VP, Sales

Job Description

Job Description

We are seeking a people focused and results-oriented Vice President of Sales to lead our Raleigh sales and marketing organization. This leadership role is responsible for driving growth in the core 5 furniture verticals and complimentary services ensuring exceptional client relationships, experiences, and delivering outstanding sales results. The VP of Sales will be own the creation and execution of the quarterly and annual business plans, leading the Growth corporate objective team, fostering a high-performance sales culture, and guiding a team of sales professionals to outperform industry results while meeting or exceeding annual business plans consistently.

Key Responsibilities

Coach and Develop Talent

Recruit, onboard, and develop the sales team, fostering a high-performance culture exhibiting a continuous improvement mindset

Holds consistent one-on-one meetings with team members to evaluate performance, provide coaching, and address potential roadblocks.

Identify gaps in skill sets and establish developmental plans to drive high performance

o Promotes ongoing training and professional development for the sales team to stay up-to-date with new trends, tools, and techniques in sales.

Establish Smart Goals and conduct regular performance evaluations, providing constructive feedback and support to ensure continuous professional growth.

Identify team members for future leadership and develop plans to prepare them for advancement in the company

Support the SLII process

Build Trusting Relationships

o Establish and nurture strong, collaborative relationships with key internal departments including design, order fulfillment, project management and field operations

o Cultivate and maintain strong relationships with key decision-makers and influencers in the market with an emphasis on commercial real estate, A&D firms, top 25 clients and identified strategic growth clients

o Drive customer satisfaction by understanding client needs, offering tailored solutions, and ensuring the delivery of exceptional service.

o Participate in external business development activities such as networking events, sales calls on target accounts and influencers and relationship building with clients and vendors

o Be a role model for the company culture; provide leadership and coordination of company marketing and sales function

Establish and Execute Strategic Direction

o Create and execute sales strategies and marketing initiatives that are focused on solving customer problems through a consultative approach while demonstrating the value of the furniture solutions, applications and services

o Understands competitor offerings, pricing strategies, and market positioning, and uses this information to differentiate the company's offerings.

o Negotiate contracts where applicable and close high-value deals, ensuring long-term partnerships with clients.

o Seeks innovative ways to differentiate the company's products and services from competitors, whether through new product offerings, improved customer service, or technological advancements

o Lead corporate objective Growth team outlining strategies and markets to drive profitable long term growth

Deliver Effective Communication

o Provides written feedback following meetings and client interactions outlining a summary of key topics discussed, assignment of action item owners and due dates

o Clearly articulates goals, desired performance and sales behaviors

o An active listener clarifying understanding and alignment on direction and initiatives

o Seeks input from others and values diverse perspectives

o Offers praise for accomplishments and gives constructive suggestions for improvement.

o Receives feedback positively and uses it for self-improvement.

Drive Results

o Develop and nurture a winning mindset of meeting or exceeding bookings goal on a quarterly and annual basis.

o Drive a consistent sales process within the sales organization to maximize individual, vertical and overall business results

o Implement and execute an effective lead generation program through the CRM and provide monthly reporting measuring success of marketing campaigns, lead sources and establish best practices with sales team leaders and account managers

o Meet or exceed targets in new opportunity creation and sales funnel GP dollars

o Achieve annual cross selling targets

o Establish / evaluate compensation and sales incentive programs

o Consistently achieve performance and financial targets of the annual business plan including bookings goal, top line revenue, GP%, GP dollars, selling expense and Net Income

o Drive outbound client surveys striving for 30% or greater return rates and NPS scores at 72 or higher

Qualifications :

Education & Experience :

Bachelor's degree in Business, Marketing, or a related field from an accredited university is required

10 years progressive work and or management leadership experience at an office furniture dealership preferred, however, other commercial interiors, manufacturing, or distribution industries a plus.

Proven sales and target marketing skills required

Experience in calling on general contractors, commercial real estate and A&D firms

Strong profit & loss experience with proven record of controlling and driving cost out of the company.

Deep knowledge of the Steelcase product suite, furniture solutions, and workspace design principles is highly preferred.

Strong understanding of the buying cycles and decision-making processes in vertical segments of corporate, healthcare, education and government.

Skills & Abilities :

Excellent leadership and people management skills with the ability to motivate, mentor, and inspire a diverse team.

Strong negotiation and closing skills, with a proven ability to manage and close large-scale deals.

Exceptional communication skills, both verbal and written, with the ability to influence and build relationships with key stakeholders at all levels.

Ability to analyze market trends and data to make informed strategic decisions.

Proficient in CRM software (Salesforce, Dynamix, or similar), Microsoft Office Suite, and other sales tools.

Ability to create, present, implement and course correct annual business plans.

A strong work ethic and the ability to manage a high volume of work is required.

Proven experience and ability to hire, train and develop team members.

Strong customer service focus and mentality.

Proven experience and ability to work through challenging customer issues effectively.

A strong understanding of continuous improvement principles and KPIs.

Proven organizational and follow-through skills are required.

A valid North Carolina driver's license is required

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Job Posted by ApplicantPro