Department: Sales
Travel Required: 40% or more
Position Type: Exempt Salaried Full-time Regular
Location: Anywhere in the United States; Minnesota preferred
Reports to: CEO
Roles and Responsibilities
The Vice President of Sales is responsible for ensuring the company meets its top line sales objective while directing the overall coordination, functional management and leadership of the sales activities of the company. He or she will develop and implement the company’s sales strategy and ensure that the sales team properly executes on a sales-related marketing strategy and will monitor, analyse and ensure the execution of sales activities against goals.
- Develop and execute a high-achieving sales plan; drive this plan to achieve company, personal and team quotas and goals
- Directly oversee 6-8 team members including Directors and Territory Managers
- Provide quarterly updates, revisions and modifications to the plan
- Working with the Sales Director and Service Director, manage, mentor, compensate, incent and evaluate sales team members; recruit additional staff as needed
- Coordinate, manage and assist Territory Managers and Inside Sales Representatives in the field to identify target clients, make presentations, close sales opportunities and work with existing clients
- Develop and manage a sales pipeline and process tracking system with Key Performance Indicators for various stages of sale development (i.e. calls conversations, demos, proposals, sales)
- Ensure optimal sales structure alignment for meeting sales goals – territories, team structure, etc.
- Work with the Director of Marketing and sales staff to ensure production, cultivation and coordination of prospect leads and follow ups. Ensure that sales activities focus on both incoming leads and outbound prospect profiling and targeting.
- Coordinate new sales development activities and sales packages for the different segments of the K-12, postsecondary and international marketplaces
- Regularly work with Product Managers and Account Managers to suggest new products and services for potential development by the company
- Establish compensation plans for all sales personnel, including salary structures, commission plans, sales contests and bonus plans
- Set and manage expectations for everyone on the sales team around personal and team goals, pipeline reporting, pipeline creation and activity
- Create, implement and regularly review a successful sales training programme
- Manage the company’s contracts in responding to RFPs, reseller agreements and partnership documents
- Through the Director of Service, oversee Account Management staff regarding smooth transition and support of clients from sales to implementation phases ensuring a positive and clear understanding between Sales and Account Management to achieve a high rate of renewals
- Maintain a good working knowledge of current sales techniques and industry developments by attending conferences and conducting related research
- Plan and lead semi-annual sales meetings, trainings and performance reviews
- Other duties as the business demands
Qualifications and Education Requirements
The ideal candidate has significant national experience in selling training or technology-based products or software as a service. He or she will have proven success in running national (or large regional) teams, inside sales and customer support as well as managing channel partners, both domestic and international.
- Bachelors Degree
- 5+ years of proven success as a VP of Sales with field management experience
- Proven track record of consistently meeting and exceeding sales goals
- Proven success in substantially growing revenue
- Proven success in recruiting, training and growing a sales staff with good retention
- Solid sales leadership and experience in sales training, commission planning, and budgeting
- Working knowledge of SalesForce.com or similar Customer Relationship Management System
- Channel sales experience
- Proven expertise striking a balance of encouraging and motivating while providing clear expectations and accountability
- Leads by example; enjoys the selling process and coaching others to be successful
- Results driven individual with the ability to analyse their own as well as others performance and develop and execute plans to continually improve
- Ability to travel 40% or more
- Ability to consistently model Atomic Learning’s mission, vision and values
Preferred Skills
- Experience selling software or training as a subscription-based service
- Channel Sales experience
- Experience selling into the Education market
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