Regional Senior VP of Sales West Coast Region

at  Affordable Interior Systems Inc

EDUCATION

• Bachelors degree in business, architecture, interior design, marketing, communication, or equivalent (equivalent is defined as equivalent degree OR job-specific work experience OR combination of education and job-specific work experience; two years job-specific work experience equals one year of formal education NOTE: job-specific work experience used for education equivalency cannot also be used for work experience qualification).

WORK EXPERIENCE

• Five years diversified sales and account development experience, including five years in commercial product sales or services with demonstrated track record of success, including three years in sales supervisory role responsible for developing, coaching, and leading sales team to obtain successful sales results.

SKILLS AND KNOWLEDGE

• Must be visionary leader capable of initiating ideas and implementing strategies.
• Ability to connect across geographies and corporate headquarters to align actions with business directives/company initiatives.
• Excellent verbal, written, listening, and presentation skills.
• Ability to coach and develop people, build teams, deliver results, and facilitate change.
• Ability to successfully manage others and manage territory; strong business and financial acumen skills.
• Strong negotiation skills to close business and manage relationships.
• Must be strategic and analytical thinker capable of driving creative and tactical business decisions that support AIS initiatives.
• Ability to make quick decisions and build consensus with team members and across all functional areas of business.
• Ability to quickly learn and embrace AIS Values and Cultural Competencies and demonstrate through daily behaviors/actions.
• Ability to effectively use office communication, software, and tools used in AIS office environment.
• Must be able to perform all essential job functions with/without accommodation.
• Ability to travel frequently up to 60 percent of the time in assigned sales area; occasional overnight and international travel to attend meetings and training.
  At AIS, we have a strong set ofvaluesthat guide our business and help us align with our customers.

POSITION PURPOSE

Strategic leader responsible for contributing to the growth and profitability of the Company through development and execution of business plan to achieve area business development goals and overall sales objectives. Responsible for developing and maintaining strong relationships with our dealers, clients, real estate, A&D firms, project management firms and corporate partners to drive overall sales and new business development activities. Provides leadership, support and direction to the regional sales team and showroom support team. Maintains united focus and effort on capturing market share. Meets assigned sales targets including quota.

RESPONSIBILITIES AND RESULTS

• Consistently models AIS vision, values and engages clients, dealers and influencers through positive and responsive image to acquire sales and market share.
• Develops and implements leadership, strategies, and accountability for growing revenue. Communicates strategy and ensures team understands goals and deliverables to achieve required results. Achieves top line revenue by maintaining and growing existing accounts and securing new business through execution of team business plans.
• Executes leader standard work to drive accurate forecasting, pipeline fulfillment, product mix attainment, business plan development/execution and activities for increasing win rates.
• Develops and maintains collaborative relationships with distribution partners through joint strategy planning and development for execution of market share growth initiatives.
• Maintains active presence in market, developing high quality relationships with C-Suite contacts, real estate, project management firms, and key accounts; networks to understand trends and communicate brand, and pursue development of new business.
• Spends 60 to 70 percent of time in field with dealers, sales teams, clients and influencers (design, real estate, and architectural firms) to coach and develop sales team with sales presentations to position AIS solutions, close business, and drive market share and profitability results.
• Collaborates with cross-functional leadership/teams regarding development and implementation of corporate plans, aligning initiatives, strategies, resources and communications for meeting profitability and organizational goals and objectives.
• Holds bi-weekly funnel fill meetings with direct reports to manage prospects, develop sales strategies, provide go/no go decisions on opportunities, and identify key internal resources (specialists) necessary to execute strategy. Holds direct reports accountable for developing and implementing business plans focused on driving expansion of AIS products, engagement plans, influencer plans, and target account strategy; considers market conditions and impact of global change and adjusts plans to respond effectively to reach sales targets.
• In conjunction with Territory Manager, holds quarterly update meetings with identified dealer customers/ principals to analyze market share, growth opportunities, and product mix sales. Identifies areas to grow relationship and sales. Ensures Dealer Performance Plans are updated accordingly.
• Collaborates with other sales leaders in development and sharing of account strategy to drive best practices for client engagement amongst sales teams.
• Builds relationships by constantly growing network of business contacts with clients, influencers, and dealer customers to develop, expand, and maintain business in assigned sales area.
• As trusted advisor, leads with integrity to enhance positive working relationships with team and internal cross functional sales teams and sales leadership teams to ensure expectations are clearly communicated and goals are met.
• Reviews strategic solutions with sales team, design resources, dealer customers, and Senior Vice President to confirm development of creative solutions to maximize sales results.
• Oversees sales team and ensures proficiency in preparation of customized solutions that resolves clients needs and are sufficiently differentiated against competitive offerings/solutions.
• Conducts ride-along with direct reports to instill best practices in delivery of succinct and value-added solution strategy presentations that connect to clients needs, concerns, and objectives. May assist in more critical client presentations to further influence and close sale.
• Oversees closing activities of sales team and gets involved, when needed, to negotiate long-term business relationships with clients while focused on profitable agreements for AIS.
• Leads, manages, coaches and supervises area sales and support team, including setting objectives and schedules, completing performance appraisals, holding developmental goals discussions, forecasting, managing area budget, and organizing staff levels, to ensure goals and objectives are met. Communicates strategy, including goals and objectives, AIS brand, and compensation plans to ensure understanding and motivate team to achieve plan and drive business outcomes.
• Coachs direct reports and other cross-functional sales and sales support teams to effectively work together. Holds members accountable for individual swim-lane activities to meet expectations, including support of Key and Enterprise account management and government and healthcare accounts in assigned sales area. Holds direct reports accountable to achieve profitable results.
• Manages dealer customer relationships related to dealer sales of AIS solutions, including providing assistance to manage through internal obstacles when necessary. Directs AIS Territory Managers on maintaining collaborative relationships with dealer customer partners to ensure AIS solutions become dealer(s) most profitable line.
• Continuously pushes self to raise personal standards of performance to exceed assigned goals and objectives, including coaching team to reach quota attainment goals and market share growth. Constantly evaluates performance gaps; develops and adjusts action plan to constantly close gap to satisfy client and meet required AIS performance expectations.
• Collaborates with Senior Vice President or SRT to align appropriate area resources to support territory-based locations of accounts and ensure client expectations are met.
• Provides coaching, direction, training, and feedback to direct reports to improve performance and behaviors. Develops and encourages members growth through measuring performance to goal attainment. Coaches to company policies, AIS Values, and AIS Strategy. Rewards and recognizes members who display positive behaviors that align with AIS Values and brand and obtain results through personal accountability. Helps create and manager employee engagement initiatives.
• Keeps abreast of latest trends in sales effectiveness/training and adopts new approaches as required to coach direct reports on best practices for expanding client base and increasing revenue. Takes initiative to remain current with product knowledge and application, as well as workplace knowledge; utilizes this knowledge/training to help direct reports with increasing effectiveness with account development and sales presentations.
• Sets and measures financial and strategic goals through effective management of area budget, area business plans and account development by team. Drives utilization of Customer Relationship Management (CRM) technology by sales team members and holds them accountable for timely updates within CRM to produce accurate dashboard and forecasting reports. Manages expense budget to plan. Reinforces accurate and timely expense reporting of self and staff to meet established travel and entertainment guidelines.