THE COMPANY

About GenServe, LLC

GenServe, LLC is the nation’s leading independent provider of scheduled and emergency power generator maintenance, repair, and sales in the United States, serving primarily commercial customers in various industries. The company’s plan is to continue to accelerate its already rapid growth through further investments in organic sales growth and acquisitions. The Company’s complete and extensive service platform positions it as a one-stop shop for all commercial generator maintenance needs. Established in 1990, the Company has the largest team of Electrical Generating Systems Association (EGSA) certified technicians in the Northeast and an expanding footprint in other regions. GenServe is headquartered in Plainview, NY, with branch offices in New Jersey, Pennsylvania, Illinois, Florida and Texas, and is accelerating its growth into new territories across North America. In April 2018, the Company was acquired by private equity firm GenNx360 Capital Partners.

For more information about GenServe LLC, please visit: https://www.genserveinc.com/

POSITION OVERVIEW

Reporting to the Chief Commercial Officer, the Regional Vice President of Sales is charged with leading and developing a high performance regional service sales organization to achieve their revenue objective. The Regional Vice President of Sales will be accountable for leading a team of highly effective sales professionals, managing day to day activities that lead to results, coaching each team member to a defined sales process, and reinforcing the established sales culture. They will be responsible for managing the recruitment, training, planning, organizing and developing assigned team. The successful individual will provide leadership, direction and motivation to the team of sales representatives selling contract maintenance services. The Manager will lead and enable a group of professionals to reach sales goals by developing tactical plans, applying effective strategies, providing necessary resources, and tracking progress.This individual will also be responsible for playing a role in evolving and codifying the GenServe Sales System that encompasses all activities from prospecting through closing. This is an opportunity for an experienced sales leader to build on a high velocity inside and field sales organization.

The Regional Vice President of Sales will lead the company’s highest priority organic growth initiative:

Directly responsible for driving revenue and advancing the Company’s business interests.
Actively develops comprehensive sales plans; manages territory business plans to meet revenue goals and quotas.
Builds targeted business plan / strategy for allocating resources and driving sales activities.
Assists in planning sales strategy, managing the internal processes in support of sales reps.
Builds, monitors and orchestrates sales pipeline to ensure continuous population of near to long term opportunities; manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.
Mentors and coaches Account Managers, Business Development Managers and Sales Support Staff on sales process (prospecting to closing), activity standards, work discipline and consultative selling. Leads by example.
Manages and assists Account Managers with sales tactics, identifying buying signals, handling objections and deal strategies for both existing and new customers in order to increase business and close deals.
Conducts deal reviews weekly with each Account Manager, manages to metrics, tracks pipeline activity on a daily basis to yield results.
Engages the right resources (including themselves) at the right times; such resources also include: pre-sales, field service, pricing, and staff support.
Maintains intimate knowledge of deal stages, as well as the commitments to next steps within assigned territory.
Assists individuals with understanding clients’ needs, qualifying opportunities, diagnosing and resolving issues.
Hires and retains high caliber sales talent, efficiently on-boards as needed, understands current employee’s strengths and opportunities, off-boards non-performers.
Responsible for partnering on curriculum development, on-boarding new employees, implementing sales force development plans and executing training.
Motivates and supports sales teams in prospecting and selling, including a high level of support in the pursuit and closing of new and install base deals.
Proactively assesses, manages, and documents employee performance to ensure individual and group excellence and provides essential feedback.
Establishes and delivers weekly and targeted sales training and manages individual development plans to improve individual and sales team effectiveness.
Effectively uses and reinforces the use of sales tools / metrics (Salesforce, ZoomInfo, Salesloft, Teams, etc.)
Prepares and presents weekly comprehensive reports detailing team’s accomplishments and performance against plan.
Assists team in developing and maintaining relationships with prospects, customers, internal resources and partners.
Interacts with senior executives to accurately forecast business and communicate sales team progress.
Reinforces the employee value proposition by being a positive role model.
Provide ongoing performance and general feedback to direct reports.
Provide daily coaching and guidance.
Weekly or Bi-Weekly 1-on-1 meetings with each direct report.

The Regional Vice President, Service Sales will possess a strong background in transactional/inside sales and field sales from prospecting to closing and proven ability to train, mentor, and lead sales teams. S/he will be a high energy hands-on leader able to motivate salespeople day after day in an inside sales environment. The individual must also possess the professional stature to influence senior executives with fact-based discourse and ideas that ensure optimal performance and will interact directly with the GenServe CEO, senior management, and the GenServe Board to present and review progress.

Ideal candidates will have an outstanding sales track record in B2B sales, formal experience hiring and training new salespeople, and a demonstrated ability to lead sales teams and achieve growth goals.

EXPECTED OUTCOMES

Achieve revenue objective
Clear individual and team sales targets with daily/weekly/monthly evaluation metrics and process
Robust sales training program in place to develop skills necessary to meet and exceed sales targets
A high-energy culture of on hard work, continual improvement, friendly competition and camaraderie
A standard practice of weekly team training focused on role playing and hands-on skill building exercises
Sales model, processes, and training program refined and codified for implementation and training
A highly effective sales team able to grow with GenServe as the company rapidly scales through acquisitions in new geographies

EXPERIENCE / SKILLS / EDUCATION

Demonstrate excellence in high velocity sales for a B2B services business
Eight years (minimum) professional experience in B2B transactional sales
Five years (minimum) training and management experience in B2B transactional sales
Highly experienced using CRM as a salesperson, and as a manager to drive sales operations and reporting
Experience in the design of programs to train and develop inside and field sales talent
High-energy style with “achievement intensity” to hit sales goals
Track record of developing cultures where team members are passionate about winning
Excellent ability to motivate their team through the daily grind of high velocity sales
Genuinely passionate about teamwork and collaboration with their team’s development
Strong and consistent personal ethics, common sense, and a high sense of integrity
Consistently demonstrates humility/low-ego and prioritizes listening over directing
A talented communicator with the ability to impact, influence, and motivate their team and other internal stakeholders
Resourceful, scrappy, self-starter who can build a sales team in a lean environment
Analytic capabilities to identify/assess growth opportunities and develop KPI’s
Bachelor’s degree in business or another applicable field

OTHER KEY ATTRIBUTES

Integrity. Does the right thing and treats everyone with respect.
Bias Toward Action. High energy individual driven to action with the leadership ability to get the same level of energy, excitement and activity from their team. Leads by example: first in, last out, on the floor with salespeople coaching and mentoring every day.
Delivers Business Results. Identifies and drives key levers sales team success and develops mechanisms to hold people accountable. Proactively develops and implements solutions to achieve goals
Capable Business Leader. A true business partner, proactively offers insights on how to continuously make the business better.
Conviction. Has well-supported views and appropriately advocates while being open to the ideas of others. Takes personal responsibility to ensure complete execution.
Judgment and Decision Making. Considers all factors to form the best overall solution for the Company
Effectively Consumes Data. Good at spotting trends and interpreting data. Looks at data from different angles and asks the right questions to gain additional insights
Sets the Tone. Understands that employees look to this Commercial leader for indications of business health and provides a realistic, but optimistic view. Possesses the self-awareness to monitor and adjust the signals sent to the organization (mood, demeanor, mannerisms, the way people are treated) to have a positive impact

Logistics

Ideal candidate will be based in the Central East Region of US
100% remote position
20% travel w/in Midwest and East Coast
1x a year in person meeting for National Sales Meeting

GenServe LLC

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Regional Vice President, Service Sales