Description

The VP of Sales manages and directs the execution of sales plans and initiatives, and monitors and analyzes sales activity against goals. The VP of Sales will establish, implement, and manage a comprehensive sales structure and strategy that can meet or exceed business revenue expectations in all major geographic and market segments. This position will be expected to travel to customer locations as needed, attend various tradeshows and business development events, visit CTI HQ for at least two weeks each quarter, and other instance as they arise.

Essential Duties and Responsibilities:

• Work with major customers to understand needs and develop approaches to increase sales.
• Directly manage major existing client accounts / key prospects and coordinate the management of all other accounts.
• Communicate with internal departments to ensure customer requirements are met.
• Work with the Accounting Department to establish accurate and timely financial reporting, systems, and controls.
• Negotiate pricing with current and prospective customers.
• Develop annual sales plan and objectives, to include: Key Account Plan (how to maximize key account growth), account service level targets, and Internal/External Sales representative strategy.
• Develop detailed annual budget consisting of: Annual bottom up forecast to include new accounts, growth of accounts, and labor plan, annual OPEX budget, and internal expense budget.
• Direct implementation and execution of sales policies and practices, commission strategy, and annual sales quotas.
• Review sales numbers to ensure that monthly quota is achieved.
• Recommend sales strategies for improvement based on gas detection market research and competitor analyses, and be proactive in understanding the trends and issues likely to impact the market.
• Build, develop and manage sales team capable of delivering yearly targets.
• Develop and implement sales training tools and processes.
• Identify new markets for gas detection and develop and implement strategies to sell products and services.
• Contribute to the identification and definition of solutions, product positioning, pricing, and promotion strategies.
• Provide monthly and quarterly recaps to Executive team and Board as requested; to include: key account update, updated forecast, rep status, account status, etc.
• Attend and contribute to regular departmental meetings, executive meetings, product development and marketing meetings, and others as they arise.

Supervisory Responsibilities:

• Hires and trains sales employees.
• Organizes, directs, and oversees the schedules and work of outside sales employees.
• Provides constructive and timely performance evaluations.
• Handles discipline and termination of employees in accordance with company policy. 

Requirements

Ideal Experience:

• Proven ability to recruit, direct and manage a successful sales team. 
• Proven ability to identify, initiate, negotiate, and close deals with target customers.
• Ability to formulate and implement sales and positioning strategy and tactics in a competitive environment.
• Experience in developing and deploying effective sales and service management systems and processes.
• Experience using SalesForce CRM, including the ability to get the most out of the CRM, and develop and manage the sales team’s usage of the tools.
• BA/BS Business Administration, Sales and Marketing or related field; MBA preferred.
• 10 years of experience in sales with positions of increasing responsibility and accountability.
• 5 years of experience in a global senior sales role, with a technology company preferred.
• Previous experience in gas detection markets and/or industrial and commercial markets preferred.
• Effective communication and facilitation skills.

Critical Abilities for Success:

• Comfortable in having a first-hand role in driving for results. 
• A willingness to drive change within an organization, review organizations process and capabilities, recognize talent and develop potential future successors.
• This position requires good judgment, strong critical-thinking skills, and the ability to make decisions in a timely fashion. 
• Understanding of various types of business propositions and how businesses operate; learns new methods and technologies easily.