Senior Vice President of Sales, Energy & Utilities | EAM

IFS•Itasca, IL

6d•Hybrid

About The Position

The Senior Vice President, covering our Energy & Utility Teams in North America is one of the most senior executives position for the direct execution of sales in the Americas region. The purpose of the position includes providing direction to the sales VPs/sales teams and coordination of the company sales function; developing and implementing sales strategy; monitoring and evaluating sales activity and achieving specific revenue/sales goals. The territory covers companies over $500M in revenue with concentrations of field service and asset intensive NA businesses. The person will have 2 Vice Presidents reporting to them and totaling 12 salespeople. The go to market strategy includes direct sales to net new companies as well as established customers within a defined territory.

Requirements

Bachelor’s Degree and/or equivalent.
10+ year of experience in sales of complex business software / IT solutions / start-up and/or management consulting knowledge with a value sell mentality.
Built and direct Go to Market teams for direct sellers and channel partners.
Achieved in enterprise companies, Energy, Manufacturing and Service companies.
Familiarity with working in complex sales at C-level with a concerted and impactful manner.
Previous P&L knowledge and exposure to direct a high-performing sales team.
Great Management skills to help develop teams and next generations managers.

Nice To Haves

MBA preferred or Master’s Degree in Sales/Marketing.
ERP and/or EAM experience, preferred.

Responsibilities

Provide direction and coordination of the company sales function.
Develop and implement sales strategy.
Monitor and evaluate sales activity against goals.
Team direction to deliver on sales booking targets and drive pipeline management.
Direct the execution of sales efforts and initiatives within targeted markets and Industries.
Develop and coordinate sales selling cycle and methodology.
Partner with marketing managers, sales management and other internal functional groups to identify and develop new customers for IFS products and services.
Provide deliver on an accurate forecast that assist the management of the company’s cash flow targets and develop annual sales plan strategies and plans to accomplish or exceed corporate goals which drive the increase of revenue and profitability.
Manage and build a rolling pipeline and identify opportunities and new project development.
Identify and measure key indicators on a regular basis to motivate ideal behaviors within the sales team.
Study and evaluate the effectiveness of sales, processes, costs and results.
Develop and manage sales budget and oversee the development and management of internal operating budget.
Directly engage with key client accounts, deliver value-based sales presentations to key clients in coordination with sales representatives, and coordinate the management of all other accounts.
Establish long-term business relationships with customers, key strategic partners and influencers.
Effectively prospect for New Business opportunities, target new accounts and opportunities in medium to large companies.
Direct staffing, training and performance evaluations to develop sales program.
Help build and develop sales team competencies and capabilities.
Coach and motivate sales team to achieve goals.
Represent the company at various business meetings to promote company.
Supervise the preparation, issuance and delivery of sales materials, exhibits and promotion programs.
Promote positive relations with partners, vendors and distributors.
Establish and implement short- and long-range departmental goals, objectives, policies and operating procedure.
Strong negotiation skills and good contract knowledge.