Vice President, Sales
The Role
This is a number-owning leadership role for someone who leads from the front. As a leader in our Sales Division, you own the bookings target and the plan to exceed it, and you are accountable for the results your team delivers quarter after quarter. You will build, coach, and hold a high-performing sales team accountable, set an aggressive but achievable growth agenda, and spend meaningful time in front of customers driving the largest and most strategic pursuits to close.
Key Responsibilities
Own the number and drive to results
Carry and exceed an annual bookings target; own the forecast and the plan to hit it
Translate the business unit goal plan into clear individual targets, then manage relentlessly to those targets through the pipeline
Run a disciplined cadence of funnel reviews, forecast calls, and deal inspection; know the number, the gap, and the plan to close it at all times
Drive pipeline health, conversion, quote velocity, and win rate as the levers that produce bookings, and act early when any of them slips
Own results without excuses; diagnose shortfalls quickly and put corrective action in place
Build and lead a high-performing team
Manage, develop, and lead the sales team to consistently exceed goals
Set a high bar for performance and hold each Account Manager accountable to their plan, with clear expectations and consequences
Coach the team to win: pre-call and post-call coaching, deal strategy, negotiation, and executive selling
Develop and grow your people, and identify the training and mentoring each individual needs
Complete mid-year and year-end performance reviews, and manage performance issues directly and fairly based on results
Identify recruiting opportunities and attract top sales talent; constantly upgrade the team where needed to raise the overall level of performance
Coordinate training delivery and monitor health and safety compliance
Be out in front of customers
Spend significant time in the field with customers, prospects, and partners, personally driving strategic and high-value pursuits
Lead executive-level selling and relationship-building at key accounts alongside the business unit leader
Identify and target new markets and logos, and develop account plans for new and existing accounts to grow share and win new logos through your team
Drive strategy, process, and rigor
Drive the formalization and communication of sales strategies, processes, and tools that make the team more effective and more accountable
Coordinate the development and management of proposal templates and tools, and coordinate bid inputs and submission
Drive consistent, disciplined use of the CRM to track activity, manage pipeline, and hold the team accountable to the data
Support and drive strategic initiatives as appropriate
Essential Qualifications and Experience
A proven track record of consistently meeting and exceeding sales bookings targets, and holding a team accountable to a number
Demonstrated success in building, leading, and developing high-performing sales teams
A results-driven leader who leads from the front and is personally credible in front of customers at the executive level
Background in manufacturing or automation technologies
An established network of business contacts and clients in the automation space
Thorough knowledge of relevant industries and trends
Solid automation integration background and strong familiarity with the types of applications and technologies used by Convergix and its customers
Outstanding written and verbal communication skills, including executive presence and presentation skills
Strong business acumen and the ability to determine and articulate long-term value
Excellent listening skills and the ability to coach through questions
Ability to set, communicate, and achieve aggressive business targets, and to translate company strategy into team execution