VP of Commercial Growth

Purpose of Position:

The Vice President of Commercial Growth will report to the President of Head Protection and is responsible for the global commercial performance and growth of the Head Protection Strategic Business Unit (SBU). This role includes overseeing business development and sales, including strategic capture, new technology/product offerings, and targeted market strategies. The person in this role is accountable for identifying, qualifying, and capturing business development and sales opportunities and generating qualified pipeline growth to meet or exceed the Head Protection SBU’s forecast and growth plan. The ideal candidate will be a highly effective senior leader and communicator with extensive experience and understanding of global defense and security markets. They should also be able to establish productive relationships at all levels, including with national governments, original equipment manufacturers, and partners. This role will lead an internationally located business development team, as well as sales, product management, marketing, and customer services professionals supported by an extensive intermediary network. The Vice President of Commercial Sales will be a key Head Protection SBU executive leadership team member. This position will be based in the United States and will require extensive international travel. Key Responsibilities:

• Develop strategy and objectives to drive transformative change across the Head Protection SBU while monitoring progress through key results.
• Oversee and direct commercial sales function and operating models, including developing, communicating, and driving commercial sales strategy to ensure financial goals are met and exceeded.
• Define multi-year strategic goals and build key campaigns and strategic initiatives to ensure on-time delivery.
• Lead the identification, qualification, development, and execution of new business development opportunities and campaigns to grow top-line sales performance, including the delivery of winning proposals in response to customer requirements.
• Deliver order intake in line with budgeted expectations.
• Collaborate and align with appropriate stakeholders to enhance the current commercial sales plan, forecasts, and budgets.
• Build and strengthen customer and channel partner relationships, establishing the Head Protection SBU as the primary organization for customers to turn to in support of their business objectives.
• Lead the Product Category Management team in developing near and longer-term product roadmaps that meet customer expectations and rapidly expand Head Protection’s world-leading product portfolio.
• Ensure Head Protection SBU delivers market-leading customer experience, technical support, training, and product service, supporting the through-life needs of our customers and end-users globally.
• Lead the global marketing organization and effectively implement the brand architecture, regional messaging, and market positioning with disruptive and novel campaigns.
• Develop and maintain a close working relationship with the President, Team Wendy Ceradyne (DOD Head Protection group), to align on market/product strategies, new technology programs, and non-programmatic DOD channel management.
• Implement program management as a standard approach to bidding and proposal management across Head Protection SBU with a view to improving win probability and reducing investment costs.
• Provide strategic insights and recommendations on new marketplace channels, adjacent opportunities, and regional geographies for growth.
• Maintain a deep understanding of market competitors and trends, including evolving technologies, customer needs, expectations, and opportunities, and implementing plans to displace competitors.
• Represent the group as a senior leader at trade shows and events as needed.
• Be a change agent that Fosters and builds an entrepreneurial growth culture throughout the business.

Minimum Qualifications:

• A minimum of 15 years combined relevant experience spanning the following areas:
• Leading a global Business Development function across multiple markets and channels
• Developing and executing on robust sales strategies
• Meeting and exceeding multi-million sales targets.
• Leading and managing a team of people managers
• Leading a cross-functional department in a global environment
• Knowledge of Customer Relationship Management (CRM) Systems (i.e., Salesforce or equivalent)
• Extensive and demonstrable experience in international strategic planning, business development, and sales management, preferably in a sub-sector with market dynamics comparable to those covered by Avon.
• Extensive track record of leading and successfully completing major international growth / new business campaigns in a complex technical environment.
• Demonstrated background as a BD Director, Sales Director, Marketing Director, or equivalent role with validated high-value sales solutions experience and executive-level relationship management.
• Demonstrated ability to build long-standing relationships with US and international customers and partners that deliver value for the organization.
• Strong understanding and appreciation of government defense and security procurement programs with an emphasis on international defense and broader government.
• Internationally astute with a strong appreciation of regional cultures and norms.
• Significant negotiating and commercial experience with large, sophisticated customers.
• Proven experience leading cross-functional teams in delivering programs of change; strong coaching and mentoring skills; ability to achieve results through others by effective delegation.
• Highly skilled in building strategic business insight to understand complex external and customer issues.
• Creative thinker with the ability to structure and execute complex initiatives and strategic growth programs.
• Outstanding communication skills, with the ability to clearly and concisely present complex concepts and business solutions to senior leaders and cross-functional audiences.
• Experience and demonstrated success working in an international environment across multiple time zones and cultures.
• An entrepreneurial mindset, capable of taking ownership and effecting change without the need for extensive supporting infrastructure.
• Proven marketing leadership in defense and first responder, CBRN Respiratory or related PPE markets.

Preferred Qualifications

• A minimum 5 years’ experience within the Law Enforcement, First Responder, and/or Military sales industry.
• An understanding of helmet protection.
• Experience with government, international, and military sales, and communications.
• Knowledge of NIJ/NFPA/NIOSH or military PPE procurement/use.

Key Relationships:

• Internal: Business Development & Sales, Commercial Sales, Engineering, Product Category Management, Legal, Contracts teams. Group Marketing and Communications, Operation, Group Exec
• External: PR Consultants, Media Groups, Print and Ad Agencies, Exhibition Groups, military & first responder customers and end users, agents and applicable distribution, regulatory and certification agencies

About Avon Protection: We design and produce life-critical personal protection solutions for the world’s militaries and first responders, with a portfolio that includes Chemical, Biological, Radiological, Nuclear (“CBRN”), protection. We do this through our two brands, Avon Protection and Team Wendy. Our mission is to provide unparalleled safety for those who protect us, giving them the confidence to tackle challenging situations and helping them get home safely. At Avon Protection, we recognize that our success relies on the collective efforts of our talented team. As an organization, we welcome individuals who embody our #FIERCE company values - fearlessness, integrity, excellence, resilience, collaboration, and the ability to execute. What we Offer

• Shares and Equity Offerings
• Flexible Schedule
• Competitive Compensation Package
• Medical, Dental, Vision Insurance
• 401k Matching after 90 days of employment
• Tuition Reimbursement
• Learning and Development Initiatives