ResourceMFG is seeking a VP of Enterprise Sales for our client located in Livonia, Michigan.
The VP of Enterprise Sales will bring expertise, high energy, and enthusiasm to build upon a team that is focused, motivated, and passionate about this exciting market segment. The VP of Enterprise Sales will meet and exceed targets by building a highly predictable sales funnel and by teaching and using best-in-class sales techniques. The VP will be a stickler for the details. They will continuously monitor and assess pipeline performance and revenue and react accordingly. . The VP is a player/coach, helping to close big opportunities as well as serving as a coach, teacher, and mentor to a growing team of sales professionals. The successful candidate will show expertise throughout the sales cycle, from successfully engaging prospects and creating qualified opportunities for the sales team to close deals and managing an existing book of business.
Primary Duties and Responsibilities:
? Hire and build an exceptional, hungry enterprise sales team
? Help set and then deliver enterprise/B2B revenue targets each year that drive predictable revenue, continually accelerate growth, and provide and attain monthly and quarterly forecasts.
? Collaborate extensively with product and operations teams to ensure the solutions we offer match our customers' needs.
? Work hand in hand with marketing teams to create high-quality and quantity lead flow
? Define and implement repeatable sales strategies, processes, and tactics.
? Develop key metrics and analytics, create visibility into the sales funnel, and provide analysis on sales effectiveness
? Demonstrate creative, effective leadership within the organization
? Work effectively with internal counterparts to escalate and prioritize any quality issues, process issues, and resource constraints
? Work with internal stakeholders to remove non-value touchpoints for sales and drive consistency in the process.
? Collaborate with the internal team on emerging programs, products, and corporate strategy
? Proactively clarify the critical attributes of the Ideal Client Profile and the differences across various verticals by working closely with Marketing and Technology/Product.
? Escalate and engage the appropriate personnel across the organization to resolve issues and conducts root cause analysis
? Conduct pipeline reviews to ensure we focus on the proper accounts, reduce time to close, reduce days to dollars, and maximize growth potential.
? Coach individual performers and the overall group on product and process to ensure constant improvement in sales positioning, product knowledge, close rate, and CRM engagement.
? Serve as a senior leader for customer-facing engagements such as face-to-face meetings and Executive Business Reviews.
? Hold the team accountable for required activity and results.
? Work alongside Sales Operations to identify trends and real-time analysis of team performance.
? Actively participate in recruiting new team members, directly liaising with agencies and other channels, and working alongside the Ops Team.
Requirements:
? Undergraduate degree (MBA preferred)
? 7+ years in B2B sales leadership
? Demonstrated success (quota attainment) in sales leadership, ideally with demonstrable success utilizing the Predictable Revenue model and Salesforce.com.
? A track record of hiring and building highly effective sales teams.
? Proven experience creating processes that enable sales teams to scale and deliver results
? Demonstrated longevity and growth in prior roles
? A competitive streak, with a passion for being the best at what you do, with a customer-centric approach
? A consultative approach to clients, managers, and reps to ensure ongoing growth
? Ability to interact with teammates and customers at various levels, you should quickly and comfortably transition from speaking about a job with a machine operator to having lunch with an executive at a Fortune 500 customer.
? Strength in analyzing data and interpreting results
? A positive can-do attitude
? Possesses excellent written and verbal communication skills
Competencies
? Team Development-Develops a highly motivated and diverse team for optimal performance
? Customer Focus-Aligns strategies and actions to achieve company and customer business objectives
? Business Partnering-Builds and fosters partnerships to drive business results
? Business Planning-Develops and refines plans and strategies that achieve Company objectives
? Negotiating Skills-Leverages persuasive techniques and credibility to gain commitment to solutions
? Coaching and Feedback-Delivers actionable individualized feedback to build competencies
? Trust and Respect-Engenders engagement and affiliation through equitable, constructive, and transparent actions.
Applicant Privacy Policy