Vice President, Global Sales

Graco•Salt Lake, UT

17h•Remote

About The Position

Graco manufactures and markets premium equipment to move, measure, control, dispense and spray a wide variety of fluid and powder materials. What does that mean? Well, we pump peanut butter into your jar, and the oil in your car. We glue the soles of your shoes, the glass in your windows and the screen on your phone. We spray the finish on your vehicle, coatings on your pills, the paint on your house and texture on your walls. Graco is part of your daily life. Where You’ll Work – White Knight Fluid Handling Inc., a subsidiary of Graco, Inc. White Knight was established in 1995 and has consistently developed and manufactured high-quality products. We are a leading supplier of pumps and fluid transfer technology to the semiconductor, Solar Cells, LEDs, flat-panel displays, electronic and industrial markets. Ready to join us? Where You’ll Work – White Knight Fluid Handling Inc., a subsidiary of Graco, Inc. based in Kamas, Utah. Manufacturing locations in Kamas UT, Fremont CA, and Sioux Falls SD. A truly global company with customers located around the world serving the Semiconductor industry. Come join a cohesive, high-trust team that loves to work together to drive toward providing our customers with an exceptional experience. We have a strategy for growth to double revenue in 5 years which includes penetrating into the gas distribution segment of the Semiconductor market, and penetration into the pharmaceutical industry. White Knight was established in 1995 and has consistently developed and manufactured high-purity, high-quality fluid handling products. We are a leading supplier of pumps and fluid transfer technology to the semiconductors, Solar Cells, LEDs, flat-panel displays, electronic and industrial markets. The VP of Global Sales will be responsible for driving profitable sales growth through the cohesive leadership of the global sales team to achieve global sales growth and profitability metrics. This role will be responsible for establish customer relationships built on mutual trust and respect, developing a 1–5-year sales plan in support of the White Knight growth strategy. The VP of global sales will have direct to customer (Strategic Customer Teams – SCTs) with the White Knight sales team focused on system solutions, leveraging relationships with Channel partners for component sales, and implementation of sales representative to round out the go to customer strategy. The VP of global sales will work closely with internal partners, including vertical sales, marketing, product management, and inside sales teams and expertly manage our channel partners to drive growth throughout the world. The VP of Global Sales will work closely with the engineering team to support driving New Product Development (NPD) based on voice of customer feedback to assure we deliver the right products at the right time to solve our customer problems. The Global VP of Sales will drive a global 18 month forecast and assure communication and alignment with the manufacturing team to maximize manufacturing productivity, assure consistent and accurate lead times, and over deliver to our customers. This is a remote position and the ideal candidate may be located in one of these cities: Salt Lake City, Utah; San Jose, California; Portland, Oregon; Phoenix, Arizona; Dallas, Texas; and Syracuse, New York.

Requirements

Bachelor’s degree in Engineering, Business, Marketing, Sales, or a related field.
8+ years of proven experience in sales management, with a track record of success in developing and executing channel partner relationships and strategies.
Excellent leadership skills: 4+ years of team leadership experience preferred.
Strong background in channel partner management, including defining targets, developing strategies, and driving revenue growth.
Experience leading and managing sales teams, with a focus on fostering high performance, accurate forecasting, committing and delivering to forecasts, achieving goals, and very importantly getting business ‘Off The Street’.
Proficiency in sales tools, CRM systems, and data analysis.
Proficiency in market research, competitive analysis, and strategic planning.
Excellent communication, presentation, and interpersonal skills, with the ability to engage with leadership and external stakeholders.
Ability to travel approximately 50%, both domestic and international.
Applicants must be legally authorized to work in the United States.
This role is not eligible for immigration sponsorship now or in the future (e.g., H-1B, TN, F-1 OPT).

Nice To Haves

Master’s degree or relevant certification preferred.
Semiconductor experience with OEMs, and chip makers
Strategic planning experience
Global industrial, Semiconductor fluid handling manufacturing experience and knowledge.
M&A experience
Marketing Leadership preferred

Responsibilities

VP Global Sales Management Formulate and execute Go-to-customer strategy leveraging direct sales team, channel partnerships, and sales reps to achieve revenue targets, and maximize revenue growth YoY.
As a member of the leadership team, support the goals, strategy, and strategic imperatives for the enterprise.
Partner with Vertical Sales team to understand the ability within the channel to support new business, projects and applications and develop new distribution partners to support key accounts.
Set and monitor global sales targets in collaboration with the leadership team both at White Knight, and with Expansion Markets.
Provide forecasting and pipeline management for the region, ensuring targets are met or exceeded.
Communicate forecasting and pipeline to the entire leadership team for expert KPI management for the enterprise.
Manage the sales process with channel partners, assisting them in deals and optimizing sales cycles.
Lead marketing efforts with shared Expansion Markets resources to execute marketing programs and initiatives aligned with growth targets for the enterprise.
Develop detailed sales plans and single page strategies to achieve revenue goals and expand market share.
Prepare and present sales forecasts, business reviews, and progress reports, ensuring alignment with global sales strategies.
Provide leadership to the product management team, assuring all aspects of the function exceed expectations and the sales, channel, and sales reps have everything they need to deliver a great customer experience.
Support M&A opportunities that are aligned with the enterprise strategy and strategic imperatives.
Channel Partnership and Support Partner with marketing and training teams to provide training, resources, and support to direct sales, channel partners, and sales representatives to improve their knowledge and performance.
Establish technical training, demonstrations and partnerships with channel partners and end users to assist in the sales and implementation of projects.
Ensure partners are aligned with the company’s product offerings and sales objectives and prioritize the WK product portfolio in line with the enterprise strategy.
Collaborate with marketing to provide partners with relevant materials and sales tools.
Performance Metrics Communication and Management Define, and implement metrics to ensure the global sales team is delivering a great experience to our customers, and meeting or exceeding all targets for the enterprise.
Hold each member of the global sales team (includes direct sales; channel partners; sales reps) accountable to these metrics.
Analyze sales data and performance reports to measure success, identify areas for improvement, and adjust strategies accordingly.
Develop and implement strategies to address performance gaps and enhance overall sales effectiveness.
Market Research, Analysis and Communication Partner with marketing to conduct thorough market research and competitive analysis to understand industry trends, market dynamics, and competitive landscape across the identified verticals and new market opportunities.
Represent the company at industry events and conferences to build relationships and enhance market presence.
Report regularly to divisional leadership on sales metrics, strategic initiatives, and progress toward goals.
Global Sales Leadership Support a high trust, high value culture – enable the sales team to be successful as they and White Knight Leadership team define it.
Encourage, inspire, and enable the team – assure they know they are highly valued.
Actively participate on the White Knight leadership team focused on the enterprise goals, strategies, and strategic imperatives.
Lead and own WK commercial council.
Inspire sales teams to bring large package deals, selling the total White Knight and Graco product portfolio. Leveraging from strengths to pull through weaker positions/products.
Lead, mentor, manage and oversee recruitment for the direct sales, channel sales, and sales rep team, ensuring alignment with organizational goals.
Drive team performance by setting clear goals, providing ongoing feedback, and facilitating professional growth opportunities.
Establish, manage, and be accountable for the annual sales budget, forecast and forecast accuracy, ensuring effective allocation of resources and alignment with organizational strategic objectives.

Benefits

Graco offers attractive compensation, benefits and career development opportunities.
Graco’s comprehensive benefits include medical, dental, stock purchase plan, 401(k), tuition reimbursement and more.

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