VP, Sales & Business Development

Department

Executive

Reports to

President

Supervisory Responsibilities

Yes

Classification

Exempt

Job Location

Wilsonville, OR

Hybrid Working Program

Not eligible to participate

DWFritz

Since its inception, DWFritz Automation has been producing brilliant automation solutions for our clients. Decades later, the market demand for automation combined with our world-class practices and cutting-edge technology has made DWFritz a leading provider in the field of automation.

One thing that hasn’t changed at DWFritz is our focus on our core values, which define how we collaborate across our U.S. and China facilities and how we promote innovation and openness to deliver solutions we can be proud of.

Our continued mission is to be a Great Place to Work, with structured activities to interact across teams, develop your skills, make an impact, and celebrate wins! If you are considering a new opportunity, we encourage you to check us out.

Position Purpose

The VP, Sales is a key member of the senior leadership team, responsible for ensuring the company’s success in order intake, pricing strategy, and business development efforts. This position reports directly to the President, and works collaboratively across the organization to expand our sales and marketing capabilities and align our execution teams to Wow Our Clients.

We are looking for an exceptional people leader, somebody who sets a high bar for their team and for the business, somebody who is a strategic thinker and is always up for a challenge (and a good laugh). The incumbent must have a passion for fostering an environment that inspires their team to do their best work.

This position is a fit for you if enjoy:

• Being a part of an organization that prides itself on innovating and finding a better way.
• Being a partner in a dedicated, motivated, and fun-loving senior management team.
• Using your deep market knowledge and business acumen to drive necessary change and strategically advise the business-on-business development opportunities and strategy.
• Being a hands-on leader for the Sales and Marketing team, bringing creativity, professionalism, and consistent execution to inspire and grow the team’s capabilities.
• Being a steward to a 45-year-old culture that is built on the foundation of team collaboration.
• Working beside the President and your peers to facilitate organizational change as the organization grows, shifts, and moves into new markets.
  
  

Responsibilities

• Lives and models the company’s Core Values.
• Drives and leads the execution of a 3-5 year strategic roadmap for diversification of Engineer-To-Order (ETO) and Build-To-Print (BTP) solutions.
• Oversees and sets strategy for all commercial relationships, ensuring proper terms & conditions that appropriately manage risk. Ensures proper adherence to sales operations, reviewing, negotiating, and executing customer Terms & Conditions, Master Supply Agreements, Development Agreements, Statements of Work, and NDAs.
• Responsibly builds, manages, and directs a sales force to achieve sales and profit goals for the ETO and BTP business segments. Manages multiple states/districts within a region and adjusts sales goals and procedures as appropriate for each state/district. Designs and recommends sales programs and sets short- and long-term sales strategies. Evaluates and implements appropriate new sales techniques to increase the region's sales volume. Collects relevant competitors' market information to increase sales volume and market share. May recommend product or service enhancements to improve customer satisfaction and sales potential.
• Defines target market segments, accounts, and applications based on financial potential, DWFritz core capabilities, and ability to differentiate.
• Using Voice of Customer, develops strategies with Senior Leadership to address existing and new markets. Works with internal teams to develop the Value Proposition and accompanying marketing material. Establishes KPIs, Revenue Forecast, Diversification Metrics, Sales Pipeline and resulting action plans.
• Works proactively with marketing and technical teams to establish and execute customer and regional specific marketing programs and collateral.
• In addition to management responsibilities, may be required to achieve individual sales and profit goals in addition to the Regional Sales Team goals.
• Develops a world-wide network of lead partners to accelerate lead generation. Develops and executes service strategy for ETO and BTP opportunities.
• Generate, update, and approve all external customer presentations including the corporate presentation.
• Identifies new product opportunities based on Voice of Customer and market requirements and generate formal business case and go-to-market strategy in partnership with senior leadership team.
• Works with Talent & Organizational Development to design Commission Plans that incentivize desired targets and performance. Monitors quota achievement and territory/market coverage plans.
• Partners closely with marketing to conduct market intelligence on prospects and competitors, to coach team on successful utilization of case studies, blogs, and videos. Trains sales team to access and employ marketing materials.
• Assists marketing in developing content for the website and outbound marketing activities.
• Responsible for budgeting and headcount planning.
  
