Growing project management services company is looking for a VP of Business Development. Candidate can live anywhere in the US.
The Vice President (VP) of Business Development will be tasked with driving revenue, gross profit and EBITDA growth and delivery of a consistent customer relationship experience across all contracts. In addition, the VP assists Operations with the on-boarding and implementation of new contracts to ensure best-in-class business processes and the optimization and scalability of business operations. Overall, the VP will be charged with directing the sales effort, monitoring the results, quantifying the successes and shortfalls, making suggestions and adjustments as needed, and contributing to and fostering the baseline strategies to be employed. Skills in selling strategic alliances on a corporate level will be an essential component of the role. This position will be required to manage and grow a team of talented sales professionals and quoting experts and leading and directing them to execute successfully against Company's strategic plan. Job Functions Strategic Planning & Risk Mitigation – • Support the CEO and lead the sales team in the successful acquisition of pull through and new business that attains annual company revenue, GP and EBITDA goals. • Structure detailed strategic plan for maintaining existing and building new business relationships and opportunities. • Assist with ensuring contract terms/language are structured in a way to mitigate the risk to the Company. • Monitor areas of company risk, communicate and collaborate with the Senior Leadership Team to implement mitigation plans. Business Acumen/Development – • Direct the sales efforts, monitor the results, quantify the successes and shortfalls. • Identify future industry trends and client contact opportunities and keep up with industry dynamics. • Stay abreast of important market trends and product categories by attending industry events and through customer interactions. • Enhance existing service offerings and identify new opportunities. • Utilize a pro forma P&L modeling program to ensure correct modeling, margin protection and use to set a benchmark for actual profitability performance reporting. • Assist with projecting future sales and ensure timely flow of material to the customer (monitor lead time and cash cycle). • Run Sales Profitability Analysis to assist with the review margin across each customer and ensure alignment with contracted margins. • Participate in and select for the company key industry organizations and ensure a high level of visibility is met. Customer Service & Contract Execution – • Review departments existing SOPs to ensure they are current and update to drive continuous improvement and optimize operational performance. • Collaborate with the Leadership Team to develop new SOPs and corresponding training protocols in response to contract requirements, increasing customer needs, changing technologies, and evolving business practices. • Collaborate with Operations to contribute to supplier negotiation strategy development. • Review and provide feedback on supplier performance (i.e. payment status, on-time delivery, back order status and order fill rates). • Closely monitor internal dashboard reporting (i.e. AR, AP, Weekly Sales Flash, etc.) and provide feedback on the necessary corrections to optimize profitability and ensure the health of the business. • Develop a customer feedback mechanism to monitor, report on, and refine the relationship. • Oversee bid awards/contracts, manage the entire process through contract negotiation and filling out the first past of the contract on-boarding spreadsheet and help ensure best in class customer service, compliance with contract terms and conditions and proper monitoring of profitability. • Assist with marketing plan and customer service excellence strategy. • Develop strong customer relationships on all levels. Decision Making – • Resolve issues independently and/or lead and empower team members to resolve issues for customers and suppliers. • Oversee the sales teams and direct their oversight of the pricing negotiation, adjustment, approval and communication process. • Assist with coordinating the timeline, resources, and workforce for numerous projects and contracts from project initiation until completion and in alignment with contracted quality, service and budget. Leadership – • Manage and grow a team of talented professionals, leading and directing them to execute successfully against Company’s strategic plan. • Delegate, create formal training and processes that are scalable. • Mentor, coach and motivate team. Create vision and mission for each department in your organization. • Create sustained and standardized work processes and reporting for sales team for large scale growth.
10+ years managing P&L and sales executive headcount within a successful business development organization. • Proven track record in sales and marketing. (Past Construction, EPC and Service experience a plus) • Positive attitude toward producing results and fully engaged, service minded attitude. • Ability to provide an integrated solution to prospects and customers. Must be able to stage a consultative selling process that overcomes objections and indifferences and connects need with Company. • Demonstrated measurable revenue generation in previous experience. • Impeccable oral and verbal communications and presentation skills. • Excellent computer knowledge (Excel, PowerPoint, Sales Force, MRP systems, etc.) • Leverage knowledge of marketing best practices to ensure that sales executives are focused and achieve their stated goals. • Experience in defining industry sector trends. • Participation and management of client teams responsible for key account management. • Undergrad degree required; advanced degree and professional certifications viewed very favorably. • Proven ability to assess talent and develop managers and staff. Ability to coach, teach and train others, provide and receive feedback. • Role model and demonstrates dedication to Management philosophies. • Demonstrate superior organization, leadership and time management skills.