VP of Sales & Service
Company: Telecom Svcs., Englewood, CO
Posted on: December 7, 2018
The Vice President of Sales is responsible for providing senior-level leadership and direction over the Company’s sales strategy to drive and execute attainment of revenue objectives. Establishes plans and strategies to expand the customer base with a focus on enriching the customer experience. Areas of responsibility include commercial, residential, reseller and door-to-door.
Essential Duties/Responsibilities Develop and implement strategic sales forecasting activities and plans to support the Company’s short and long-term strategic revenue growth plan. Interface with Marketing on lead generation initiatives. Review market analyses to determine needs, price schedules and discount rates. Participate in feasibility and market research studies to identify opportunities for increased sales; analyze current and new product concepts in order to recommend future product development. Direct channel development activity and coordinate sales distribution; establish sales territories, quotas and goals. Develop standards for qualifying new leads and requesting site surveys to determine serviceability of prospects, including submission of ROI analysis. Drive enhanced performance of the book-to-revenue lifecycle. Work across departments to clearly communicate expectations, track results and resolve conflicts. Reduce the amount of time sales teams spend on selling activities by developing programs that simplify post-sales processes and customer communication. Formulate account strategies to grow the business and the relationships within large accounts. Develop new business opportunities with partner companies with complementary technology. Track, measure and report on sales process metrics and KPI’s, sales volume, potential sales and areas of proposed client base expansion. Work with Sales management to implement automation strategy and programs designed to improve conversion ratios between sales stages. Develop, implement and oversee a comprehensive CRM strategy. Manage commission and incentive programs. Create a reporting and tracking framework that provides simplified audit trails and includes financial disciplines consistent with corporate policies and objectives. Oversee contract terms with outside agencies, vendors and suppliers for sales related activities. Work within approved budget; develop and implement cost saving measures. Interview, hire, train, evaluate and terminate subordinate personnel as needed. Manage and direct team initiatives for achievement of maximum profitability and growth in line with in alignment with sales strategies. Establish and ensure best practices within scope of responsibility. Works on regularly scheduled days as well as unscheduled days and/or beyond regular work hours due to customer or operational demands, as needed. Follows, supports, and enforces all Company standard procedures, policies and safety practices in the course of performing work activities. Performs other duties as assigned. Job Requirements Bachelor's degree in Business, Marketing or related area; or equivalent combination of applicable education and experience required; MBA or related graduate degree preferred 15 years’ experience in sales, marketing and/or business development; previous experience in an industry with monthly subscribers required; telecom or cable industry a plus. 8+ years sales management experience with success leading and managing sales teams Advanced business and financial acumen Exceptional strategic planning, account management and contract negotiations skills Experience in consultative sales techniques and account planning (including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies A clear track record for consistently exceeding revenue goals Knowledge of existing and planned markets, competition, suppliers, customer base and regulatory environment Advanced interpersonal, oral and written communications skills, including the ability to make highly effective presentations and speak publicly Leadership skills exhibiting passion, commitment, enthusiasm and confidence; leads by example. Demonstrated ability to manage and motivate teams, encourage employee engagement, and foster teamwork, creativity and collaboration Strong computer skills, including MS Word, Excel, Access, and Outlook, PowerPoint required. Proficiency with CRM software and related programs strongly preferred Strong organizational skills, including the ability to prioritize and effectively manage multiple projects with competing deadlines Willingness to travel as needed
Keywords: Telecom Svcs., Englewood, CO, Denver , VP of Sales & Service, Executive , Englewood, Colorado
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