SUMMARY
The Vice President of Sales & Marketing administers the selling of the company's service & product line(s). It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, and evaluating members of the sales force. In addition, they will supervise the marketing efforts of the company to ensure alignment with sales and help design, measure and report on its overall effectiveness in lead generation and brand awareness.
The fundamental role of the Vice President of Sales is to develop and administer a selling program that effectively contributes to the organization's goals. The Vice President of Sales will decide how many salespeople to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, what type of presentation they should make, and how the sales function should be structured for maximum contact with customers.
Responsible for the development and performance of all sales activities in assigned market. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establishes plans and strategies to expand the customer base in the assigned area and contributes to the development of training and educational programs for clients and Account Executives.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Including the following. Other duties may be assigned.
Sales & Marketing Leadership:
- Responsible for obtaining profitable results through the sales team by developing the team through motivation, counseling, skills development, and product knowledge development.
- Responsible for managing the sales team, developing a business plan covering sales, revenue, and expense controls, meeting agreed targets, and promoting the organization's presence.
- Lead and schedule weekly and/or monthly team meetings with sales team and leadership.
- Embody company culture and maintain high sales employee engagement.
- Meet pre-determined revenue goals through the activities of direct reports.
- Ensure correct usage of CRM and other sales applications.
- Train and ensure adherence to sales process.
- Direct the Marketing process and efforts of the company and report on the effectiveness of lead generation and brand awareness efforts.
Personnel:
- Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each member of the sales team, set individual territory sales and commission targets and administer the commission plan.
- Personally observe the performance of sales representatives in the field on a regular basis.
- Responsible for the planning, recruitment, direction, organization and control of sales managers and sales representatives to accomplish specific objectives.
- Provide high standards of ongoing training for the sales representatives so that they possess sufficient technical knowledge to present information on the company's products in an accurate and balanced manner.
- Train new salespeople to ensure success.
- Coach and develop direct reports.
Administration:
- Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
- Responsible for monitoring the performance of the sales team by establishing a system of reports and communications involving sales reports, cyclical sales meetings, sales newsletters, and electronic bulletins.
- Assign sales territories, set sales goals, and establish training programs for the organization's sales representatives.
- Track sales team metrics and report data to leadership on a regular basis.
- Implement performance plans according to company procedure.
- Supervise and direct the marketing efforts of the company.
Planning:
- Assist in the development of the annual sales plan, specifically advising on realistic forecasts for each product and territory (based on historical data, market trends, competitive activity, promotional strategy, and sales effort), realistic costs of operating the sales force and sales promotion program plans.
- Analyze sales statistics to determine sales potential and inventory requirements and to monitor customers' preferences.
- Determine the needed marketing budget, supervise and report on its spend and effectiveness.
QUALIFICATIONS AND REQUIREMENTS
- Bachelor's degree or equivalent experience, MBA preferred.
- 5-10 years successful 3PL Logistics sales leadership as VP of Sales & Marketing or Sales & Marketing Director.
- A proven track record and demonstrated success leading teams.
- Experience hiring, coaching, and developing a geographic management team.
- Demonstrated success in achieving quota in enterprise class sales.
- Ability to establish and manage executive-level customer relationships.
- Ability to work effectively in a matrix-management environment with extended team members.
- Ability to resolve complex problems.
- An effective sales team leader that can work well with Sales Team, Customer Support Group, Operations, Finance, Marketing and Sales Management.
- Ability to develop strategies, and execute.
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