Vice President of Sales - Tennessee, United States - The Service Companies

Description

Position Overview:

Reporting to the CRO or the CRO's designee, the VP of Sales shall lead a team of direct reports with positions ranging from Business Development Manager to Director of Sales. These positions may lead teams of their own consisting of Business Development Representatives.

The VP of Sales will be responsible for leading his or her team to achieve sales targets determined by the CRO and/or the Company's executive committee. In addition, the VP of Sales will develop, maintain, and facilitate, in collaboration with the Company's training department, a sales training program composed on onboarding, introductory, intermediate, and advanced courses, with a focus on value propositions and closing techniques (navigating no and getting to yes fast).

With a background in sales and business development, this individual will drive team and individual sales performance. They will have clearly demonstrated the capacity to build and run high-performing sales teams with management across multiple markets and customer segments. Must have extensive experience selling to Hospitality, Commercial, and Entertainment clients.

Roles and Responsibilities:

• Build and lead a world-class sales team to drive exceptional results, grow revenues, and scale the business
• Develop, maintain, and facilitate a sales training program composed on onboarding, introductory, intermediate, and advanced courses, with a focus on effective communication of value propositions and executing strong closing techniques (navigating no and getting to yes fast)
• Regularly evaluate, coach, and develop members of the sales team
• Create and manage a sales performance/productivity measurement system
• Work with peers in Marketing and Revenue Optimization to manage the sales pipeline and develop intra-year and inter-year revenue builds
• Gain deep knowledge of several different industrial subsectors and an understanding of how they all connect
• Provide strategic updates to the executive committee on performance, development, and growth of the sales organization
• Attend in-person meetings, develop and present marketing presentations, and attend trade shows as required
• Help define and develop corporate strategy and goals pertaining to sales and marketing; working with the executive committee and other senior leaders to create measurable short-term and long-term objectives
• Work with other functional leaders to achieve revenue goals in the organization; bolster operational field sales
• Evaluate markets—geographic areas, industry segments, and client segments—to uncover new opportunities pertaining to existing products and services
• Assure that the Company's offerings are aligned with market demand; paying particular attention to product and service diversification opportunities that may benefit from our core operating models
• Execute on the Company strategy to reach and exceed targets for, topline sales, new market penetration, and overall growth
• Communicate and present effectively to CRO and CEO on a regular basis

Qualifications & Experience:

The ideal candidate will be a hard-working, aggressive, and results-oriented leader. Must have a demonstrated history of sales leadership, exceeding sales targets, and effective pipeline management. Must have strong business acumen with deep experience managing and understand the P&Ls and balance sheet of a company.

• · Expertise in all go-to-market disciplines including sales, account management and business development
• · Deep knowledge in the hospitality space – specifically casinos, hotels, and/or events.
• · Track record of building and leading highly successful teams
• · Experience driving results through accountability

Leadership & Management Behavioral Competencies:

• The VP of Sales will be a dynamic problem-solver with a passion for playing key roles in environments that promote continuous improvement while maintaining impeccable integrity. They will be a hands-on leader capable of mentoring team members to enhance existing processes within the organization.
• Collaborative Leadership Skills. Must have the ability to quickly assimilate into the culture of the Company and work effectively as a business partner with the entire senior management team, especially the CRO. Must be collaborative and hands-on; encourages cross-functional cooperation and builds strong working relationships between the finance and operating teams.
• · Must be Forward-Thinking and open and receptive to new ideas. S/he is someone who thrives in an environment of exceeding high expectations with no tolerance for mediocre performance.
• Driving Results. A career sales executive with strong leadership experience, equally capable on both strategic and operational levels. Track record of exceeding quotas as a producer and as a leader of sales teams. Must be a decisive leader and have the ability to prioritize effectively and focus on the most relevant issues.
• Strong Business Acumen. The candidate must understand the levers on both the operational (strong detail orientation) and customer / commercial side of the business. S/he must have a track record of having built outstanding and effective relationships with business leaders across the enterprise with strong credibility both internally and externally.
• Excellent Communication Skills. Excellent oral and written communication skills; the ideal candidate will possess the ability to present his/her ideas in a clear, concise and compelling fashion to the CRO, with exceptional command of facts and emotional IQ