Job Openings

Vice President of Sales, SaaS Based Solutions

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Location
Baltimore, MD
Job Type
Direct Hire
Date
Feb 03, 2020
Job ID
2680500

Our Clients Solution


(This can be a remote from home office position)


The solution is comprised of data-rich interfaces supported by sophisticated functionality that helps dealerships drive higher sales. Because today's car buyer does most of his or her research online, the inbound phone call has become increasingly important for dealerships. Callers are typically high-value sales prospects, far along in their purchasing journey, and so answering these calls properly is paramount to a dealer's success. Dealers who leverage this unique platform gain substantial insights into phone calls, both those that convert into sales and, as important, those that are mishandled, but can be recovered. Our client serves over 3,300 dealer locations and partners with twenty global automotive manufacturers.


 


Purpose


The primary purpose of this position is to partner with both internal and external resources to lead and manage the Sales strategy & execution.  This will be achieved by building an effective and scalable sales team that effectively meet the criteria and objectives outlined below.


 


The VP Sales reports directly to the CEO and will work with the leadership team across the company to help build and drive the “transformation” of this client, as they move to a SaaS based model.  They will act as a liaison across the business to ensure key strategies and initiatives are being executed and training/development provided in support of the organization’s direction.


 


The VP Sales is expected to lead and motivate the team, consistently provide an excellent experience to partners and accounts, as well as represent client needs and goals within the organization to ensure quality and an exceptional customer experience.


 


This position can be based remotely out of your office but is expected to travel as needed to execute on the strategic direction. 


 


Criteria and Objectives:


 



  1. Proven track record creating and implementing demand generation programs, that increase revenue.
  2. Proven track record working in tandem with marketing and CS to drive retention and decrease churn.
  3. Proven track record selling into Tier 3 (Dealer Networks) (Tier 1 & 2 experience an asset)
  4. Track record working with stakeholders to build consensus. This includes internal and external communication to develop a consistent message. Specifically working closely with marketing, customer success and product development to sync the overall vision.
  5. Ability to build operations that are scalable, repeatable, ROI
  6. Strong understanding of data analytics that drive actionable results. Use of CRM systems, (Salesforce), to launch acquisition and retention campaigns.   
  7. Proven track record building “winning” sales teams. Proven track record developing and mentoring sales teams.  A keen eye to trends, and “thought leadership”, best practices.
  8. Ability to work in fast paced environment and be a "transformational" leader
  9. Strong structured capabilities and personality with deep analytical skills that are individually evaluated by;

               Cannot be low self-structured, independently measured and driven.


               Cannot be low in thoroughness, high attention to detail and follow up.


               Cannot be low in external structure, sensitive to standard operating procedures.


 


 


Primary Responsibilities



  • Through training, coaching and working closely with marketing to ensure the sales team is working toward reaching their quotas on a consistent basis. Lead Generation from marketing to account for 25% YOY growth.
  • Working closely with marketing to manage and evolve clients CRM (Salesforce) and ensure global adoption for managing KPIs, pipeline and forecasting. Ensure all customer information is captured and up to date.
  • Implementing and actively promoting strategies to more effectively incorporate the “Customer-First” into planning through Key Customer engagement initiatives and lead the sales teams in driving growth for the business. Ensure client engagement on a quarterly basis.
  • Demonstrate strong leadership competencies in leading the sales team in ensuring an excellent customer experience. One that increases retention and drives more sales.
  • Trouble shoot and drive change within the business as necessary
  • Work in tandem with marketing to help create and launch go to market strategies for new product roll outs.
  • Create and manage sales department budget.
  • Ensures the execution of all 3rd party contracts and that they are effectively delivering on cost and quality
  • Out of the box thinking, planning and execution of the strategic plan
  • Development of a strong partnership with the marketing, customer success, product development and operations to promote collaboration and a best in class, flawless delivery to our customers
  • Assessment of the competitive landscape and recommendations for strategic direction within the various geographical regions
  • Serve as a thought leader and visionary in support of the new product introduction process and product marketing efforts to new and existing customers.
  • Work with marketing to strategically leverage market research, competitive analysis and consumer data by customer and/or segment, with targeted strategies that support overall objectives
  • Responsible for “upselling” and “cross selling” other services to existing and new clients when opportunities arise

 


Required Experience and Skills


 



  • 15 + years of proven sales experience, with 5+ years being in leadership roles
  • 8+ years experience creating and running successful demand generation campaigns.
  • Excellent track record of selling into Tier 3 segments of the auto sector. (Tier 1 & 2 is an asset)
  • Ability to work in a growth environment where ambiguity is the norm
  • Proven ability to leverage data and drive campaigns that are scalable and have a clear ROI.
  • Track record of success in creating strategies and executing on the plans that address churn and retention.
  • 10+ years’ experience in role that demonstrates taking ownership and responsibility for own actions and being pro-active in problem solving
  • Software experience working in a SaaS company
  • Previous experience working with Salesforce CRM.
  • Experience with high growth $5-$50M business
  • Proven track record in understanding and articulating the “Customers’ journey, which then resulted in an increase in customer retention and reduction in churn. Focus on the “value” perception of product(s) and service(s).
  • Strategic thinker who is action oriented with a high sense of urgency