  

Knowledge, Skills And Abilities

• Technical Knowledge: Possesses experience and knowledge of complex, multi-million-dollar engineering solutions for capital equipment.
• Cross-Functional Partnership: Identifies with the larger organizational team, "One Team," and collaborates to achieve common goals and objectives. Exchanges ideas and information across teams, considers the impacts of actions/decisions on others, ensures appropriate communication takes place with appropriate stakeholders, values and is sensitive to diverse opinions, backgrounds, and cultures.
• Team Leadership: Recognizes skills and abilities on team to maximize team performance, to entrust employees with challenging/meaningful work, to know where to coach and develop employees, and to identify gaps and the talent needed for the team to perform to objectives. Organizes and plans work to communicate clear goals, roles and responsibilities, expectations, and manages change as it comes to drive quick adoption and engagement with new goals, responsibilities, etc.
• Business Acumen: Applies business principles and financial metrics combined with an understanding of the company's strategic intent, to make decisions about systems, processes, structure, investments. Develops and monitors progress toward business KPIs, and continually considers alternatives based on threats and opportunities in both the domestic and global markets.
• Strategic Thinking: Considers factors influencing an organization (core competence, customers, competition, SWOT, market, and economic trends) and creates and/or influences a long-term vision for the company. Accordingly, develops strategies, plans the steps, communicates strategies to gain buy-in from stakeholders, makes decisions and takes actions within those strategies and the strategies of the company.
• Innovation: Fosters an environment of creativity, calculated risk taking, idea generation, and leads and influences others to act on those ideas. Constantly seeks to find a better way by challenging pre-existing conceptions and offering alternatives. Dares to consider the unorthodox and knows to fail fast.
• Personal Presence: Possesses an awareness of own values, motivations, strengths & weaknesses, and emotional responses. Applies this awareness to show up as an authentic, positive, and composed presence for their team, to bring energy and passion to their work, and to be open to feedback and training to continue one's personal growth.
• Creating & Capitalizing on Opportunity: Identifies opportunities to expand market and meet/exceed sales goals, initiates action with stakeholders, and drives to completion utilizing skills in time management, organization, and prioritization.
• Communicativeness: Effectively communicates and builds understanding and alignment with both external and internal clients through active listening, sharing appropriate information, professional writing and presentation skills, and an awareness of culture and audience in their communications.
• Demonstrating Character & Integrity: Builds Trust by keeping the best interest of the client in mind, maintaining composure and professionalism in all situations, showing authenticity, and performing according to commitments.
• Proficient use of business software: word processing, spreadsheet, database, e-mail as well as project management and CRM tools.
• Possession of valid driver’s license, acceptable driving record, and proof of current vehicle insurance for frequent travel.
  
  

Education And Experience

• Bachelor’s degree in engineering or business or equivalent experience required; MBA preferred
• 15 years of progressively-successful sales leadership experience in capital equipment and/or custom-built manufacturing machinery required.
• Automation Industry experience preferred.
  
  

Interpersonal Contacts

We are an ITAR protected facility and due to the nature of your role, you may encounter ITAR related project information. Your citizenship status will determine what access you have within the facility.

External to DWFritz

• Clients, Vendors, Trade Alliances, Distributors
  
  

Internal to DWFritz

• Senior Management, Engineering Management, Sales & Business Development, Financial Services, Marketing, Operations, Project Management, Purchasing, Supply Chain, Manufacturing, Logistics, Resource Planning, Security, Information Technology, Facilities, New Product Development
  
  

Work Environment

• This job operates in a professional office environment.
• Onsite requirement.
  
  

Physical Demands

• The employee is required to communicate with staff including talking and hearing. The employee may occasionally lift up to 25 pounds; bend, stoop, grasp. The employee may be working at a personal computer workstation for long periods.
  
  

Equal Opportunity Statement

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

The above description is intended to identify the essential functions and requirements for the performance of this job. It is not to be construed as a complete statement of duties, responsibilities, or requirements. All jobs require behaviors consistent with our Core Values and Culture.