Vice President of Field Sales

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Vice President of Field Sales

The VP of Field Sales is a key member of the AWP management team and will have primary responsibility for leading the sales and sales training functions of the organization.

The VP of Field Sales will be responsible for providing strategic sales leadership and driving the sales execution to ensure that AWP achieves profitable revenue growth, continues to increase market share, develops new selling competencies, and builds a sustainable industry leadership position.

The VP of Field Sales will be responsible for executing the strategic sales plan.

What You’ll Do

Sales Growth

• Establishes and achieves growth-oriented revenue goals and objectives.
• Leads formulation of the overall sales plan using the AWP Values system.
• Leads and develops the sales team to support sales strategies and to deliver exceptional, profitable sales growth and results.
• Tracks, manages and communicates sales forecasts and results.
• Makes compensation recommendations to senior management.
• Determines staffing strategy and makes recommendations to senior management, implements changes as needed.
• Takes ownership for defining and enhancing sales metrics and benchmarks for measuring progress and maintaining focus.
• Establishes quotas and commission plans; continually manages and monitors.

Sales Strategy & Execution

• Creates a winning atmosphere by effectively communicating the sales strategy throughout the organization.
• Develops in-depth knowledge of the services, understanding the needs of customers, the competitive landscape and knowing how to communicate our value proposition based on their requirements.
• Determines and implements the most appropriate sales market structures to achieve revenue goals, secure new business opportunities and win customers.
• Develops strong ties with key referral sources and key accounts.
• Proactively understands the trends and issues that impact the market.
• Drives the implementation of front end customer strategies, including identifying and involving key customers in service development.
• Advises senior management on sales directions, competitors and market trends.
• Confirms, communicates and implements sales goals and strategies for the sales force, and reviews and updates sales strategies to ensure results align with Company objectives.
• Remains actively engaged in the day-to-day activities of the sales team and proactively addresses obstacles that potentially impede the team's tactical and strategic success.

Team Development, Training and Coaching

• Coaches and trains Regional Sales Managers to implement and execute the AWP Values System and approach.
• Assesses talent at all levels of the sales organization to ensure high level of performance.
• Collaborates with HR to find and keep top sales talent.
• Collaborates with HR on exit plans for under-performers.
• Creates and coordinates training program for new and tenured sales reps that enable them to achieve their potential.

Internal and External Responsibilities

• Creates and sustains effective collaborative partnerships with all departments.
• Collaborates with Marketing for events, meetings, President’s Club, etc.
• Maintains up-to-date knowledge of the regulatory environment surrounding workers compensation.
• Provides strategic insight to the internal management team and suggests ideas for enhancement of operations or improvement.

What You’ll Need to Succeed

Experience / Education :

• 15+ years of related sales experience and a proven track record in sales leadership with at least 5 years as Sales VP.
• BS / BA in Business or other related degree.
• Experience in creating and sustaining strong sales growth and exceeding results and expectations.

Knowledge / Skills / Characteristics :

• Excellent organizational design and process skills.
• Excellent communication skills, both written and oral.
• Strong interpersonal skills with supervisor and staff populations.

Abilities :

• To travel extensively throughout the country.
• To analyze the data from Tableau, Sales Force and other financial outputs.

Competencies :

• Business Acumen.
• Strategic Agility.
• Priority Setting.
• Managing Vision & Purpose.
• Sizing Up People.
• Political Savvy.

Company Competencies :

• Communication listening, informing.
• Patient Focus compassion, customer focus, functional & technical skills.
• Results creativity, perseverance, action-oriented, results-driven.
• Quality problem solving, decision quality, time management, total works systems.
• Professionalism self-knowledge, ethics & values, integrity trust and interpersonal savvy.

AWP is an Equal Opportunity Employer. AWP does not discriminate on the basis of race, creed, color, religion, national origin, sex, sexual orientation, gender identity, age, physical or mental disability, or any other basis covered by appropriate law.

All employment decisions are made on the basis of qualifications, merit, and business need. AWP is committed to providing reasonable accommodations for qualified individuals with physical and mental disabilities in our job application procedures.

If you need assistance or an accommodation due to a disability, you may contact us at [email protected] . We will make a determination on your request for reasonable accommodation on a case-by-case basis.

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