Vice President, Sales

Company: ScanSource Inc
Location: Greenville
Posted on: November 22, 2021

Job Description:

Summary:Veteran sales leader who will lead a group of Sales Directors in identifying, developing, and retaining top talent in order to deliver consistent revenue, considerable year over year growth, and margin growth. The primary responsibility of the VP will include driving the vision and planning for a specified technology segment. This individual will be responsible for the planning and execution of sales strategies leading to higher consideration, segment growth, and increased win rates across the customer base. As a part of this, the VP will be responsible for segment performance management, sales forecasting, and talent performance management. This individual will have ultimate responsibility for driving results of the specified technology segment including quota and KPI attainment.
Essential Job Duties:Management & People Development:

• Recruit, hire and retain a high performing team of AE's, AM's, ISR's, and front-line managers
• Coach and develop team; provide regular performance feedback, development planning, and sales skill training
• High level of focus on team development
• Demonstrate broad strategic influence and leadershipMarket Planning:
  • Collaborate with sales and other cross-functional teams (Marketing, VBM, etc.) to understand and enable customer opportunities
  • Develop, plan and execute growth strategies to increase share of wallet, year-over-year growth, and account penetrationBusiness Development:
    • Develop business plan for their segment and identify growth strategies to execute against the plan
    • Build strong relationships with customers and influence communities to cultivate loyalty and drive growthCustomer Enablement:
      • Provide mentorship and advice to sales management on how to coach sellers to engage with customers and close deals
      • Measure segment performance, including quota attainment, talent performance management, and KPI achievement against stated goals and objectivesSales Support
        • Coordinate with cross-functional and sales support teams to ensure organization-wide alignment and SLA achievement
        • Encourage sales teams to leverage sales systems, sales support staff, and tools to drive for results and efficiency
        • Maintain high-availability to support and coach direct reportsManagement & People Development:
          • Excellent leadership, coaching, motivating and mentoring skills with direct reports
          • Maintain strong working relationships with internal and external stakeholders
          • Excellent conflict resolution and team building skillsLeadership:
            • Strategically focused; provides clear, concise, and compelling messages and direction
            • Develop relationships and establish credibility with top executives to strengthen key account relationships, as needed
            • Establish reputation as a trusted advisor with both industry knowledge and expert knowledge of ScSc solutions and capabilities
            • Identify and lead the appropriate resources required to develop and execute major initiatives and programsBusiness Acumen:
              • Very strong communication, listening, presentation and negotiation skills
              • Advanced understanding of customers' business models
              • Ability to review and act upon financial decisions
              • Ability to review market conditions and advise customers of opportunities and collaborate on a strategy/development planSolution Selling:
                • Expert understanding of ScSc's strengths and offerings; ability to clearly articulate the vision to customers
                • Sell customer value and align and motivate Company and Vendor personnel to act in ways to drive win-win solutionsTechnical Acumen:
                  • Strong understanding of ScSc's solution set and how those solutions will support customer success
                  • Expert understanding of market and technology trendsOther duties as assigned
                    Requirements:
                    • 4 year college degree or equivalent management experience
                    • Minimum 8-10 years previous sales experience
                    • Experience with financial reporting
                    • Strong reporting skills, Microsoft Office skills
                    • Previous experience in distribution channel strategies
                    • Experience in managing $100M+ rolled up disti quota targets
                    • Experience in managing team of at least 15-20 experienced sellers and managers (both in-person and virtual) over large geographies
                    • Strong industry contacts (customer and influencer communities)
                    • Strong consultative selling skills
                    • Experience in business planning and sales forecasting
                      Preferred:
                      • SAP and CRM experience
                        Physical Requirements:
                        • Ability to sit at a computer terminal for long periods of time.
                        • Ability to be physically in attendance at workstation at designated company office location during normal business hours designated for this position.
                        • Ability to travel 30-40% of the time
                        • Ability to lift 15 pounds.
                          ScanSource, Inc. is an Equal Opportunity EmployerEOE/M/FCCPA Applicant Notice

Keywords: ScanSource Inc, Greenville , Vice President, Sales, Executive , Greenville, South Carolina