VP, Sales and Business Development

Overview

This key leadership position is responsible for the strategy, staffing, and execution of the sales and client relations functions for the Commercial business unit. Plans and implements strategic initiatives to achieve commercial sales objectives. Ensures substantial and sustainable growth and expansion of office and logistics services to local and national clients. Develops a high-producing sales team that captures an increasing percentage of local and national market share, and a client relations team that optimizes opportunities with existing customers. The leader will spearhead team selling presentations, and complex customer solutions while assessing opportunities for business development, interpreting data using statistical and visual modeling methods and independently develop action plans for addressing these opportunities.

Responsibilities

• Provides day-to-day leadership and direction for outside sales and business development initiatives, including marketing campaigns, branding, projects, benchmarking, and networking.
• Develops client relations functions, assuring all existing customers are nurtured and expansion / cross-selling opportunities are recognized and executed.
• Represents company at external events to promote enterprise services.

Market Knowledge

• Evaluates customer trends and shifts resources between key service offerings to maximize growth opportunities.
• Develops a comprehensive list of targets for the DMV market and assigns opportunities according to projected impact.
• Conducts research and identifies sources for developing and evaluating prospective customers
• Develops clear and effective written proposals and ensures communication materials and standard operating procedures (SOPs) meeting the highest level of consistency and relativeness to business practice and enterprise requirements.
• Monitors competitor value propositions to leverage service offerings and unique differentiators.
• Establishes and maintains relationships with industry influencers and key strategic partners.
• Collaborates with the marketing department to expand brand presence through social media and other business platforms.
• Collaborates with proper POCs for new product releases and leads sales teams in developing effective strategies to increase sales.
• Collaborates with Marketing to produce mindshare materials and effective events to raise company profile and attract new customers.

Staffing Strategy / Org Chart

• Evaluates current org chart and revises positions and staffing levels based on the annual budget and growth goals.
• Confirms proper staffing levels for all market opportunities, including conventional office moving, Hospitality, Healthcare, Education, and Technology Services.
• Participates in pitch, best and final, and presentations for prospective and existing customers.

Performance Management

• Provides ongoing oversight of team performance and responds accordingly with individual development plans, performance improvement plans, recommendations for reassignment, and annual merit adjustments.
• Directs staffing, compensation, training and employee development activities to connect sales team members to their goals and responsibilities.
• Identifies opportunities to improve sales performance; monitoring competitor activities; maintaining relationships with sales laterals across the enterprise.

KPI’s

• Directs sales forecasting activities and sets performance goals accordingly.
• Manages all team members to established KPI’s for each position.
• Enforces compliance with CRM data entry requirements and confirms all pipeline data is complete, accurate, and timely.
• Ensures the successful achievement of sales targets, statistical achievement of four disciplines of execution (4DX) goals for self and team.
• Communicates sales goal activity and strategic influence on internal stakeholders.
  

Qualifications

• Exceptional people interaction skills and a ‘service’ mentality for internal and external stakeholders.
• Experience working in international/cross-cultural environment highly desirable.
• College graduate with business, sales, marketing, or similar professional discipline.
• Self-starter who thrives under pressure.
• Minimum of 7 years managing a salesforce of at least 15 team members.
• Experience using CRM to track leads, manage clients, and track sales pipeline.
• Demonstrated experience in Sales Management, coaching, mentoring, and developing a sales team.
• Results oriented and enthusiastic.
• Strategic and business-minded professional able to create policies within the organization that drive growth and optimal profit on all business serviced.
• Able to hold sales team accountable for budgets, sales numbers, and creation of new revenue streams.