Assistant Vice President, Sales

The Assistant Vice President, National Sales is responsible for the leadership of the National Sales team and attainment of the sales and revenue targets.  The primary purpose of the National Accounts team is account growth, retention, and contractual renewal through sustained effective sales relationships as well as uncovering and signing new business opportunities with National reach. They will drive and champion the vision, mission, and strategy to align with the BU goals and objectives. 

Key activities for this position include: strategic planning, direct and indirect sales execution and sales strategy.  The AVP must have strong development and management skills coupled with strong strategic planning, organizational and implementation skills. The AVP will need to possess a creative problem-solving mindset, an entrepreneurial spirit, excellent people skills, and prior experience leading sales.  They will partner cross functional business teams to ensure sales embraces pragmatic analytic solutions.  

PRIMARY DUTIES/KEY RESPONSIBILITES 

Leadership 

• Work to build a team environment with strong morale, positive energy and a goal-oriented culture. 

• Actively provide development opportunities for staff; provide specific and objective feedback to maximize performance. 

• Coach Directors on techniques to provide consistent improvement in their skills and results; this will include day-to-day problem solving and coaching their own team members to meet performance goals. 

• Foster open communication with team members, and clearly communicate importance of team's vision, direction, and priorities. 

• Establish mission critical policies and procedures.  

• Foster a positive business climate which motivates team members and holds them accountable. 

• Demonstrate the flexibility necessary to adjust to changing/additional duties and responsibilities as the markets and company change. 

Develop Business Strategy  

• Develop an overall strategy for assigned product(s) and market(s) in partnership with Leadership, the Regional Sales team and direct reports.   

• Contribute and provide insight into the direction for pricing/packaging, product, customer service, marketing, sales channels, and strategy.   

Develop and Deliver Revenue Goals 

• Develop and apply a thorough knowledge of the industry and competitive activity, both nationally and at the local level, translating this knowledge into appropriate plans and programs.   

• Work closely across Sales teams, Product Management, Marketing and Finance groups, and identify top revenue/share producing opportunities.  

• Facilitate and execute plans to leverage business opportunities.    

• Budget and forecast sales goals for the Business Unit/s and identify how to best utilize all resources to achieve sales goals. 

 Manage Metrics, Budget, and Reporting 

• Define the business requirements needed to develop the operational infrastructure required to deliver against goal.   

• Facilitate and deliver appropriate business and financial metric reporting.  

• Build and execute an annual business plan and manage divisional expense budget effectively. 

• Measure and communicate progress to goal and performance to standards. 
   

Sales Management  

• Lead, manage, coach and develop Directors/direct reports. 

• Oversee hiring, training and development of teams. 

• Advocate and ensure the promotion of sales goals and objectives. 

• Develop regular action plans with Directors/direct reports to improve sales performance. 

• Establish success metrics and evaluate performance of all initiatives and programs.  

• Identify opportunities to leverage current promotional / sponsorship to enhance business.  

• Attend select local and national industry events.  

• Maintain ongoing awareness of market conditions and trends to ensure effective reaction to market changes.  

• Propose and execute policies and programs to achieve maximum sales potential for products and/or services. 

• Collaborate with business partners to continuously review and improve compensation, training, and sales incentive programs.  

• Maintain involvement with business/professional organizations in order to build professional relationships 

Required Experience & Specialized Knowledge and skills 

• BA/BS degree required + 14 or more years of relevant experience with at least 7 years of experience in a leadership role

• OR MS degree + 12 years experience

• OR Ph.D. degree + 9 years experience

• OR 18 + years of experience with no degree

• Demonstrated business understanding and working knowledge of best practices. 

• Financial literacy skills, ability to analyze client P&L, 10k, and other financial documents and interpret revenue, cost, and margin trends effectively. 

• Strategic thinker with passion for the customer and an ability to think creatively and analytically. 

• Product development and brand management experience strongly preferred. 

• Strong knowledge of fleet industry required. 

• Entrepreneurial, self-starter with strong point of view and ability to deliver and execute vision is required. 

• Strong written and verbal presentation, communication, interpersonal, and problem-solving skills required. 

• Demonstrated ability to work across a broad range of internal and external constituents and cultures. 

• Ability to travel up to 50% (day and overnight) as needed is required.  

• Looking for someone located in the Eastern, Central or Mountain Time Zones.

• Other duties as needed or required 

• Requires physical ability and mental acuity to execute the duties of the position successfully within required timeframes in order to meet business requirements.