Vice President
3 weeks ago
Our client is a well-established Canadian software services company that provides management and implementation consulting services in the area of Corporate Performance Management (CPM) and Business Analytics. Our client’s mission is to deliver the highest value to its customers with unparalleled solutions/services built on innovative technologies, deep technical knowledge and exceptional customer service. Customers include major corporations in financial services, retail, government, manufacturing and healthcare. Specialized and highly regarded, the firm has grown to become a leader in its field.
Leveraging its sophisticated understanding of best practices in CPM, our client has developed an innovative software platform for sales performance management (SPM) encompassing incentive compensation management, planning and forecasting, sales profitability management and predictive analytics. Armed with differentiated market offerings, established reference accounts, and large addressable markets, our client is poised for explosive growth. Driving that growth will be the responsibility of the Vice-President of Sales.
Reporting to the COO, and assuming a pivotal position on the management team, the Vice President Sales will be responsible for developing, directing and executing the company’s sales strategy for its SPM platform into select mid-market enterprise markets.
Working as a ‘player/coach’ the VP of Sales will drive top line results while building an effective and scalable outside sales, inside sales and lead generation organization.
Develop specific plans and strategies for market capture to achieve the company’s aggressive revenue and profit objectives.
Take a major role in key account relationships, closing complex deals and building ongoing relationships.
Hire, train, organize and effectively deploy a high performing sales organization. Establish sales metrics and KPIs.
Develop and implement enhanced sales processes to monitor sales funnels and forecasts. Establish a repeatable sales model incorporating a strong value proposition for the different client markets and geographies.
Focus the team to accelerate and drive the growth of the business, new market development, sector leadership and profitability.
Maintain, improve, and create senior level relationships with existing customers with a view to driving additional revenues.
Ensure operational milestones are met on time, with high quality – and that they meet the cost objectives that are established.
Report regularly and proactively to senior management on results and plans going forward.
Participate in the company’s strategy planning sessions bringing forward innovative ideas and plans in an attempt to bring the company to the next level.
Assist with corporate positioning and competitive analysis, customer segment selection and penetration plans, and related product positioning.
Key Performance Deliverables
Specific measures of performance relating to revenues, customer acquisition, profitability, customer satisfaction, etc. The following competencies listed below define the role of – Vice President Sales.
Aims to improve upon past performance. Able to stand back from immediate problems in order to focus on more far reaching ideas.
People Management
Establishes and communicates clear priorities and sense of direction. Adapts management style to situation to achieve optimum results. Seizes opportunities and acts upon them immediately. Helps to create a sense of team spirit and harmonious relations through cooperation and support. Quickly follows up on customer/client contacts and complaints. Industry & Market Awareness
Seeks to anticipate and respond to industry and market changes/challenges by understanding key characteristics, issues and the factors driving them. Commercial Acumen
Applies appropriate commercial and financial principles. Appreciates the commercial impact of own work on the organization’s total expenses and revenues.
The following indicates specific industry, academic and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.
A highly intelligent, strategically minded sales executive with superb communication and interpersonal skills and a willingness to roll-up his/her sleeves.
Understands market trends and analyzes customer buying patterns. Actively participates in the sales process, including interacting with potential and current customers.
Has very practical and concrete orientation towards the selling process that emphasizes being responsive and action-orientated.
Previous experience in a software based company required.
North America wide experience preferably to mid-markets
Early stage experience where the sales leader leads from the front and must wear multiple hats.
Strong team orientation well-suited to building consensus in a growing concern.
Toronto-based or willingness to relocate to Toronto.
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