial models that support sustainable growth.
- Monitor market trends, customer investment activity, competitive conditions, and regulatory developments to identify risks and opportunities.
Commercial Performance and Governance
- Establish annual bookings targets, pipeline requirements, forecast expectations, and commercial KPIs.
- Guide regional teams in developing budgets, forecasts, account strategies, and corrective-action plans.
- Lead regular pipeline reviews, forecast reviews, key-account reviews, and regional business reviews.
- Improve forecast accuracy through clear opportunity stages, close-date discipline, probability standards, and leadership accountability.
- Provide timely, data-driven reporting to the President and Executive Leadership Team.
- Partner with Finance and regional leadership to ensure appropriate pricing, margin, payment terms, and commercial risk.
- Maintain effective controls for pricing exceptions, discounts, contractual commitments, and strategic opportunities.
Sales Leadership and Talent Development
- Lead and develop regional sales leaders, business development professionals, and assigned commercial team members.
- Define clear roles, decision rights, performance expectations, and working relationships across Sales, Product Management, Operations, Marketing, and proposal teams.
- Build a culture of accountability, urgency, collaboration, customer focus, and continuous improvement.
- Coach sales leaders in opportunity strategy, negotiation, account management, performance management, and team development.
- Partner with Human Resources to assess talent, recruit critical roles, address performance gaps, and maintain succession plans.
- Establish consistent sales onboarding, product training, commercial-skills development, and leadership-development programs.
- Ensure sales objectives and incentive plans reinforce profitable growth, strategic priorities, CRM discipline, and collaborative behavior.
Customer and Key Account Management
- Establish and govern a global key-account management framework for NCS’s most strategically important customers.
- Maintain executive relationships with key customers, partners, and industry stakeholders.
- Ensure strategic accounts have documented growth plans, stakeholder maps, installed-base profiles, opportunity pipelines, and retention strategies.
- Participate in major customer meetings, proposals, negotiations, and issue-resolution efforts.
- Monitor customer satisfaction, retention, and commercial feedback, and coordinate corrective actions with appropriate functions.
- Serve as an executive voice of the customer to Product Management, Operations, Engineering, and senior leadership.
Sales Process, CRM, and Analytics
- Own and continuously improve the global sales process from lead qualification through proposal, negotiation, closing, and post-award handoff.
- Ensure the designated CRM platform is the authoritative source for customer, asset, pipeline, activity, forecast, and opportunity information.
- Establish standards for complete, accurate, and timely CRM utilization across all regions.
- Develop dashboards and metrics for pipeline coverage, sales velocity, win rates, forecast accuracy, installed-base penetration, and sales productivity.
- Use sales analytics and win/loss reviews to improve opportunity conversion, resource allocation, and commercial effectiveness.
- Partner with Product Management and Operations to improve proposal quality, technical-commercial responsiveness, and customer handoffs.
Pricing and Commercial Negotiation
- Partner with Product Management, Finance, and regional leadership to establish pricing strategies that reflect customer value, competitive conditions, and margin expectations.
- Lead or support complex, high-value, and strategically important negotiations.
- Oversee global and multi-regional customer agreements, master service agreements, and strategic partnership arrangements.
- Ensure appropriate operational, financial, technical, legal, and risk review before contractual commitments are made.
- Build sales-team capability in value-based selling, negotiation, objection handling, and margin protection.
Cross-Functional Leadership
- Partner with Product Management to align sales priorities, pricing, product positioning, launches, and commercial enablement.
- Collaborate with Operations to ensure customer commitments align with capacity, quality, safety, and delivery requirements.
- Work with Finance to align bookings, forecasts, revenue expectations, profitability, and commercial risk.
- Partner with Marketing on campaigns, customer communications, sales tools, events, and market-development programs.
- Coordinate with other Nikkiso business units and product companies to identify installed-base opportunities and cross-selling potential.
- Remove cross-functional barriers affecting customer responsiveness, sales conversion, or execution.
Executive Representation
- Represent NCS at major customer meetings, industry events, conferences, and trade shows.
- Build relationships with customer executives, industry leaders, channel partners, and other strategic stakeholders.
- Maintain current knowledge of Nikkiso products, aftermarket capabilities, customer applications, and competitor offerings.
- Communicate a consistent NCS value proposition centered on uptime, lifecycle value, technical expertise, safety, responsiveness, and global reach.
- Perform other duties and lead special initiatives as assigned by the President.
Supervisory Responsibility
This position provides functional leadership to regional sales organizations and directly manages assigned commercial leaders and team members. The Vice President of Sales is responsible for establishing expectations, coaching leaders, evaluating performance, developing talent, and ensuring execution of NCS’s global commercial strategy. The role will also serve as a coach and mentor to employees within and outside the Nikkiso Cryogenic Services functional unit.
Qualifications
Competencies
- Global sales leadership
- Strategic and commercial acumen
- Aftermarket and lifecycle-sales expertise
- Financial and pricing acumen
- Sales-process and forecasting discipline
- Customer and key-account leadership
- Executive presence and communication
- Complex negotiation and deal leadership
- CRM, analytics, and data-driven decision making
- Talent development and performance management
- Cross-functional influence in a matrix organization
- Change leadership and organizational accountability
- Technical and industrial-market fluency
- Cultural agility and global business awareness
- Ethics, integrity, and sound judgment
- Customer focus and safety leadership
Education and Experience
- Bachelor’s degree in Business Administration, Engineering, or a related field, or an equivalent combination of education and relevant experience.
- Master of Business Administration or other relevant advanced degree is preferred.
- Minimum of 15 years of progressive experience in technical sales, business development, key account management, or related commercial functions within an industrial business-to-business environment.
- Minimum of seven years of experience leading technical sales teams, sales leaders, or multi-regional commercial organizations.
- Proven record of delivering profitable bookings and revenue growth in international markets.
- Demonstrated experience developing and executing global or multi-regional sales strategies.
- Experience in industrial aftermarket services, cryogenic pumps, rotating equipment, cryogenic equipment, energy, industrial gases, marine, or another technically complex service environment is strongly preferred.
- Demonstrated success growing an installed-base business through spare parts, repairs, upgrades, field services, maintenance programs, and long-term agreements.
- Experience implementing disciplined pipeline management, forecasting processes, sales KPIs, and CRM utilization.
- Significant experience in complex proposals, pricing decisions, contract negotiations, and strategic customer agreements.
- Proven ability to influence and align stakeholders across a global matrix organization.
- Executive-level customer-facing experience, including strategic or global account management.
- Professional fluency in English is required. Additional language capability is desirable.
- Ability and willingness to travel globally as required.
An equivalent combination of education and relevant experience that provides the required knowledge, skills, and abilities may be accepted.
