VP Sales & Marketing

Bloomfield, CT, United States

SUMMARY Reporting to the President, the VP of Sales & Marketing is a key member of the executive management team, responsible for the orders growth of the business and the operation and management of the Sales & Marketing function. The incumbent will have broad responsibility for working closely with the senior leadership team to develop and implement sales strategies, sector budgets, processes and practices to lead, enable and support the achievement of the company’s growth goals. This role will also be responsible for all marketing, internal and external, as well as strategies to build WGPW’s brand in existing and new markets across the globe.

The President will look to the VP of Sales & Marketing as a key business advisor who takes responsibility to ensure the senior leadership team is aligned, engaged, and effectively leading the front end of the organization. This role will require significant time spent in Bloomfield, CT and visiting customers.

ESSENTIAL DUTIES AND RESPONSIBILITIES The position includes but is not limited to the following essential duties and responsibilities. Work with Sales Leaders and Customer Service team to develop/enhance sector growth strategies for achieving specific order targets.

Develop a comprehensive sales architecture which aligns all the aspects of the sales cycle to the stated business strategy. This would include system, processes, and capabilities. Build, implement, and lead a sales competency building program for the entire sales team.

Work with customers and WGPW (customer facing) teams to clearly understand customer needs and define value added and cross selling solutions for those needs, including single product solutions as well as integrated solutions.

Lead Marketing to build an inventory of value propositions and applications that are sector specific but regionally aligned as well as development an external brand recognition program to educate our market through all available platforms.

Develop Ideal Customer Profile (ICP) by sector. Once completed, work with WGPW Leaders to select focus accounts by Sales Representatives and Customer Service.

Create a culture of success around an effective operating rhythm that drives key performance metrics related to sales pipeline development, orders, convertible orders, order closure and revenue targets.

Enhance CRM management to bring more visibility to sales forecasting, pipelines, weekly performance rhythm, and closing data.

Work with Sales and Customer Service Leaders to assess performance of current talent, identify gaps in performance and develop corrective actions including training programs that instill the concept of need based selling and value proposition to deliver the company’s sales objectives.

Organize and update the existing product literature to make it relevant and impactful, enhancing our sales and marketing capability to partner and support our customers.

Build an internal and external marketing program that creates momentum around “why” we do what we do, as well as to monitor customer and market activity.

Enable implementation of the pricing programs in alignment with the strategy of the business.

Build a customer feedback program that enables WGPW to better understand customer value areas thus driving better aligned value propositions.

Participate in key customer strategy development and closing strategic opportunities.

QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience 4-year degree required; MBA preferred.

At least 15 – 20+ years relevant Sales & Marketing leadership experience as well as business experience with significant depth across various functional disciplines of industrial businesses. Prefer 5 – 10 years’ experience leading field sales team with a proven track record of development and successful deployment of sales strategies to deliver consistent business results.

At least 5 years’ experience with strategy and deployment success for internal and external Marketing value propositions, sector applications as well as value aligned applications for specific customer segments.

Minimum 5 years of experience with development and deployment of sales training targeted at a global sales methodology program. This experience should be within the areas of developing an entire sales behavior program from introduction to collections. Experience should also be within constructing training programs focused on CRM, pricing to customer value as well as negotiation.

Preferred at least 3 years operational experience leading, developing, and mentoring service managers as well as technicians of similar industrial companies. Experience in engineering, installation, and operation of similar company applications to industrial based customers. A focus on health and safety as we as sales / operational alignment strategies which target the delivery of customer value.

Personal Competency: Strategy Setting and Executing for Results Strategic thinker who can effectively share and engage the entire organization in the key people initiatives of the company, using a continuous improvement metrics-based approach.

The ability to create and articulate an inspiring vision for the entire sales organization aligned with WGPW’s business strategy.

The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organization's overall strategy.

An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries within the industry.

Ability to implement necessary changes and create realistic goals and implementation plans that are achievable.

Comfortable with ambiguity and uncertainty; capacity to adapt nimbly and adjust to changing business environment, leading others through complex situations.

A risk-taker who seeks data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks.

Personal Competency: Leading Teams, Influence, and Relationships Assertive in style, but respectful of others, and skilled in navigating competing organizational priorities and agendas. Global mindset and team-oriented with the ability to develop a team, coach others, and earn the respect of all employees.

A leader who is viewed by others as having a high degree of integrity and forethought in their approach to making decisions; the ability to act in a transparent and consistent manner while always considering what is best for the organization.

High level of self-awareness and emotional intelligence. Strong relationship builder with exceptional communication and interpersonal skills to build credible, influencing relationships throughout the organization and externally.

High energy, self-motivated, and hands-on management style.

The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of others.

The ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards, which commands respect from followers.

Leads by example and drives the organization's performance with an attitude of continuous improvement by being open to feedback and self-improvement.

Encourages others to share the spotlight and visibly celebrates and supports the success of the team.

Creates a sense of purpose/meaning for the team that generates followership beyond their own personality and engages others to the greater purpose within the organization.

Wood Group Pratt & Whitney is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, disability, genetic information, pregnancy, citizenship, marital status, sex/gender, sexual preference/ orientation, gender identity, age, veteran status, national origin, or any other status protected by law or regulation.

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