VP of Field Sales

Position Overview:

The Vice President of Field Sales will be responsible for leading and enhancing our direct sales operations, focusing on aligning sales strategies with product and service priorities, driving sales goals, and ensuring accountability within the team. This role is pivotal in achieving our profitability objectives by prioritizing key customers and maximizing sales coverage.

Key Responsibilities:

Strategic Planning:

Develop and implement comprehensive sales strategies to achieve company goals and objectives.

Identify new market opportunities and create plans to capitalize on them.

Create and execute go-to-market and operational strategies to achieve business objectives.

Alignment:

Ensure sales efforts are aligned with product and service priorities, targeting gaps between our top products and key customers.

Collaborate with product development and service teams to prioritize initiatives that address these critical gaps.

Goals & Incentive:

Develop and implement sales goals and incentive programs that drive our profitability objectives.

Continuously monitor incentive structures to ensure sales team motivation towards desired outcomes.

Team Leadership:

Lead, mentor, and motivate the field sales team to achieve and exceed sales targets.

Foster a culture of high performance, accountability, and continuous improvement.

Participate in corporate succession planning activities, including employee reviews and coaching.

Sales Operations:

Oversee day-to-day sales operations, including territory management, pipeline development, and forecasting.

Ensure efficient and effective sales processes, business cadence, and key performance indicators are in place.

Develop and manage Sales department budgets.

Customer Relationships:

Build and maintain strong relationships with key customers and partners.

Understand customer needs and ensure high levels of customer satisfaction.

Directly manage large, high-profile customer accounts as appropriate.

Performance Management:

Implement robust tracking systems for daily, weekly, and monthly sales actions and outcomes at the individual sales representative level.

Set performance metrics and goals for the sales team and monitor performance.

Collaboration:

Work closely with other departments, including marketing, product development, and customer support, to ensure alignment and support for sales initiatives.

Partner with Product Development teams to bring VOC (Voice of the Customer) to the process and co-develop go-to-market strategies for innovations.

Market Analysis & Voice of the Customer:

Stay informed about industry trends, market conditions, and competitive activities.

Provide strategic insights and recommendations to senior leadership based on VOC and other market data.

Tools & Reporting:

Equip the sales team with the necessary tools and information to take decisive action with their key customers.

Ensure accurate and timely reporting of sales activities and outcomes to support informed decision-making.

Talent & Coverage:

Structure the sales team to ensure comprehensive coverage of key accounts, emphasizing proactive engagement beyond troubleshooting.

Identify, recruit, and develop talent within the sales team to build long-term capabilities and success.

Continuous Improvement (CI) & Quality:

Incorporate customer feedback into sales strategies to continuously improve processes and customer satisfaction.

Implement quality control measures to maintain high standards in all customer interactions.

Qualifications:

Education: Bachelor’s degree in Business, Marketing, or a related field. MBA or equivalent advanced degree preferred.

Experience: Minimum of 10 years of sales experience, with at least 5 years in a leadership role. Proven track record of achieving sales targets and driving profitability.

Skills: Strong leadership and team management skills. Excellent communication, negotiation, and interpersonal skills. Strategic thinker with the ability to execute plans effectively.

Industry Knowledge: Deep understanding of the OPE/AG and its dynamics. Existing network of contacts within the industry is a plus.

Technology: Proficiency in CRM software and sales analytics tools. Comfortable with technology and data-driven decision-making.

Additional Skills: Advanced problem-solving and analytical skills, knowledge of contracting, negotiating, and change management, ability to develop and deliver presentations, and willingness to travel and work a flexible schedule.

Why Join Us:

Innovative Culture: Be part of a forward-thinking company that values creativity and innovation.

Growth Opportunities: We offer opportunities for professional growth and career advancement.

Collaborative Environment: Work in a collaborative and supportive environment where your contributions are valued.

Competitive Compensation: We offer a competitive salary, performance-based bonuses, and comprehensive benefits.