SUMMARY

This position serves in a dual capacity as a dedicated sales function leader and a "player-coach" for our sales and business-development staff. This role is critical in supporting sales operations excellence and working with HR to ensure robustness of our talent pipeline. The Sales Leader is instrumental in advancing our organization towards a higher level of maturity in sales functionality; ensuring that all selling roles across the enterprise contribute effectively to our discipline in achieving revenue goals.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Collaborate with market leaders to develop and implement an actionable sales strategy, with a clear definition of necessary roles and playbooks.
• Review and analyze sales and operational records and reports; use data to project sales, determine profitability and targets, and work with market leaders to identify potential new markets/strategies.
• Consult with market teams, product teams, and user experience teams to understand a holistic picture of customer/member needs; collaborate to identify and suggest equipment, products, or services that will meet those needs.
• In partnership with HR, define talent needs and corresponding profiles to deliver on the sales strategy.
• Develop and implement talent acquisition and development approaches to support the sales strategy, ensuring that market activities reinforce these efforts.
• Create, implement, and maintain Sales "playbooks" that include guidelines, processes, and best practices to be applied across the function, enhancing sales performance and efficiency across markets.
• Establish mechanisms to facilitate effective sharing of best practices among sales talent.
• Partner with additional relevant stakeholders (e.g., HR, finance, markets) to ensure Sales talent has access to the tools and resources needed to successfully execute market strategies.
• Act as a company representative at trade meetings, conferences, etc., as aligned with sales strategy.

SUPERVISORY RESPONSIBILITIES

Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

QUALIFICATION REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Proven functional Sales expertise with a track record of achieving and exceeding sales targets.
• Strong experience in people development, with the ability to mentor, coach, and build high-performing teams.
• Excellent collaboration and influencing skills, with the ability to work effectively with market leaders, HR, finance, and other stakeholders.
• Experience in developing and implementing sales strategies, talent acquisition, and development approaches.
• Ability to develop and maintain comprehensive Sales playbooks that include guidelines, processes, and best practices.
• Strong analytical and strategic thinking skills, with the ability to translate complex concepts into actionable plans.

TRAVEL REQUIREMENTS

Some travel is expected for this role and passport is required.

EDUCATION and/or EXPERIENCE

• Bachelor’s degree in Business Administration or related field, OR comparable record of sales leadership experience required.
• A minimum of 10 years’ experience in sales leadership and sales team management, with a proven track record of success in a player-coach capacity.
• Experience selling to and developing relationships with engineering specifiers.
• Demonstrated ability to lead and influence cross-functional teams.
• Excellent communication, negotiation, and interpersonal skills.
• Proficient in CRM software and Microsoft Office Suite.