Job Description

The VICE PRESIDENT OF SALES will be responsible for go-to-market strategy in partnership with the leadership team. S/he will set the sales vision and strategy for the company, identify, and develop new partners, build an innovative and effective sales team, define KPIs, manage pipeline performance, and ensure a strong sales culture. This leader will establish world-class processes, metrics, and target setting, driving sales effectiveness across the business. This key leadership position is ultimately responsible for developing capabilities across the company functions to create an engine of growth for the business. As the senior sales and commercial leader for the company, this person will collaborate closely across the company to ensure customer feedback is incorporated into future product development. Impact Fulfillment Services has facilities across North America. THIS ROLE WILL BE BASED OUT OF ONE OF THE COMPANY’S LARGER CAMPUSES (BURLINGTON, NC, RIALTO, CA, COLUMBUS, OH, OR NEW LENOX, IL).

KEY RESPONSIBILITIES

• Leadership and guidance – Recruit, manage and direct the sales team in a rapidly changing growth environment. Guide the product development team, based on feedback from prospective and current clients. Take the initiative in thought leadership, innovation and creativity.
• Strategy - Develop plans to support the achievement of the goals and revenue targets established in the company’s strategic plan. Operate as a business advisor to the Managing Director and the executive team regarding all sales development activities.
• Organization – Determine the appropriate structure, geographic location and size for the team to achieve the business objectives.
• Business results – Develop quarterly and annual global go-to-market plans to ensure achievement of business results, along with the desired leadership position to identify areas for expansion, to anticipate market transitions, and drive growth.
• People management - Ensure that the sales organization has the best talent in the industry, that performance management is in place, and that it is directed to attain the revenue goals established in the company’s business plan.
• Recruitment and retention - Recruit, retain and develop a sustainable and high performance global management team that performs and executes today and can scale for tomorrow’s needs. Ensure there is a robust and diverse set of talent in the pipeline, with a committed team that supports the values and mission of the company.
• Revenue growth opportunities. Play a critical role in the evaluation and strategic thinking around new product development. Determine action plans and goals for revenues, strategic positioning and competitive advantage, as well as integration of new product and sales into the field organization.
• Customer relationship management. Play a hands-on role with the field sales and marketing organizations, by maintaining a personal presence and high visibility in the field, and directly participating in customer sales cycles at key/major accounts. Think from the customer perspective and aligns all measures to meet customer needs and increase customer satisfaction and loyalty; seeks permanent ways to add value to customer relationships. Develop cross-selling and up-selling opportunities and improve customer relationship platform. Explores innovative approaches to addressing specific customer needs and resolving issues.
• Customer satisfaction. Lead customer satisfaction efforts on a global basis that enables the company to foster ongoing business relationships that are among the best in the industry. Create and leverage key business relationships. Maintain a high level of "customer stickiness" to ensure a recurring revenue model.
• Sales measurement. Evangelize and embed a rigorous sales measurement approach that is metrics based and enables the organization to grow and scale for the future. Implement repeatable processes, systems and best practices that are required to ensure improved operations and increased customer acquisition and satisfaction.
• Customer voice. Ensure that the "voice of the customer" is reflected in marketing, product, operational and financial decision making processes. Partner with marketing to align and improve the brand, build revenue opportunities, and create a strong and committed customer-base.
• Partnerships. Develop and nurture executive level relationships within new and existing customers, target vertical opportunities and channel partners.

DESIRED OUTCOMES (TBD)

• Instill in the group the rigors required for structured, effective sales team including driving customer requirements into product development.
• In partnership with the President and ELT, recruit and train a sales team within 12 months, to accelerate revenue generation and improve sales productivity.
• Create and develop a culture of responsibility, accountability and drive to succeed within the sales team.
• Quickly and expertly build internal relationships and become a trusted resource to the executive team.

IDEAL EXPERIENCE

INDUSTRY BACKGROUND

Experience working in the contract manufacturing/ private label industry strongly preferred; candidates with experience in warehousing or logistics businesses will be considered on a case by case basis.

10+ YEARS OF SALES LEADERSHIP EXPERIENCE

Ideal candidates will have both individual contributor and team leadership experience in sales organization with revenue of at least $50M. Solutions selling framework in an organization offering multiple products and services preferred.

SMALL AND LARGE COMPANY EXPERIENCE

Ideal candidates will have led sales for a smaller company as well as worked for a large multi-national.

EXPERIENCE DRIVING GROWTH IN A FAST-MOVING INDUSTRY Past experience driving top-line revenue growth across multiple years in a growing industry.

BEST-IN-CLASS FINANCIAL AND SALES ANALYTICS PROCESSES

Demonstrated experience in data and metrics-driven sales models, financial planning and customer feedback.

B.S. OR B.A. DEGREE REQUIRED

Scientific or engineering discipline degrees preferred.

CRITICAL LEADERSHIP CAPABILITIES

STRATEGIC THINKING

• Explains specifically how changes in competitors, clients, and market segments affect own business or institution.
• Translates broad corporate strategies into clear, specific objectives and plans for units and individuals.
• Creates plans that address specific segments or contrasts local market with other locations or segments.
• Thinks 2-3 years ahead.

DRIVING RESULTS

• Acts to surpass goals, seizing opportunities to push the envelope.
• Sets continually higher goals that are ambitious but realistic for self and team, geared to organizational objectives.
• Focuses on new business opportunities that enable business development targets to be exceeded.

LEADING PEOPLE

• Collaborates and openly debates with the team to manage projects, solve problems, discuss challenging issues, or learn more about critical issues as a group.
• Delegates roles thoughtfully to free self to work at a more strategic level.
• Collaborates with each employee to establish clear, challenging performance goals and metrics for the year.
• Designs a performance management process to monitor projects and deliver results that exceed expectations.
• Periodically reviews team progress against plans, focuses attention beyond the project to the full year or more.

Company Description

Headquartered in Burlington, North Carolina, Impact Fulfillment Services, LLC (IFS) provides outsourced contract packaging and distribution services to leading branded consumer products companies in the United States. The company’s primary services include final assembly of point-of-purchase displays and custom packaging, such as blister packages and shrink wraps, for consumer goods sold through the club and mass retail channels. We’re hard-working, out-of-the-box-thinking people focused on one goal: Creating real Impact for you, so you can deliver maximum Impact to your customers. https://impactfs.com/ IFS is an equal opportunity employer. Qualified applicants receive consideration for employment without regard to their race, religion, ancestry, sexual orientation, age, gender or disability.