What are the responsibilities and job description for the Vice President, Sales & Business Development position at Standard Textile?
Standard Textile has been inspiring care, comfort, and change in our communities since 1940. While our business is creating innovative textiles, it’s our purpose that guides the solutions we offer and drives how we treat our customers, our associates, and the impact we make in our communities. We hold ourselves to a higher standard. A higher standard for why we exist, for how we create, and for what's next.
The Vice President, Sales and Business Development leads North American sales of our interiors / FF&E products and services across multiple markets which include Healthcare, Hospitality, Education, and Commercial Office. This leader will be accountable for developing the future talent pipeline needed to execute against sales growth targets through leveraging our existing shared sales network and strategically developing an interiors-focused field sales organization, as appropriate.
The Vice President, Sales and Business Development must be highly skilled in navigating customer relationships, cross-functional collaboration and delivering a sales growth strategy for existing and emerging markets.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Customer Relationships
- Establishes and maintains productive peer-to-peer relationships with customers and prospects
- Advocates for the customer while remaining company-first
- Maintains a strong prospect pipeline
- Optimize the use of the CRM to report on and improve sales pipeline, velocity, and deal stage conversions rates
- Financials
- Demonstrates in depth understanding and ability to effectively navigate how contracts and business transactions impact the company’s income statement, balance sheet, cash flows, and risk profile
- Executes with fiduciary duty and responsibility to the Company, particularly when dealing with customers, vendors, and other third parties
- Identifies and mitigates risk, with respect to transactions, contracts and other business items
- Plans accurate and scalable forecasting across both short and long sales cycles
- Cross-Functional Collaboration
- Effectively and constructively navigates the sales team relationships at all levels across BU boundaries
- Collaborates across BU boundaries to ensure IG BU sales objectives can be met while addressing the landscape of competing priorities
- Works with product teams, supply chain and sales teams to ensure timely and accurate forecasts in order to meet customer demand at optimal inventory levels
- Strategy
- Aligns sales team’s objectives with BU strategy through active participation in BU strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting
- Leads effective sales organization through optimal team structure, sales incentive programs and sales resource deployment
- Activity identifies and helps prioritize new product development
- Leverages current market knowledge regarding conditions of competitors including pricing, compensation, and market share to drive growth through appropriate market position
- Talent / Culture
- Provides leadership to the sales team while fostering a culture of accountability, professional development, high-performance, and ethical behavior
- Cultivates high sales team effectiveness and adoption of best practices
- Leads change initiatives by continuously assessing opportunities for improvement, championing change initiatives, and removing obstacles impeding growth
ACCOUNTABILITIES AND PERFORMANCE MEASURES:
- Achieves Business Unit objectives for sales, profits, volume, product mix, and other strategic goals
- Supports the achievement of strategic objectives critical to other functional areas within the Business Unit
REQUIREMENTS:
- Demonstrated success in achieving sales KPIs and generating year-over-year growth
- Four-year college degree, MBA preferred
- 10 years of B2B sales experience (healthcare, education, hospitality, interiors or FF&E market experience preferred)
- 3 years experience leading a sales team
- Experience leading sales in a project-based business is preferred
- CRM experience preferred
- Willingness to travel up to 50-75% of time
MINDSET:
- Ambitious, creative, and hard working
- Relies on extensive recent experience and judgement to plan and accomplish goals
- Critical thinking and problem-solving skills
- High integrity and business acumen
- Personal drive and internal motivation toward high achievement
- Ability to work collaboratively and effectively in a team-oriented environment
- Ability to influence, negotiate and gain commitment at all organizational levels
- Demonstrated flexibility and adaptability; willingness to take risks and try new approaches
- Gets it done while also making the team better
- Be unfailingly respectful and recognize the value that internal and external collaborators bring to the table
Standard Textile is proud to announce it has been selected as a 2021 US Best Managed Company. Sponsored by Deloitte Private and The Wall Street Journal, the program recognizes outstanding U.S. private companies and the achievements of their management teams.
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