Posted: Monday, February 5, 2018 3:53 PM
The Vice President of Sales is responsible for developing, growing and maintaining business and relationships to meet or exceed sales revenue plan established through a strategic planning process and help define the company's overall strategies and tactics for new market and growth opportunities, and build and lead a sales infrastructure. This position is responsible to create and execute the sales plan to fulfill growth and profit objectives; to maximize sales through effective territory management; and to work with the marketing function by identifying and executing key marketing outlets and competitive strategies. Must identify potential customers and qualify new market opportunities through market analysis. KEY FUNCTIONS & RESPONSIBILITIES 1. Executes sales plans to achieve maximum sales volume and profitability. Develop and coordinate sales selling cycle and methodology. 2. Directly manage major, critical client accounts, and coordinate management of all other accounts. 3. Create and implement strategic sales (and assist with marketing) objectives. Direct and coordinate company sales functions. 4. Develop and execute business strategies that will maximize market opportunities. 5. Oversee the management of sales teams and their territory, ensuring that set objectives are identified, communicated and met. Must develop, implement, maintain and ensure performance benchmarks for sales team are established and met. 6. Assess new markets and propose new business opportunities. 7. Evaluate and direct programs to include negotiating contracts, initiating proposals, and closing deals. Analyze and evaluate the effectiveness of sales, methods, costs and results. 8. Provide input for new product and new product strategies. 9. Recommend and administer policies and procedures to enhance sales operations. 10. Operate within approved sales, budget and business plans. 11. Responsible for assuring that distributors and representatives are fully trained and informed regarding products, and have access to adequate information and samples necessary to sell said products. 12. Responsible for maintaining as much field contact as possible to be knowledgeable of our marketplace. 13. Responsible for assuring that products are marketed and new products are introduced in accordance with planned objectives and within company policies to obtain maximum profitability. 14. Responsible for continually monitoring market to determine market size and market penetration of company's products. Continually evaluate the timely adjustment of marketing strategy and plans to meet changing markets and competitive conditions. 15. Responsible for recommending changes in marketing philosophy and policy, which serve in the best interest of the company. 16. Responsible for establishing and maintaining communications, and provide marketing advice and guidance to all operating units to ensure that overall marketing effectiveness is equal to or better than competition. 17. Responsible for coordinating sales and marketing to develop pricing policies and terms to enhance competitive positioning and profitability. 18. Responsible for recommending and monitoring new product opportunities for research and development. Oversee execution of product/market development through supervision of the product development staff from the sales marketing standpoint and assure continual cooperation and close relationship with research and development on projects. 19. Responsible for monitoring participation in trade shows, exhibits, etc. and assure accurate reporting of costs of participation. Oversee development of presentations, booths, samples, etc. for all such shows participate in shows to extent possible. 20. Responsible for recommending modifications to existing products to improve performance, increase sales and/or increase profitability as indicated by market analysis and research. 21. Responsible for overseeing development of annual budget for all sales and related areas. Coordinates development of budget with other corporate areas while developing broad, long range goals and strategies. 22. Responsible for developing sales compensation programs and incentive programs to achieve or exceed divisional goals. 23. Responsible for working with corporate legal staff in contract review and all matters with legal consequences for the company. Secures legal approval of all sales promotion and advertising material as needed. The above is intended to describe the general content of and the requirements for the performance of this position. It is not to be construed as an exhaustive statement of duties, responsibilities, or requirements. MANAGERIAL / SUPERVISORY RESPONSIBILITES Directly supervises / manages staff in the Sales department and all sales people. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.1. Bachelor's Degree in Business Administration, Marketing or related area. 2. A minimum of ten (10) years of progressive sales and marketing experience with at least five (5) years of successfully managing sales team and functions in a highly competitive commodity environment at a senior level. 3. Must exhibit exceptional verbal, written and presentation skills and work well within a multidisciplinary team environment. Must evidence exceptional negotiating skills and an excellent ability to manage alliances/partnerships is essential. 4. Must have proven record of excellent sales leadership, team building, results driven, multi-tasker and ability to function effectively and ably in a dynamic environment meeting the expectations of the company. 5. Ability to understand the company's organizational structure, operating philosophy, culture and lines of responsibility, authority and communication. 6. Must have track record of exceptional customer relationship development and maintenance; growing sales volumes profitably in competitive commodity environment. 7. Strong work ethic; extensive travel required. 8. Honest, and behaves in a manner that is in the company's best interests at all times. 9. Experience in contract management. 10. Development and execution of structuring and meeting sales quota goals and revenue expectations. PREFERRED EXPERIENCE, SKILLS, & ABILITIES 1. MBA with emphasis on sales and marketing 2. Experience in sales of plastic packaging. 3. Experience with national manufacturing company. KEY BEHAVIORAL TRAITS FOR SUCCESS 1. Must be metric driven individual capable of enhancing sales. 2. Leadership: a demonstrated ability to lead people and get results through others. 2. Planning: an ability to think ahead and plan over a 1-2 year time span. 3. Management: the ability to organize and manage multiple priorities and people. 4. Sales/Marketing systems development and deployment. 5. Problem analysis and problem resolution at both a strategic and functional level. 6. Manages all staff and sales people; timely reviews; organizes department to operate efficiently, and analyzes departmental needs and makes changes to effectuate goals. Ensures associate training and development. 7. Excellent interpersonal and verbal and written communication skills. Communicates effectively and routinely with staff; ensures that staff completely understands the expectations of the organization and provides the staff the means (such as training, reorganization and the like) to meet such expectations. 8. Position requires extensive experience and judgment to plan and accomplish goals. 9. Internal communication is succinct, honest and accurate. 10. Follows up on all matters in a timely manner.
• Location: Rochester
• Post ID: 35855157 rochester