Vice President - Sales

The VP of Sales leads a diverse group of sales leaders and salespeople in selling Vollrath products, managing the distribution strategy, and growing sales profitably. This role is responsible for directing, planning and developing sales activities and establishing policies and objectives of the sales function in accordance with the strategic objectives of the organization. The VP of Sales is responsible for coordinating and driving results within four major areas: Channel Partner Sales, Multiunit Operator Sales, Project & Specification Sales, and Sales Operations.

Responsibilities

• Develops and implements strategic sales plans and forecasts to achieve corporate objectives for products and services.
• Develops and manages sales operating budgets.
• Establishes and maintains relationships with industry influencers and key strategic partners.
• Directs sales forecasting activities and sets performance goals accordingly.
• Directs staffing, training, and performance evaluations to develop and control sales programs.
• Directs market channel development activity and coordinates sales distribution by establishing sales territories, quotas, and goals.
• Represents company at trade association meetings to promote product. Leads and presents information at sales meetings.
• Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
• Coordinates liaison between sales department and other sales related units.
• Establishes employee competencies and performance standards for department, and ensure performance against those standards.
• Analyzes and controls expenditures of division to conform to budgetary requirements.
• Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
• Reviews and analyzes sales performances against programs, quotes and plans to determine effectiveness.
• Performs other related duties as assigned.

Qualifications

• 10 years of progressive experience in sales management, overseeing other salespeople and/or sales leaders.
• Experience with Sales Operations, including channel partner incentive program management, commercial policy management, sales training, pricing and quote management, CRM and structured sales process, compensation design, etc.
• Experience developing strategic plans, budgets, and sales plans.
• Demonstrated ability to deliver sales results.
• Experience in the commercial food service with established relationships.
• Experience with cross selling, bundling, up selling, and other promotional concepts.
• Experience having managed, built and/or operated Sales Operations.
• Comfort level selling complex and technical products.
• Comfort level with foodservice operation layout and design, CAD and Revit software.
• BS/BA degree in a relevant discipline.
• Exceptional communication and presentation skills.
• Ability to create and execute business strategy.
• Experience driving results and working constructively with Product Management, Marketing Communications, Operations, Customer Service, Information Technology and Accounting functions.
• Detail oriented with strong follow-up ability.
• Understanding of a complex sales process with ability to drive continuous improvement.
• An ability to manage a diverse team with a variety of sales disciplines.
• Ability to grow and develop sales talent.
• Proficient understanding of key financial information including P&L, balance sheet, and cash flow.
• Experience with fundamental marketing metrics and lead generation strategies.
• Proficient with computer technology, including the skilled use of Microsoft Excel, Word, and PowerPoint, CRM, virtual conferencing systems, and business intelligence applications