The Onstott Group has been retained to recruit a seasoned and proven
Executive Vice President and General Manager of the Americas for an
established enterprise software company.
The position is responsible for the company's Americas P&L, which is
currently organized in three regional business units: East, West, and
Federal. All field personnel in the Americas report to this position,
including sales, sales support, and professional services. Marketing,
Customer Support, Finance, HR, and legal are global functions with
certain positions assigned to the Americas (in some cases with dotted
line-like reporting to the region).
The position will be based in either New York or the Baltimore area.
Skills
/ requirements:
•
Proven industry sales and development leader with 15 to 20 years of
progressive experience..
•
Experience working for a global software company that sells its products
more in the form of solutions that transform into enterprise software
platform licenses.
•
Demonstrated success taking a company from $75 million to $200 million.
Our client is a publicly traded, multinational industrial manufacturer
that has grown largely through strategic acquisitions. Our client is
based in the northeast with major operations in Houston, Cincinnati, Los
Angeles and Chicago.
This Enterprise Sales Process Leader will be responsible for defining
and implementing world class sales processes and supporting tools across
our clients 12+ global businesses. The successful candidate will be
accountable to ensure these improved processes result in sales growth,
while ensuring sales effectiveness and productivity is optimized. This
role requires a unique blend of practical Sales expertise, process
orientation, leadership, and project management skill that manifests
itself in a high-impact business leader capable of delivering
operational excellence. The job will require 60% travel, including
international. The individual can be based at one of the major offices
or work out of their home.
Skills:
• Approximately 7 years experience in sales, marketing, and product
management functions for a large, multi-product company with a track
record of success. Preference for experience selling highly engineered
product.
• Persuasive, strategic, consultative selling skills preferably trained
in and experienced with strategic selling methodologies like Miller
Heiman
• Direct experience participating in the implementation and
institutionalization of enterprise-wide CRM applications, specifically
related to sales force automation processes.
• Direct experience leading continuous improvement projects/programs
(e.g. Kaizens) around sales related processes.
• Must demonstrate leadership, influence, project management,
relationship-building, and communication skill – able to lead without
direct reporting relationships.
• Creative, flexible, and objective focused with expert skills in
cross-functional thinking and process planning
• BA or BS degree preferably in marketing/business, MBA preferred.
