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Form of workJob Description
We are an innovative technology company that designs, manufactures, and sells products and services focused on helping employers and employees work smarter and safer. Originally focused on the United States’ underground coal mining industry, we have expanded into industrial markets in both the United States and around the globe.
We work with customers and strategic partners to develop customer-focused suites of innovative, leading-edge technology to our existing markets and beyond. As technology evolves, we incorporate the latest innovations, such as artificial intelligence, cloud management, and real-world analytics into our next-generation products.
PurposeThe Vice President of Sales & Marketing will be responsible for the development and execution of annual and long-term strategic objectives to grow sales and profits. The Vice President of Sales & Marketing will be expected to recommend new programs, initiatives, and approaches to sales and marketing, capable of growing our business across varied market segments. In addition, the Vice President of Sales & Marketing will be responsible for identifying, growing and managing a global sales and marketing team, as well as creating and managing the annual sales and marketing goals and plans.
Essential FunctionsMarket Expert- To act as a brand champion.
- Understand and communicate the market drivers for the forklift and heavy equipment business segments.
- Understand and communicate market drivers for all new market segments entered through organic or acquisitive growth.
• Analyzes key trends, opportunities, threats and implications related to our external environment, both in terms of current and potential competitors.
• Develop strategies to maximize account acquisition and market penetration.
- Create collaborative environment between Engineering, Operations and Sales to capitalize on emergent and tangential opportunities.
- Develop and implement Key Account strategy for all markets.
• Recruit and develop the sales talent necessary to exceed corporate revenue and profit goals.
- Develop recommendations regarding incentive-based compensation elements for our sales team, and implement any plans adopted by us.
- Develop, implement and manage full sales coverage plan in all target markets
• Develop over-arching marketing strategy to support the sales effort
• Manage internal and external marketing assets.
Customer Relationship Management• Be the champion of Salesforce.com CRM system.
- Liaison with Engineering, Operations and Product Management to develop strategies to improve the long-term value of customer relationships.
• Identify and attend events designed to promote higher level customer relationships.
Administration• Develop annual Sales and Marketing Plan
- Provide quotas / sales objectives to the members of the sales team and hold them accountable to the goals.
• Develop actionable Key Performance Indicators to monitor the attainment of goals and objectives.
Performs other duties as assigned.
AccountabilityReports to the President. Ensures that all work is done in accordance with Federal, State and Local laws, regulations and requirements, customer specifications and company policy. Keeps President aware of all progress and problems.
Training / Cross Training / ProgressionTrains to maintain top standards for delivering excellent performance.
Monitors the status of any required training and works with Legal, as necessary, to maintain compliance with the same.
- Technical acumen required; bachelor’s degree from an accredited university preferred; MBA preferred.
- Revenue responsibility for >$250MM
- Minimum of 10 years of experience in a Business to Business (“B2B”) sales and marketing leadership role in the industrial market; Ideally has experience in the forklift industry.
- Self-starter, entrepreneurial and creative thinking ability. A business builder – not maintainer.
- Strong leadership / people management skills. Strong accountability manager. Takes ownership of the role and responsibilities.
- Strong project management experience delivering results across functional boundaries.
- Strong analytic and strategic thinking ability; Must be a problem solver, self-motivated and be a team player, including subject matter experts across other disciplines or departments.
- CRM Experience required. Salesforce experience preferred.
- Experience with SaaS service model desirable.
- Proved experience with successful new product launches.
- Knowledge of (digital) marketing communications tools, techniques, and related developments including social media
- Ability to create and manage budgets, and negotiate business deals
- Advanced skills with Microsoft Office programs, Analytics and familiar with Data Modeling tools
- Ability to travel overnight when needed <50%
- Excellent written and verbal communication skills
This position is an in-person position, working on-site in Lexington, Kentucky. Daily job duties will consist of office, conference room, or desk work. Candidate may be required to work on-site at customer environments or large exhibition venues. In the performance of duties of this job, the candidate may be exposed to work near large moving equipment or industrial machinery. Travel and the ability to work various shifts or hours as required by customers may be required. International travel is required.
Physical RequirementsThe candidate is occasionally required to stand; walk and stoop; or crouch. The candidate may need to lift and/or move up to 20 pounds, on occasion. Specific vision abilities required for this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. The candidate’s typical job location would be a desk, involving computer work and skills necessary.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or veteran's status.
Applicants with a disability or a disabled veteran may request a reasonable accommodation if he/she is unable or limited in his/her ability to access job openings or apply for a job on our website as a result of his/her disability. The applicant may request reasonable accommodations by contacting us at 317-661-1740.
