VP of Sales in Fort Worth, TX

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Industry:

Transportation   •  

8 - 10 years

Posted 7 weeks ago

Summary


The Vice President of Sales reports to the President and is a member of the company's Executive Leadership Team (ELT). He/she is responsible for the strategy, direction and management of all sales and business development operations in the Americas. The VP Sales will lead the field sales team to accelerate growth and customer acquisition through the deployment of world class sales and performance management processes.


Primary Duties and Responsibilities

• Build and lead a high performing sales team, continually looking for ways to upskill talent and scale resources where appropriate across the Americas geography (primary focus on the US, Canada, Mexico and Chile)

• Set the go-to-market strategy and drive efforts to take market share from competitors, utilizing distributed Outside, Inside and Customer Service teams

• Equip the field sales team with digital capabilities, leveraging social media, data analytics and online commerce to deliver business results

• Work closely with VP e-Commerce & Marketing to develop, establish, and direct channel and distribution strategies and programs

• Ensure that effective customer relationship management (CRM) tools are used, with adherence to a clearly defined sales process

• Oversee the Director of Advance Solutions and Value Add Services on the strategy for value selling propositions and value-add services

• Work with learning & development resources to construct sales training programs with emphasis on level-setting sales and sales process skills, inducting new hires, sales manager and continuing education

• Analyze sales leads and pipeline health to ensure appropriate balance is given to acquiring new customers and maintaining relationships/growing sales with existing customers

• Establish sales compensation programs which yield desired results

• Partner/work closely with the VP of Product & Supplier Management regarding new product offerings, aligned with customer needs

• Oversee the monitoring of Voice of the Customer data, relying on data analytics to identify trends and addressing issues as appropriate

• Work with key stakeholders (finance, regional sales directors) to set targets for revenue and margin growth, and new customer acquisition

• Other duties as assigned

Knowledge, Skills and Qualifications Required

Essential Qualifications, Knowledge, Abilities and Skills

• Ability to plan and lead a globally distributed team of roughly 400+ heads at both the strategic and operational level

• Ability to manage and engage key stakeholders (customers, suppliers, channel partners, global counterparts)

• Must have outstanding demonstrated consultative selling abilities

• Must have ability to demonstrate and model value/solution selling to sales team, with knowledge of best practices in these areas

• Must have ability to interact and present to C-level positions at customers, suppliers, and internally


EDUCATION and/or EXPERIENCE

• At least 7 years' sales experience in comparable industries, with 4 of those years in a senior management position

• A bachelor's degree from an accredited university preferred, or equivalent combination of education and experience