Executive Job Description | Our Client
Midwestern-based manufacturer of proprietary and custom products related to the furniture industry is seeking a Vice President of Sales to provide hands on expertise to existing customers and new business development for new customers, and channels of distribution. Position is a direct report to the President who possesses a unique blend of Marketing and Operating expertise. Client is on the leading edge of its industry in terms of product innovation, employee support, and its ongoing commitment to excellence. The firm has a high percentage of repeat customers and continues to see increasing sales opportunities. As a key player in existing markets and characterized by an entrepreneurial culture, the client is continually evaluating and moving into new marketing and business development opportunities. The client is empowering the next generation of leadership who will be responsible for leading the company successfully through its current and future stages of growth. Core leadership is highly stable, strategic and progressive thinkers. To focus on continued growth in existing and new markets, the current leadership will become more strategic in their roles creating the need for this new position.
Mission
Candidate will be the eventual caretaker and face of the client to key customers and will become a principle communicator of key customer needs.
Manage key account sales efforts to provide best in class service in an effort to maintain existing base business and achieve sales growth through acquiring new product from both existing and new customers by:
- Strengthening current client relationships while forging new relationships deep within existing client network of executive management down to line level personnel in procurement, global sourcing, inventory planning, marketing, product development, and finance.
- Identify and develop productive relationships with new target clients. Special emphasis on Industrial Product Distributors, Wholesalers, Hospitality, and E-Commerce.
Works directly with the President in securing contracts/supply agreements with strategic partners and customers.
Works closely with and manages the National Sales Manager to:
- Develop and execute a sustained marketing campaign to increase client visibility in the marketplace as a full-service solutions provider to mid tier prospects and customers.
- Educate current customer decision-makers to client’s broad range of manufacturing and core competencies that are not currently being utilized by customer(s).
- Identify opportunities to broaden client’s corporate capabilities to promote growth in new segments and channels. (Big Box, Industrial Distributors, Hospitality)
- Contributes to the process in which new products are quoted to customers and how price changes are delivered to customers.
- Assume leadership role to ensure quality service/delivery from client’s supply chain.
Will conduct client meetings, create and give client presentations, and coordinate interface between client staff and shared resources (i.e. IT, Product Development, Creative Services, Marketing Services, Technology, Finance, Supply Chain, QC, etc).
Travel up to 60%.
Requirements
Ideal candidate will demonstrate a history of sales success in a similar distribution channel with a history of rainmaking. [Wholesalers, Buying Groups, Independent Dealers, Manufacturer Representative Groups (Agencies), and Big Box Retailers.]
Must have at least ten years in sales and/or sales management experience servicing similar or desired channels of distribution.
Understanding of blow molding, or other manufacturing and/or supply chain processes is preferred. Demonstrated understanding of the product fabrication process.
Must have experience with or thorough understanding of sales forecasting or demand planning with knowledge of the channel, and how raw materials affect pricing and demand. Has established product pricing.
Financial acumen with income statements and balance sheets. Analysis of capital investments.
Strong writing skills.
Excellent analytical skills and ability to navigate Excel spreadsheets.
Able to learn product and processes quickly and correlate capabilities to new opportunities.
Able to engage customers at staff, management and executive levels.
Must have experience with or thorough understanding of sales forecasting and demand planning with knowledge of the channel, and how raw materials affect pricing and demand. (Product cost build-up)
Strong writing skills.
Bachelor’s degree is required. MBA or equivalent is strongly preferred.
Experience with MS Excel, MS PowerPoint, and MS Word required. Excellent analytical skills and ability to navigate Excel spreadsheets.
Experience servicing Dealers, Wholesalers, Retailers and Distributors.
Proven hands on leader who contributes to and implements the strategic vision with colleagues and superiors.
Imaginative idea generator and idea evaluator. An out of the box thinker. Passionate.
Experience with sales reporting/tracking tools.
A verified strategic thinker who possesses strong business acumen and an understanding of the link between marketing and product development functions. Aligns work with strategic goals. Assesses market data to derive short and long range business implications. Analyzing business issues and root cause analysis methodology.
An established ability to function independently, using sound judgment to make decisions in a timely manner.
Must possess the flexibility to move from the big picture down to the details. Macro to micro and comfortable in both. An ability to simplify concepts.
The Burling Group, Ltd
Contact: Ronald Deitch, CPC
web@burlinggroup.com
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