Vice President/Director of Sales – Automation/Technology Solutions

OVERALL RESPONSIBILITIES

• Manage & distribute the workload of the solutions development team
• Manage productivity of each individual member of the solutions development team
• Manage solutions development team proficiency and training
• Ensure that all projects are delivered on time, within scope and budget
• Coordinate internal resources and third parties/vendors for delivery of innovative project solutions
• Develop a detailed project plan to monitor and track progress of each open development project
• Develop and maintain comprehensive project documentation
• Assist in identifying & maintaining company best practices in solutions development
• Collaborate with sales management & Training Coordinator to develop & delivering training on solutions development to the sales organization
• Share project results and best practices within the team and company
• Participate in continued improvement efforts to develop standard processes for the organization to adhere to for efficient & effective delivery to customers
• Analyze and review projects after completion to identify improvement opportunities
• Provide and update reports on status of existing projects for the sales management & executive team & be responsible for ensuring customer satisfaction throughout the process
• Stay up to date on all products/systems/offerings within the industry, including systems integration aspects and highly technical, complex solutions
• Collaborate with the sales team members & customers to evaluate customer needs, design and present the best solution to the customer
• Collaborate with sales team members to visit customer sites and interface with appropriate customer contacts
• Develop and prepare effective proposals for solutions development to provide to Accounts/Prospects
• Manage changes to the project scope, project schedule and project costs
• Successfully manage the relationship with the client and all stakeholders
• Perform risk management to minimize project risks
• Participate in internal projects as required

Managing/Collaboration:

• Manage a staff of sales, estimating, sales support & project execution associates to deliver successful project solutions to customers
• Collaborate with engineers and designers in creating complex integrated automation & technology systems and equipment solutions

Solutions Development

• Lead and direct the overall process of consultatively developing automation/technology solutions, presenting proposals, and ensuring projects are executed to customers’ satisfaction
  • Uncover and assess customer’s needs/challenges and assist sales teams and customers by presenting solutions/service options to address their unique business needs/challenges
• Collaborate with project management / sales support team to prepare proposals
• Collaborate with project management / sales support team to ensure proper execution of projects and exemplary after the sale customer service
• Work with strategic partners to develop and design competitive solutions for accounts and prospects
• Identify & pursue new solutions/services and third-party strategic alliances to add value to customers

Collaborating with existing Sales Teams / Sales Leadership

• “Go the extra mile” to assist sales teams in generating sales for a portfolio of existing and new accounts to reach team and company goals
  • Keep existing accounts – Provide day-to-day management of existing accounts to enhance our “trusted partner” status
  • Attain new accounts – Actively identify and pursue leads and potential customers to win new accounts
  • Recapture lost accounts – Identify and pursue “lost opportunities” in an effort to win back customers
  • Expand existing accounts– Identify new sales opportunities within accounts to sell additional product into existing locations and to secure new locations
• Follow a defined SSI sales process to ensure high levels of customer satisfaction
• Qualify & define consultative/automation/technology sales opportunities
• Network effectively to build relationships
• Collaborate with sales teams to evaluate customer needs, design and present the best solution to the customer
• Interface with multiple decision makers within accounts
• Assist with sales teams in negotiating the sale with all stakeholders
• Collaborate with sales teams on prospecting plans to secure new business
• Maintain effective, regular communication with designated accounts and prospects by utilizing Salesforce CRM
• Participate in internal projects as requested

Training and Product Development

• Become & remain knowledgeable on solutions & services offered and train select internal staff on features/benefits
• Share best practices within sales teams and the company
• Continually Increase knowledge of complex systems to present the best solutions to accounts/prospects
• Attend and present at Industry trade shows as required