The Vice President of TSI Global Sales reports to the TSI Group President and is responsible for leading TSI and DICKEY-john Sales organizations in North America, South America, Europe, Asia, and India. The Vice President, Sales will plan and lead execution of sales programs to meet annual corporate revenue targets and drive increases in market share while sustaining product margins. This role has management oversight of all sales channels including the TSI and DICKEY-john sales team, distributors, and manufacturer representatives. The Vice President of Sales will collaborate with the Senior Management Team to develop sales strategies in support of corporate growth initiatives based on internal development or acquisition. This role is responsible for leading the professional development of the Sales Managers, Regional Sales Managers (RSMs) and Sales Specialists. Sales Target: Meet or exceed sales targets.
Job Responsibilities :
Sales Team: Recruit, develop and retain highly effective sales team. Lead sales team through effective listening, coaching and employee development. Effectively utilize the annual performance appraisal process.
Channel: Responsible for Global sales/channel strategy. Manage, assess, and develop network of manufacturer representatives, distributors, rental houses, OEMs, etc. Continue to enhance the Channel Management Program.
Sales Process: Develop and implement sales processes including opportunity management, CRM, and channel management.
Customers: Where appropriate, participate in opportunity strategy development to help the sales people close business and meet annual objectives. Serve as advocate for the customer ensuring customer perspective is clearly understood at TSI and DICKEY-john.
Business Unit Strategy: Serve on cross-functional team responsible for identifying and prioritizing business unit strategic initiatives.
Forecast: Monitor and forecast monthly business at product line level to ensure TSI and DICKEY-john maintain adequate demand visibility.
Budget: Provide input into the annual budget and pricing process. Manage expenses to budget.
Marketing: Participate in industry events and conferences. Work with Marketing on competitive and market analysis and provide input regarding new product and new application opportunities.
Collaborate with senior management team on development of distribution strategies in support of growth initiative (new-to-world) products and acquisitions.
Performs other tasks and special projects as requested.
Leads and manages a worldwide team of Sales Managers, RSMs and Sales Specialists. Supervisory responsibilities include establishing objectives, measuring and monitoring performance, coaching, and providing timely feedback regarding performance.
Required: Bachelors degree in engineering or technical field of study
Desired: Masters Business Administration or Advanced Techical degree
5+ years of direct technical sales experience of capital equipment and/or instrumentation
5+ years of channel management experience
10+ years of sales management experience including developing and maintaining operating budgets and effective sales strategies
5+ years of international sales management
Experience managing both direct and indirect sales models
Sales process management, CRM, sales coaching
Technical products and applications similar to those marketed by TSI and DICKEY-john
Careers at TSI - 11 months ago