Vice President of Sales

4 weeks ago

Lawrence, United States Equipment & Controls, Inc. Full time

Equipment & Controls, Inc. is a successful and innovative Emerson Impact Partner. ECI provides an entrepreneurial opportunity for each employee to achieve our common mission of Delivering Successful Customer Outcomes 100% of the Time. Our customer base includes natural gas, chemical, power, food and beverage, mining and metals, life sciences, pulp and paper, refining, petrochemical, OEM and nuclear industries. With offices in Pennsylvania, West Virginia, and Ohio, ECI is the region’s leader in process control and industrial automation products and solutions. We seek individuals that share our passion for excellence.


Business Unit/Department: Executive Leadership Team


Location: Lawrence, PA


Job Summary:

As the Vice President of Sales & Marketing you will be responsible for meeting overall revenue growth and profitability targets, in conjunction with key sales and marketing initiatives. This position provides leadership and strategic direction to the business’s overall revenue generation efforts, inclusive of securing new customers, developing new avenues for revenue generation, oversight of sales programs (digital and physical) expanding opportunities within the current customer base, and delivering new product offerings and/ or solutions. The VP of Sales and Marketing leads and manages all revenue generating activities and marketing campaign support. In this leadership position, the VP of Sales and Marketing sets departmental KPIs and evaluates the effectiveness of the sales and marketing initiatives, making appropriate changes that encourage achievement of overall revenue and gross margin targets. The VP of Sales also takes initiative for all succession planning activities that ensure a successful talent development pipeline for the long-term future success of the sales and marketing function.


Essential Duties and Responsibilities:

  • Accountable for overall revenue and gross margin performance
  • Develop sales and marketing growth strategies, identify sales initiatives and business development opportunities across the company.
  • Optimize organizational design to provide existing and new customer account coverage model.
  • Effectively deploys digital marketing campaigns and sales lead generating opportunities.
  • Strategize with Business Unit Leaders to retain and grow business year over year.
  • Actively participates in sales management on a day-to-day basis including remote office visits regarding staff development (mentoring), plan execution, and joint prospect and client sales calls.
  • Build and develop a team of top-tier sales professionals with a customer-centric sales mindset that is focused on new business development, retention, and relationship development.
  • Develop and implement a robust sales management process – pipeline, account planning, territory management, proposals, and win loss analysis.
  • Drive accountability by developing appropriate metrics and coordinating compensation and promotions with these metrics.
  • Leverage sales automation and tools to support growth and efficiency within the team including CRM, lead generation software, etc.
  • Ownership over CRM system and future development roadmap
  • Monitor industry trends, consumer preferences, and competitor activities to identify new sales opportunities across the current product lines.


The Ideal Candidate:

  • Will possess a bachelor’s degree, ideally in Business Administration or Marketing, or relevant business or technical related degree, MBA preferred. Those with other relevant experience will be considered.
  • Will have a minimum of 10 years’ experience in sales or business development leadership.
  • Will have a demonstrated career track record of successfully growing revenue year over year.
  • Will have experience in the industrial automation and/ or engineered products industries.
  • Has the ability to effectively link strategic objectives of the company to risk scenarios and convey risk related topics and opinions to the leadership team.
  • Has proven ability to work in a fast paced, ever-changing environment and to handle multiple projects simultaneously.
  • Able to negotiate complex issues through effective communication, team building, coaching, and influence.
  • Possess proven P&L understanding and decision-making skills and experience.
  • Has experience in the use of CRM as a tool for revenue and profit growth.


Core Competencies:

  • WORK COLLABORATIVELY - Promote an inclusive and positive work environment that encourages collaboration and team building across all levels of the organization. Work with others to resolve obstacles that may prevent the organization from achieving its mission.
  • CUSTOMER FOCUS - Demonstrate the desire and knowledge to understand customer needs. Provide personalized, professional and courteous service, accurate information, continuous communication and the ability to handle customer concerns in an appropriate manner.
  • INTEGRITY - Behave ethically, act fairly and take responsibility for accomplishing work goals


Required Competencies:

  • Business Acumen
  • Managerial Courage
  • Achieving desired results
  • Strategic planning/ Action
  • Creating and articulating a strategic vision
  • Change leadership
  • Inspiring Others
  • Cultivating Networks and partnerships


Additional Details

We provide our team with everything needed for success, including world-class products, excellent initial and ongoing training and top-notch work equipment. We reward hard work and success with a competitive base salary and variable compensation and benefits package, as well as a retirement savings program, which includes 401(k) with company match and profit sharing. Salary is based on experience. EEO/AA/M/F/Veteran/Disability

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