Executive Vice President of Sales

Job Description

Job Description

Job Purpose

The Executive VP of Sales (EVPS) is responsible for developing and executing WNA’s overall Sales and Marketing strategy for the three leading product brands of the organization (Weiss Technik, CSZ and Dynavac) and drives New Business Development. In close collaboration with WNA’s CEO and the Sales Directors he/she is responsible for continuously analyzing the trends and associated needs of a variety of relevant industries and market levels and anticipates short- term and long-term threats and opportunities in an effective and timely manner to ensure continuous year-over-year sales and profit growth for products and services in existing and new markets.

As he/she sets out, adapts and executes the company’s Sales and Marketing strategy, the EVPS gives significant input on the overall strategic direction of the company, and therefore works closely together with WNA’s CEO. The EVPS is an important member of WNA’s executive team, reporting directly to the CEO of WNA. The ideal candidate can be located anywhere with a willingness to relocate to Hingham, MA.

All three Sales directors and the Marketing director directly (and their respective teams indirectly) report to the EVPS. He/She maintains executive relationships with key external business partners.

Authority Statement

The Job Title listed empowers the Incumbent with the authority to execute all duties and responsibilities listed below. In the event of a conflict of authority, the Incumbent shall elevate to direct supervisor for resolution.

Duties and Responsibilities

• Leads by example. Establishes and maintains a culture of entrepreneurship, high skill levels, respect, and trust, which makes our staff feel valued, inviting them to actively participate and take ownership for the tasks assigned to them.
• Develops, executes, and adapts (when necessary), the Sales and Marketing strategy for each of WNA’s 3 product brands, aimed at considerable, continuous, and sustainable growth of market share in relevant industries, territories, market levels and applications.
• Making sure that his/her strategy and that of the company fit and support each other.
• Acts as the Global Space Simulation Expert Center Manager for the Dynavac brand.
• Mentors, guides, and manages the Sales Directors of WNA’s sales organizations and WNA’s Marketing Director and provides clear directions and support to them and the other employees in these departments. Maintains a high level of employee involvement and satisfaction.
• Develops efficient and effective marketing actions to be executed by WNA’s centralized marketing department in Cincinnati, evaluates the results, and adapts WNA’s marketing where and when necessary.
• Sees to it that the company brand and the three product brands are applied correctly, well positioned to appeal to WNA’s diverse and relevant stakeholders and obtain the highest level of brand awareness from our customers/prospects.
• Drives New Business development addressing upcoming threats and opportunities adequately and in a timely manner. This explicitly involves investigating and pursuing mergers and acquisition opportunities as well.
• Is responsible for meeting the order intake and associated contribution margin targets needed to achieve WNA’s EBIT goals.
• Sets annual Sales and Order Intake budgets and expenses related to all Marketing and Sales activities. Sees to it that planned costs are not exceeded: absolutely and relative to the actual results.
• Establish key-account management, with WNA Sales personnel being in touch with key decision makers at multiple levels in the organization of WNA’s key clients/prospects. The EVPS is an important and active participant in key-account management, establishing and fostering personal contacts at the highest level.
• Directs staff training, and performance evaluations to enhance and control the quality and performance of WNA’s sales staff, agents, and distributors. This includes setting the bonus targets of Sales & Marketing management and approving the bonus plans worked out by these managers with Sales and Marketing staff, agents, and distributors.
• Engages in risk assessment procedure of major quotations exceeding $650k. Has to approve all quotations with a higher value, or a Contribution Margin <43%, or installation costs exceeding $150k.
• Evaluates the Terms and Conditions of customer purchasing agreements and assists Sales Directors in the negotiation of such terms with WNA’s customers.
• Evaluates and approves NDA and Secrecy agreements of customers as a back-up of the CEO.
• Approves acceptance of cancellation or reduction of received POs by the customer for values up to $100k
• Manages and supports the Sales Directors to organize effective annual Sales Conferences and participates in the annual sales conference that is organized by German Headquarters.
• Approves PTO, Travel plans, Expenses, and any Bonus plans of Sales and Marketing staff that exceed the authority limits of the Sales and Marketing directors.
• Monitors Sales price level, adjusts if needed, and approves price lists issued for standard and pre-engineered products.
• Attends key trade shows for our brands and joins the Sales team in the booth.
• Travels with Sales Directors on a regular basis to meet with key customers and our sales staff in the field and in the WNA facilities.
• Is an active liaison between the Sales & Marketing departments and other departments within WNA, interfering where needed in the interest of WNA and its customers.
• Provides input on Research and Development to obtain and retain a competitive and customer-optimized product portfolio.
• Insures that effective and efficient Sales and Marketing processes are documented, implemented, and comply with the company standards and all regulatory requirements. Oversees efforts for continuous improvement.
• Leads and creates performance metrics to monitor progress and keep management informed of status, challenges, and opportunities for improvement.
• Ensures a safe environment and compliance with all regulations (i.e. OSHA/DOT).
• Manages company assets related to Sales and Marketing, including vehicles and equipment.
• Stays in touch and benchmark with regional sales leaders in Europe and Asia on key industrial market/applications outside of North America.
• Other key responsibilities include important administrative elements, including providing input in the reporting of WNA to German headquarters in a consistent and timely manner.

Qualifications

• Minimum 10 years’ Sales & Marketing Management & Strategy experience at an executive level.
• Sales and Marketing experience related to capital equipment preferred.
• Relevant bachelor’s degree required. Master’s Degree or MBA preferred.
• Technical education or experience preferred.
• Excellent computer skills, used to work with the latest Windows and Microsoft applications, in particular Excel, Word, PowerPoint. Experience with the usage of SAP or HotSpot CRM systems and common (e.g., SAP, Epicor, Visual) ERP software.
• Strong analytical, problem solving, and decision-making skills.
• Knowledge and ability to develop and interpret operating plans, budgets, capital plans and financial statements.
• High degree of professionalism with excellent communication skills.
• The ability to develop, execute and achieve tactical and strategic initiatives through active leadership, positively impacting business plans, profits, practices, policies, and procedures.
• Ability to manage multiple, complex projects and changing priorities; work extended hours when required, make sound decisions under pressure, and work effectively in a team environment.
• Experienced leadership ability to motivate, influence, develop, and empower employees to achieve ambitious objectives with a team approach.
• Outstanding people skills with ability to build relationships and interact easily and effectively with all levels of the organization and WNA’s stakeholders.
• Proven ability to effectively select, develop, coach, empower and motivate staff to ensure growth in their scope of responsibility and accountability for operational excellence.
• Widely trusted, direct, truthful, and credible by showing consistency between words and actions. Abides and upholds all laws and regulatory requirements.
• Ability to make quick and reasonable decisions in the best interest of the company, personnel, and customers.
• Experience interacting with executives of key customers on a regular basis.
• Must be able and willing to travel throughout the United States regularly and abroad incidentally.

Working Conditions

Significant portions of travel time (both car and air) may involve extended sedentary periods. Subject to weather and adverse driving conditions when outside.

Mostly stationary work with occasional movement throughout facilities to access files, chambers, office machinery, etc. Works at a desk and a computer screen for extended periods of time. Employee must be able to manually enter data into the computer system and understand the screen and images that appear. Frequently lifting and carrying up to 10 lbs. and occasionally lifting to 50 lbs. Use of hands to hold, lift and handle materials. Occasional limbing, bending, and squatting.

Direct Reports: Yes

Exempt Full-Time 42 hours/week