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Vice President of Sales Strategy

2 months ago

Cedar Rapids, Iowa, United States Benchmark Full time

THE INDIVIDUAL

Are you an innovative sales strategist, poised to transform success within a leading national consulting firm specializing in roofing and pavement? If you possess a strategic mindset and excel at cultivating impactful relationships while nurturing a culture of growth and evolution, this opportunity is for you. We are in search of a trailblazer who can lead, motivate, and drive progressive change.

If this resonates with you, we encourage you to consider how we can collaboratively shape the future.

Our ideal candidate embodies:
Entrepreneurial Spirit. Demonstrates a proactive approach, skilled at recognizing and capitalizing on new prospects. Resourceful and flexible, with a readiness to embrace calculated risks. Forward-thinking and adept at navigating challenges with strategic insight.
Business Acumen. Possesses a strong grasp of operational efficiency and business dynamics. Effectively prioritizes tasks and resources to enhance organizational performance.
Innovative Mindset. Renowned for creative solutions and introducing novel ideas. Takes the lead in formulating new strategies to propel organizational objectives beyond conventional methods.
Empathetic Leader. Cultivates robust relationships grounded in respect, trust, and empathy. Acknowledged for a collaborative approach that fosters a positive workplace environment.
Strategic Thinker. Evaluates options to stimulate growth for both the team and the organization. Utilizes insight and foresight to make informed decisions that strategically position the company.
Disciplined Professional. Consistently adheres to core values, acting with integrity and ethical standards. Demonstrates a strong moral compass in both professional and personal spheres.
Intentional Mentor. Empowers others through thoughtful delegation, valuing diversity and inclusion. Fosters a culture of trust and generosity, celebrating differences and appreciating each team member.
Continuous Learner. Committed to ongoing personal and professional development, dedicated to the health of the organization.

Actively seeks new knowledge and experiences to enhance growth, while encouraging team members to pursue their own development.


KEY RESPONSIBILITIES
Strategic Partnerships
Effectively communicate the company's value proposition, establish connections with key clients and decision-makers, and leverage industry referrals.
Maintain a comprehensive understanding of competitive industry trends to stay ahead.
Engage actively in industry organizations to enhance the firm's visibility and networking opportunities.
Broaden the company's network, alliances, and referral channels through targeted networking initiatives.
Foster long-term consultative relationships, delivering value and expertise throughout the sales journey.
Serve as a representative for the company, confidently embodying its values and objectives.
Team Development and Coaching
Leadership, Management, and Accountability (LMA) of the Sales Team.
Design and execute sales strategies, actively engaging and mentoring the team in achieving strategic goals.

Guide a structured sales process, coaching the team through all phases from prospecting to closing, making necessary adjustments.

Provide training and development opportunities to enhance the team's sales capabilities and address improvement areas.
Proactively mentor the team using performance metrics for accountability and make necessary adjustments.

Conduct periodic observations of sales interactions, providing constructive feedback and addressing performance challenges, including decisions regarding team structure and recruitment.

Oversee sales compensation frameworks to incentivize desired behaviors and promote a culture of teamwork and ethical conduct.

Manage the recruitment and onboarding of team members, ensuring alignment with company values and facilitating swift integration and success in their roles.

Strategic Planning and Accountability
Develop comprehensive sales strategies to generate new business and expand existing accounts. Regularly review and adjust these strategies as necessary.
Provide accurate and timely sales forecasts and pipeline reports to leadership colleagues.
Create and implement strategies for acquiring new clients and expanding business within existing accounts.
Collaborative Leadership
Work collaboratively with the Leadership Team to align on objectives, strategies, processes, and key decisions.
Articulate a clear sales vision that aligns with the company's overarching goals and market demands.
Quickly assess the effectiveness of sales strategies across the team, adjusting to capitalize on opportunities and enhance overall performance.
Offer strategic recommendations for new business development, focusing on holistic growth through both new and referral business.
Regularly update leadership colleagues on sales planning and execution progress, incorporating feedback for continuous improvement.
Analyze and refine current processes to identify and eliminate inefficiencies, creating effective workflows.
Value Selling and Closing Business
Continuously lead, manage, and develop the team on how to effectively:
Educate current and prospective clients about the company's solutions, addressing their specific needs and challenges.
Build trust through informative, engaging interactions, utilizing active listening to enhance each client conversation.
Prioritize client needs throughout the sales process, guiding them to make informed decisions.
Leverage market insights to anticipate client requirements.
Successfully close sales by creating urgency, effectively addressing objections, and confidently requesting the sale.
Driving Results

Drive new revenue growth and enhance profitability, leveraging the Entrepreneurial Operating System (EOS) and its Leadership, Management, and Accountability (LMA) framework.

Implement proven lead generation strategies to uncover opportunities and engage with key stakeholders to secure meetings with prospective clients.

Ensure the Sales Team builds and maintains strong relationships with key clients and decision-makers.

Qualify opportunities that align with the company's criteria for ideal clients and projects, discerning when to decline non-profitable ventures.

Ensure team members comprehend and can articulate the company's unique value proposition and competitive advantages to effectively differentiate, demonstrate, and sell solutions.

Consistently forecast a sales pipeline with planned activities to achieve revenue targets and meet various performance metrics.

KEY RELATIONSHIPS
The Vice President of Sales Strategy, reporting directly to the President, plays a crucial role in driving sales performance.

This position requires close collaboration with colleagues on the Leadership Team – including the Operations Leader, Shared Services Leader/CFO, and Chief Information Officer – ensuring alignment on sales strategies.

Additionally, they will work in synergy with the HR Director, Safety Specialist, and Scheduler, fostering a cohesive approach to achieving company-wide sales objectives.


QUALIFICATIONS
Required
Minimum of 5 years of experience in sales leadership.
Proven track record of leading and managing sales teams to secure business.
Demonstrated ability to consistently achieve and exceed sales team objectives.
Proven experience in implementing and executing successful sales processes.
Excellent communication skills, both written and verbal.
Strong client-centric mindset, anticipating and understanding client needs.
Innovative problem-solving skills, with a creative solutions mindset.
Proficient in negotiation tactics and utilizing a CRM.
Able to travel for work as required.
Preferred
Bachelor's degree in business and 7+ years of relevant experience.
Experience selling professional services.
Experience in the construction, commercial roofing, or pavement sectors is advantageous.
Experience working with an ERP system.
Familiarity with EOS (Entrepreneurial Operating System).
WHY CHOOSE US?
We offer an unparalleled professional culture that feels like family, where community is valued. We provide opportunities for both professional and personal growth to all employees.

We operate according to our core values – they are at the heart of everything we do:

Foster a strong team based on relationships and trust.
Commit to technical excellence.
Be a benchmark in the industry.
We offer a competitive salary complemented by performance-based incentives.

Additionally, our employees enjoy a comprehensive benefits package including medical, dental, vision, life, AD&D, disability (short and long-term), supplemental insurances (accident and critical illness), employee assistance program, 401(k) with employer matching contributions, and paid vacation, holidays, and volunteer days.