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VP of Sales in Livonia, MI at Impact Management

Date Posted: 3/20/2019

Job Snapshot

Job Description

IMPACT Management Services has a client in Livonia, MI looking to hire a VP of Sales. Our client was founded in 1928 and is a leader in distribution of natural stone tile in the Midwest. This position comes with a great compensation package, and my client is looking to have this person start ASAP. If interested, please apply today!!!

The Vice President of Residential Sales will develop and lead in a growing residential marketplace that currently accounts for approximately $95M of revenue. Possessing premier leadership ability this Vice President will galvanize and inspire the commercial division consisting of approximately 26 individuals across the Midwest. This leader will communicate a clear and concise customer management strategy focused on profitability and sales revenue maximization.  The market opportunity in North America is sizable and with the right VP of Residential Sales, Our client should be able to continue increasing sales above the industry growth rate.  

Key responsibilities for the role include:

  • Establishing a vision, goals and objectives for the commercial sales group
  • Creating sharper definition of role expectations within the commercial group, including a consistent performance management process
  • Driving execution through the newly developed sales management process
  • Building an eager-to-win salesforce with a sense of corporate pride, urgency and passion for serving current customers and obtaining new ones
  • Developing a clear set of performance metrics and KPIs
  • Creating a strong comparative advantage by developing unique insights about customers and markets
  • Utilizing unique insights about competitors and customers’ product needs, buying behaviors and profitability to focus resources on the most attractive opportunities in the market
  • Creating a more customer centric go-to-market strategy
  • Assessing our client's penetration and rigorously evaluating what it would take to capture “breakthrough” opportunities in the assigned marketplace
  • Providing a strong and influential voice to the executive team
  • Establish a superior customer service offering that further differentiates our client from other players in the industry and driving alliances with trade professionals.

 

LEADERSHIP CHARACTERISTICS

A proven and pragmatic sales leader who is driven to create value for the shareholders and the companies valued customers. The VP of Residential Sales must be a collaborative yet assertive leader who is willing to roll up his/her sleeves in order to drive improvements and establish a customer-centric culture. He/she must build effective relationships through cross-functional credibility and interactive communication - fostering an environment of continuous improvement, teamwork and innovation.

In addition, certain personal attributes and critical success factors will be necessary components of the successful candidate’s profile:

  • Data driven leader with high level of business acumen and strong analytical horsepower.
  • Demonstrated tendency to challenge the status quo and drive constant improvement
  • Self-directed and highly-motivated, with the decisiveness and flexibility necessary to operate successfully in a changing, rapid-growth environment.
  • A high level of emotional intelligence; self-aware; and professional
  • Relationship orientation, comfortable engaging with key customers
  • Ability to maintain a cohesive team; understand and create a culture of accountability across the commercial organization; track record of developing strong talent
  • Possesses a level of comfort whether communicating with the Board or an hourly employee.
  • Pragmatic and prudent combined with vision for the future – capable of executing new strategies and pivoting when necessary to address issues or meet business goals.

 

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

The ideal candidate will possess:

  • At least 10+ years of progressive experience in building products and / or wholesale distribution and must demonstrate a robust sales tool kit spanning sales, marketing, and M&A / business development.
  • Proven development and commercialization of a formal “Customer Management” process
  • Capability to drive change management initiatives throughout a sales organization creating a robust and high-performing team
  • Proven experience restructuring or building a sales organization from the ground-up
  • A self-directive personality and with established knowledge and skills
  • Expertise in the areas of customer management: price, volume, mix and cost
  • Experience within private equity is preferred.
  • An entrepreneurial mindset with the ability to lead within a small-to-medium-sized business where processes and systems have previously been limited.

 

EDUCATION

  • Bachelor’s degree required
  • Master’s degree or MBA is highly desired