Senior Vice President Sales

Products

• Perform market research and voice of the customer analysis to define threats and opportunities.
• Define core customer requirements and buying criteria.
• Build a marketing plan including website, events, and press releases plus a variety of customer reach and retention initiatives.
• Create sales/marketing technical collateral: whitepapers, data sheets, tech talks, etc.
• Communicate who we are, why we are a leader, and the value we deliver.
• Attend trade events that complement our customers, products and services.
• Monitor/report on competitors, their market impact, and report on market conditions.
• Determine unserved, or under-served, market segments and offerings that would be attractive to them.
• Manage the commercial aspects of the warranty resolution process.

Internal

• Direct the competitive strategy evolution.
• Develop annual marketing roadmap/strategic plan that aligns to our corporate roadmap and delivers on our annual growth objectives.
• Ensure product teams work seamlessly with HR, operations, sales & finance.
• Develop personnel at all levels to provide for capable technical succession and eliminate dependence on any one individual (single points of failure).
• Collaborate in creating long-range product road maps to ensure product quality and manufacturing readiness.
• Define product problems, collect data, establish facts, and draw valid conclusions.
• Define/understand our client’s collected data/measurements and translate this data into our technical solutions.
• Undertake project risk analysis and mitigation; continuously review problems.
• Direct activities to ensure our products are cost competitive in the market.

Sales

• Own the customer experience.
• Think/act in ways - put our customers first & give them seamless contact - make them promoters of our products and services.
• Participate in key sales, business development and investor meetings with the CEO.
• Apply consultative and strategic selling skills, as well as technical expertise, to develop and manage the assigned customer base.
• Develop/maintain key customer relationships - ensure customers are retained.
• Set direction for and facilitate the team performing the customer reporting and performance review process.
• Resolve escalated customer issues.
• Oversee all phases of sales through sub-leaders.
• Effect price changes due to market dynamics to maximize profitability.
• Construct Demand and Revenue plan within the Sales & Operations Planning process.
• Lead all sales channels to drive quantity/quality of sales and achieve goals.
• Identify new potential customers/locations - establish contacts, coordinate bid preparations with SVP Ops and CFO - guide final submissions.
• Guide/mentor the assigned sales representative to meet their set targets on time so the overall sales objectives are met on schedule.
• Create, implement and monitor the success of our approved annual business plan.
• Monitor the forecast accuracy and define processes to improve.
• Manage to our operating P&L, capital budget, performance targets and ROI goals.
• Provide leadership within cross functional teams to drive account results including: understanding, managing, and helping to resolve customer service issues regarding execution of shipping, pricing, and service levels.
• Conduct formal business reviews - update the ELT on success, and recommend actions to exceed our goals.
• Provide weekly customer sales update/status reports.
• Work with sales people to define quarterly objectives around lead generation, which includes identifying relevant content, creating lead generation workflows, and creating reports to present to the ELT.
• Continually build/develop sales professionals.
• Address any single point of failure.