Filled:: VP & Head of US Sales

Compensation: Base + Commission + Equity

THE OPPORTUNITY

Our confidential client is offering a rich, vibrant and empowering culture, centered on delivering the highest quality in a customer-centric atmosphere. This is possible given their supportive, collaborative & entrepreneurial environment in which the new is embraced and risks are encouraged. Our client is adding their first national VP of Sales over their growing B2B segment.

THE ROLE

The Vice President of Sales will lead and manage a growing multi-million dollar B2B sales organization. Poised for organic growth, in an acquisitive company, the Sales Leader will inherit a 30 person national sales team comprised of a field organization reporting through national sales leaders, enterprise sales, sales training and a small inside sales team. In addition, the sales leader will lead marketing (dotted or solid line) & partner extensively with operations & other vital functional teams. The leader will need to create and champion a best-in-class sales culture and organization. The leader will facilitate adoption of a complete go-to-market & sales strategy addressing new customer acquisition, account planning, sales process, methodology, metrics, customer success, aligning to the overarching company strategy and vision. This is an “elevate and scale” opportunity in an entrepreneurial company. Will direct all sales to effectively manage all aspects of the national territory ($60M+). Key Responsibilities: Create Sales Strategy: Develop plans and strategies for successful growth attainment. Evaluate market demand and competitive landscape. Identify opportunities for improvement. Plan and Manage National Territory and Resources: Determine best alignment of sales territories and organization structure, based on market, team alignment, quota, etc. Project future territories for growth opportunities and resources for acquiring and retaining customers in local markets. Sales Process and Methodology: Adopt appropriate sales methodology and sales processes (across National, Regional, Inside Sales levels for “new logo,” new sales, recurring revenue & retention) to elevate and evolve sales organization. Is able to think across strategy and implementation phases, inclusive of how to successfully create buy-in. Inspires culture of Customer Success: Through account planning, optimal sales alignment, organizational structure, tools, processes and incentives, is able to retain and grow existing accounts. Identify opportunities for continuous improvement. Sales Operations: Evaluate and create aligned sales incentive compensation plans. Understand levers and impact to P&L and how to align desired sales behaviors to outcomes. Oversee CRM utilization and identify correct metrics, which tie to behavior and a data-rich environment, enabling better insights through analytics. Partner with data resources (to be hired), finance, and marketing to develop key dashboards, QBRs, reports – automating where possible. Generate Revenue & Manage Accounts: Empower and create success through others to meet revenue targets on a timely, consistent basis. Lead, Motivate and Develop a High Performing Team: Build, develop & retain high-performance teams. Review and design org structure to best align with company strategy. Communicate a vision that provides direction and focus; create a culture of accountability; and proactively address problems before they affect team effectiveness. Select high caliber sales team members to achieve sales goals, review performance on a regular basis, and create development plans. Be a mentor and coach to managers and individual contributors. Be accountable for national sales success, ensuring employees achieve objectives. Inspire great performance and a true sales culture. Be an effective change leader. Develop and Manage Strong Internal/External Business Relationships: This individual will have a track record of working effectively across functions and geographies to assess options, incorporate input and drive broad agreement around business priorities. Approachable and open-minded, the successful candidate will be known for building trusted working relationships with managers, peers and subordinates. Build relationships with internal revenue-supporting organizations within the company to improve effectiveness of customer acquisition process and manage customer, territory, and channel issues that impede the sales cycle or sales recognition. Partner with and manage marketing resource(s) to oversee marketing campaigns, in support of early funnel development, new customer acquisition, and retention goals. Work with Operational Leadership to ensure successful fulfillment & a world-class customer experience. Account Management and Forecast Reporting: Accurately communicate the status and value of current sales opportunities as required by the Executive team and maintain a high percentage of accuracy on commit numbers. Managing for results: This individual will have a proven track record as a decisive, action-oriented leader who has successfully translated bold sales strategies into measurable execution plans. S/he will be known for establishing strong and credible relationships at senior executive levels in customer organizations that yield sustainable growth, profitability, customer satisfaction and loyalty. Executive presence and leadership style: S/he will have a well-developed executive presence and be expected to represent the company in interactions with customers and partners. The VP must be an action-oriented yet thoughtful person of high integrity who leads by example. S/he must be an accomplished communicator with effective writing skills and the ability to create and deliver crisp, compelling presentations for internal and external consumption.

EXPERIENCE & EDUCATION

10+ years’ experience leading sales organizations. Proven success driving new and existing customer revenue growth. Experience in an acquisitive environment preferred. Highly prefer sales leadership experience in growing and elevating underperforming, turnaround or under-skilled sales organizations with similar or greater revenue numbers ($50M +) preferred. Deep understanding of value drivers in a higher transactional selling environment. Experience with CRM systems: MS Dynamics preferred or Salesforce. Leadership: Strong leadership skills including an ability to attract and develop talent and teams, inspire followers, delegate effectively and hold people accountable based on quantifiable objectives. Excellent executive presence. Enthusiastic and creative leader with the ability to inspire others. Both strategic and entrepreneurial: Ability to set course and execute the plan. Driven, high energy and action orientation: Ability to make things happen and a strong will to win. Strong bias to action and results orientation. Adaptable & Nimble: Accustomed to working in a dynamic environment and can easily lead and adjust to change as may be required by the business. Business Acumen and Focus: A strong ROI orientation. Knowledge of business and financial process/metrics for use in driving key performance indicators. Strong problem-solving & analytical skills. Collaborative: Ability to lead a direct team and work effectively with cross-functional colleagues. Strong ability and desire to interface with Operations, Sales, Marketing, Finance, Legal, IT and other teams to understand the company’s operations and development processes, build relationships and be seen by peers as a well-respected partner. A Builder: Demonstrated desire for continuous learning and improvement. Excellent communication and presentation skills: A strong presenter distilling, communicating and evangelizing the strategy and offerings both internally and externally. Can capture and hold the attention of an audience with passion and tangible vision. This individual also is a keen listener able to gain critical insights through discussion.

ABOUT T SQUARED

Top-Line Talent T Squared provides organizations with high caliber sales, marketing and general management professionals on a national search, interim staffing and pipeline management basis. The firm was founded in 2009 with headquarters in Denver, CO. For more information, visit or tweet with us Twitter.com/tsquaredgroup . #J-18808-Ljbffr T Squared Group