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