V.P. Sales

OVERALL RESPONSIBILITIES:

Responsible for leading the Company and the Sales Team to optimize the sales of human security guard services and CyCop technology to our target markets.   Accountable for establishing and exceeding annual sales objectives for the Company.  The VP Sales is expected to be a ‘player coach’ while building and managing the Sales organization to accomplish vertical and geographic market growth.  Responsible for selling armed and unarmed standing guard services, drive by patrol, courier, investigations, CyCop software and other various security related products and services. 

KEY RESPONSIBILITIES:

Participate in developing Company strategy to consistently provide a winning value proposition to our target clients.

Develop and implement innovative sales strategies that consistently drive sales growth higher than market growth.

Develop, coordinate and maintain consistency in the Company’s sales process methodology.

Recruit, train and develop a high performing Sales organization.  Ensure each revenue producer is well provisioned and producing.

Work with each revenue producer to accurately map and gain market share in their assigned territory segments.

Exceed annual Sales quotas for the Company.

Exceed annual gross profit objectives for the Company.

Achieve sales to a client mix that represents the planned Company mix for targeted market segments.

Sell new clients to exceed annual business plan revenue requirements.

Build, nurture and manage high level relationships with strategic clients and strategic business partners.

Provide the Sales forecast to the Company’s annual planning process.  Regularly update the sales forecast with market changes and opportunities.

Manage the Sales department customer interfaces with a standard Customer Relationship Management (CRM) system.
Implement performance measures, in the context of best business practices, to accurately depict Sales performance to market opportunities.

Thoroughly study, understand and apply the Company’s products and services to our markets.  Responsible for training the Sales organization to be proficient to sell the Company’s products and services.

Team closely with Operations to retain current clients.

Develop, manage and comply with the annual sales expense budget.

Provide new service and service application ideas to Operations and RTC as they arise from our clients.

Routinely communicate sales status, forecasts and business opportunities to the rest of the Executive Team.

Actively participates in industry associations, chambers of commerce and commissions.

Develop pricing policies, including volume discounts and terms and conditions, high-profile customers and channel partners

Ability to travel as needed, some overnight stays.  Equally adept at making the sale in the field as well as traveling with key account sales managers to represent the company at the most senior levels

Works closely with,

    Marketing

    Operations

    Accounting

.

Other duties as assigned.

Work Experience Requirements

Proven track record in a ‘new service to new market’ environment.

At least 10 years sales supervision experience selling services – preferably in the ‘technology’ sector.

Experience selling at “C” (executive) level in complex sales cycles.

Must be able to identify and cultivate clients, develop proposals and close business on medium to large projects.

Excellent time management and organizational skills.

Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.

At least 5 years of sales management experience as the top Sales leader in the Company.

At least 3 years experience in running a sales organization producing >$40M in annual revenues.

Proven ability to mentor direct reports in a team environment.

Demonstrated written communication skills for proposal development.

Demonstrated innovation in problem solving and negotiation skills.

Experience in using and managing a Customer Relationship Management system.

Articulate and ambitious, possessing strong leadership skills.

Excellent presentation skills.

Experience selling services in the security guard industry is a plus.

Experience selling to building managers, portfolio managers, facility managers, engineers and security professionals is also a plus.

Proficiency in computer skills required:  MS Excel, MS Word, MS PowerPoint and MS Outlook, etc.

 education requirements

4 year college degree, preferably in Business or Marketing.  MBA is a plus.

Demonstrated interest and evidence in continuous, career education.