Vice President of Sales

CorTalent - Itasca, IL

CorTalent has been retained by a leader in a very niche industry to find a Vice President of Sales.

Overall Description

Our client is looking for a VP of Sales with a proven track record of successfully driving sales growth. They will hire, onboard and develop the team (sales representatives, account managers and customer service representatives) as needed to achieve growth goals of the business. The VP of Sales will be responsible for helping the team uncover opportunities and generate new business within new and existing customers. They will hold the team accountable to individual sales plans and metrics, ensuring each person is successful in their role.

The right candidate is a driven self-starter, always looking for more opportunities to grow new business. They will be an accountable and collaborative leader. This role holds an important place on the leadership team. They will ensure each department has what they need from the sales team and vice versa. The VP of Sales will be seen as a key public figure for the company in the industry and must have the core values, credibility, and strong presentation skills to be effective. Sound problem solving and critical thinking skills are imperative in this business. The VP of Sales will need to problem solve and teach their team to proactively solve potential issues and uncover new opportunities that customers are not aware of. The ability to build rapport with the team, peers, leadership, and customers is a must. Also, they need to have keen self-awareness and interpersonal skills.

Major Responsibilities & Tasks:

Coaching and Developing the Team

  • Build rapport with the team and drive them to achieve/exceed individual and team goals focused on growing the business
  • Proactively interact with the team and provide effective coaching and performance management by using accurate and transparent metrics (# of meetings, calls, leads etc.) to hold people accountable and make adjustments as needed
  • Assess team structure and build out as necessary to support the needs of the business, hiring people who fit identified areas of need, with the right experience, skills and company culture fit

Sales Growth and Business Development

  • Create strategies for acquiring new customers and engage/coach the team in the execution of these strategies
  • Coach team on effectively qualifying opportunities that fit the company’s criteria for the ideal customer and ideal projects, and the ability to walk away from unprofitable business opportunities

Building Trust and Cultivating Relationships

  • Build strong, trusting relationships with a wide range of stakeholders including executive leadership, understand and uncover each stakeholders' role, their type of influence and how they make decisions
  • Communicate proactively and effectively (phone, video, in-person and via email) internally and with customer requests and issues (up, down and across) – closing the loop

Planning, Execution and Process Management

  • Implement annual business plans including specific activities the team needs to execute to achieve assigned goals, review progress frequently to help the team adjust when needed
  • Manage pipeline and CRM compliance with the team ensuring lead prioritization, that customer commitments are achieved at each stage, to allow proper internal hands offs as opportunities move along the sales process
  • Provide accurate and qualified forecast for both long-term strategic and short-term opportunities to the leadership team

Professional Requirements:

  • 10+ years of sales experience, with at least 5+ years in sales leadership (experience managing remote employees preferred, industry experience is a plus)
  • Successfully sold value – intangibles and services preferred
  • Demonstrated success in building, developing, and coaching sales teams
  • Ability to work collaboratively while holding self and others accountable
  • Strong presentation skills to a range of stakeholders
  • Excellent written and verbal communication skills
  • Experience and proficiency working with CRM systems
  • Experience managing a P & L is a plus
  • Experience implementing and driving adoption for EOS is a plus
  • Experience in a privately held company, family-owned a requirement
  • High level of PC proficiency
  • Alignment with company core values
  • Must have the ability to travel locally, regionally and nationally
  • After initial training, this role will be a combination of in the office and remote work
  • This position will be located at our offices in Chicago, there will be an opportunity to work remote at times
  • This position requires having a flexible schedule to work outside of normal office hours as needed based on the seasonality of the business and the needs of the customer to ensure the excellent customer experience
  • Occasionally lift, carry, push, pull, or otherwise move objects (1-40 lbs.)

Core Values:

  • We Do What We Say
    • When we make a commitment we keep it
    • When we find problems or issues we communicate them
    • We communicate results and close the loop
  • We Take Care of the Customer
    • We put the customer need first
    • We are present for the customer and support their business
    • We do the extra mile to help customers win
  • We Are Committed to the Win-Win
    • We do whatever it takes to succeed for our customers, ourselves, and our partners
    • We believe that customers, employees, vendors must win
    • We never give up
  • We Help Others Succeed
    • We value others success and actively support their efforts
    • We believe that individuals are as important as their companies
    • We will help, teach and explain to others so they can succeed
  • We Have Fun
    • We will create personal connections
    • We like to have fun while we work
    • We will laugh often and have a balance in our lives

Posted On: Tuesday, September 8, 2020

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