VP, Integrated Sales Position

Kenco•Chattanooga, TN

About The Position

The Integrated Sales VP will execute Kenco’s go-to-market strategy and drive growth for the assigned business unit or focus area (Ecomm, Life Sciences, Distribution, etc.). Working with Kenco’s multiple business units and across its various service lines, the Integrated Sales VP will have responsibility for representing Kenco in the marketplace, performing various commercial activities, and achieving defined revenue and margin growth targets. This position is a critical part of the leadership team that drives the company sales and marketing execution and plays a key role in developing the company’s strategy and product development. This is a high-impact, highly visible role that requires a strategic, creative, analytical, and organized leader. The Integrated Sales VP is a key member of the corporate team, whose mission is to champion growth and inspire change by solving complex problems and delighting customers. The goal is to increase the assigned focus area’s and company’s market share and maximize returns to thrive against competitors.

Requirements

Bachelor’s degree in Logistics, Marketing, Business, Communications or related required.
Minimum 10 years of experience in third-party logistics and/or supply chain management consulting required
Minimum 5 years of specific experience within sales/account/solutions management within third-party logistics, Medical Device and Pharmaceuticals, Ecommerce, or supply chain consulting required; past work experience in engineering, and/or technology roles will be considered for areas outside of Life Sciences if logistics specific experience is not at requested level.
If assigned to Life Sciences, knowledge of the medical device supply chain and regulations required. Additionally, knowledge of the pharmaceutical supply chain and regulations is preferred.
Demonstrate and continuously develop knowledge of logistics best practices.
Demonstrated success in sales quota attainment required.
Significant Business Development and Project Management experience required
Understanding of consultative selling techniques and proactive sales processes required
Candidates must demonstrate strong communication skills, both written and oral, with the ability to lead meetings and make presentations to a wide audience, including C-level executives as well as hourly personnel
Demonstrated ability to serve as a “trusted advisor” to current and potential customers
Has strong experience in managing complex and difficult negotiations resulting in win/win conclusions; this includes a solid financial understanding and experience in handling legal matters and setting up complex service contracts and incentive programs
Ability to travel extensively across the U.S. and potentially Canada
Strong Word, PowerPoint, and Excel skills required as well as proficiency with the broader MS Office suite
Thorough knowledge of sales and marketing technologies (Salesforce.com, LinkedIn Navigator, etc.)
Robust attention to the details without losing sight of the big picture
Highly organized, strategic, and creative personality with strong business acumen
Strong prioritization skills with the ability to make strategic choices and decisions which align with company goals

Nice To Haves

Advanced degree preferred

Responsibilities

Responsible for building and closing an opportunity pipeline that drives new revenue within Kenco’s logistics solutions portfolio, including ownership of the entire opportunity development cycle (Prospect—Evaluate—Propose—Close). This involves identifying business opportunities, selling concepts to new customers, influencing existing customers to give additional business and building/maintaining relationships throughout organizations.
Deliver the required level of sustained top-line and bottom-line growth while maintaining industry leading win percentages (hit rate).
Successfully lead internal pursuit teams and subject matter experts to coordinate Business Development functions.
Conduct industry and target customer research as well as competitor analysis.
Partner and collaborate with all business and support functions of the organization to accomplish strategic goals & objectives
Partner with and collaborate across all business and support functions to identify creative solutions for current and prospective customers which will meet their needs and drive incremental revenue
Drive the early sales cycle, collaborating with Marketing to identify and advance new leads, contacts, and opportunities.
Stay current on market trends, research, and tools while collaborating closely leadership and other stakeholders.
Periodically represent the company at industry events and conferences

Benefits

Medical insurance including HSA, HRA and FSA accounts
Supplemental insurance including critical illness, hospital indemnity, accidental injury
Dental Insurance
Vision Insurance
Basic Life and Supplemental Life
Short Term and Long Term Disability
Paid Parental Leave
401(k)
Paid Time Off approximately 2 weeks (accrual begins on Day 1 of employment)
Employer Paid Holidays- 10 days