Vice President Of Sales - Concrete Products

Description

Provides leadership and guidance to managers and employees

Summary: The role is responsible for strategically planning and directing all sales efforts for the Concrete Products Division, including developing short- and long-term sales forecasts, assessing market opportunities, and identifying product development needs that strengthen competitive advantage. This position leads global sales activities by driving sales channel productivity, expanding the sales pipeline, delivering technical presentations and training, and overseeing major account relationships across North America and Eurasia. The role manages the Worldwide Sales Matrix Meeting and provides leadership over Application Engineering, Quoting, and Margin functions, ensuring accuracy and performance in all quotes, pricing, costing, PLOs, margin sheets, and change orders

Leads sales activities for Concrete Products Division

Services and grows existing customer accounts

Leads the continuous improvement effort

Establishes new customer accounts

Strategically plans sales efforts for Concrete Products Division

Identifies and strengthens new sales channels

Utilizes SalesForce.com to manage customer relationships, opportunities, and customer issues

Maintains target margin

Supports ongoing relations and fosters healthy communication with Techmatik and CME

Coordinates sales team efforts

• Collaborate with marketing team to ensure that the sales staff have the tools needed to professionally demonstrate how our products add value to the customer
• Supervision of Application Engineering, Quoting, Margins
• Collaborates with marketing to create customized technical sales presentations based on information collected on customer needs
• Maintains detailed quote requests, costing and margin reports and customer records
• Direct responsibility for Sales channels in North America and Eurasia
• Provides details to marketing and engineering staff on appropriate product pricing, technical innovations, and customer demand based on expert market knowledge
• Regularly monitors unhappy customer lists and follows up on corrective actions to improve/repair relationships
• Drives the completion of department continuous improvement goals and objectives; leads weekly CIS meetings to identify and implement continuous improvements
• Evaluates and prioritizes market opportunities and communicates market assessments to the divisional team
• Visits annually to communicate strategic plan and develop forecasts and budget
• Manages and prioritizes the quote backlog
• Leads Worldwide Sales Matrix Meeting
• Periodically communicates clear expectations, monitors job results compared to expectations, documents constructive coaching throughout the year and during the annual review process
• Read and approve all Change Orders
• Ensures that staff use SFDC in accordance with objectives, enters quotes, logs calls, etc.
• Establishes company objectives and communicates them by leading sales meetings and distributing information on competitive threats, sales team priorities, and marketing strategies
• Serves as the company’s point person for NCMA and other masonry related trade associations
• Reviews and approves all Quotes, PLO, and Margin Sheets for accuracy, proper solutions, and margin performance
• Research new sales opportunities by becoming familiar with potential new customers and industry niche needs
• Delegates effectively to develop and identify new leaders within the company
• Tracks lost order reporting and analyzes root cause to identify product development needs and better understand our competitive advantage
• Maintains target margin on sales by conducting market research to set prices; assists in evaluating gross margins prior to sending quotes to customers
• Manages to budget by analyzing variances and initiating corrective actions
• Manages and follows discount approval process when negotiating potential product discounts with the customer
• Negotiates and closes sales opportunities
• Works with Director of Market Development to target and identify specific regional differences in customer and product needs
• Identifies product development needs by continuously monitoring how the division differentiates our competitive advantage
• Develop short-term and long-range sales forecasts based on divisional and territorial sales strategies
• Creates and conducts customized technical sales presentations, training and presents key sales proposals
• Identifies and establishes niche channels in the Concrete Products industry (Robotics, Automation, AGV, etc.)
• Provides Technical Training to worldwide sales force
• Enforces policies and procedures to ensure organizational consistency
• Serves as the Ultimate Customer Advocate by ensuring that unresolved issues are visible and resolved in a timely manner
• Monitors post ship survey results and work with management team to identify and implement necessary improvements
• Regularly travels with sales reps
• Collaborate with engineering team on research and development opportunities based on customer feedback and strategic plan
• Manages staff respectfully
• Documents processes and procedures, eliminates non-value-added activities, and participates in cross functional CI teams
• Directs the Major Accounts Manager to expands our relationship with major accounts
• Trains and mentors’ employees to expand knowledge base and promote problem solving
• Actively participates in trade show activities, field training, and mentoring other sales team members
• Develops human resources
• Prepares an annual budget, including forecasting functional requirements, analyzing trends, and presenting budget recommendations to the Division President
• Establish personal networks, participate in professional societies, attends professional workshops and reviews publications
• Participates in a post ship margin review, analyzes any variances, and identifies and implements corrective actions to improve margins
• Manages sales channel productivity by driving customer solutions and implementing programs to expand the sales pipeline
• Manages product margins to meet finial targets
• Approves all pricing and costing in Quote Tool

Requirements

Maintains professional and technical knowledge

• Advanced management and leadership skills; has the ability to inspire and motivate staff
• Excellent organizational, interpersonal communication, and problem-solving skills
• Proficient in AutoCAD drawings
• Seven years professional sales experience; capital equipment experience is preferred
• Vancouver, WA 98661: Reliably commute or planning to relocate before starting work (Required)
• Bachelor’s degree in engineering or business administration required; Master’s Degree preferred
• Working knowledge of INCO terms and LOC
• Strong technical aptitude; has the ability to deal with abstract and concrete variables with a high attention to detail
• Day shift
• Utilizes skills in prospecting, negotiation, handling objections, and closing sales
• Proficient in SalesForce.com, Chatter (desktop & iPhone) and Microsoft Word, Excel, PowerPoint, and Outlook

Benefits

Columbia Machine offers a full benefits package including medical, dental, vision, prescription drug, life insurance, flexible spending accounts, short and long term disability, 401(k), incentive compensation, paid holidays, paid time off, and tuition reimbursement. Equal Opportunity Employer - Women and Minorities are encouraged to apply. Columbia does participate in E-Verify. To apply for this exciting career opportunity today, please apply online at www.columbiamachine.com

• Life insurance
• Flexible spending account
• Vision insurance
• Tuition reimbursement
• Professional development assistance
• Referral program
• Paid time off
• Dental insurance
• 401(k) matching
• Health insurance
• Employee assistance program

Training + Development

Interview process

Visa Sponsorship

Security clearance