Sr. Vice President of Sales

Rochester, NY

JK Executive Strategies is proud to partner with a manufacturing partner in Rochester, NY in search of a dynamic and results-driven SVP of Sales to join its team! The ideal candidate will be responsible for driving significant revenue growth, managing a robust sales and customer service team, and expanding channel partnerships across core markets. As a key member of the Senior Leadership Team, the SVP of Sales will play a critical role in shaping business strategy and aligning sales operations with the company's broader goals. This role offers a significant opportunity to lead a high-performing team, drive growth, and make a lasting impact on our client's business. If you are a proven sales leader with a passion for driving results and building strong teams, we encourage you to apply.

Responsibilities:

Revenue Growth and Team Management

Lead the sales function with responsibility for achieving $25M - $30M in revenue and driving growth to $50M.
Manage and develop a team of 12 to 18 people, including 7-10 account managers and a 6-7 person customer service team.
Oversee the training, performance management, and hire/fire activities to ensure optimal development of the sales team.
Implement and manage sales activity tracking and customer service activity management to ensure maximum efficiency.
Personally support the team on high-value opportunities, guiding critical sales engagements.
Develop and manage sales team metrics to track performance, ensuring targets are consistently met or exceeded.
Design and implement commission and compensation plans to incentivize and reward performance.

Channel Partnership Management and Growth

Manage and grow relationships with existing channel partners, including dealers, value-added resellers (VARs), integrators, and distributors.
Develop strategies to recruit and onboard new channel partners in both current and adjacent markets to drive further sales growth.
Collaborate with the Marketing team to develop and execute channel programs and establish performance metrics to monitor channel success.

Market Challenge and Opportunity Identification

Identify and pursue opportunities for growth in adjacent markets, product segments, and applications.
Analyze and solve challenges related to pricing, delivery, communication, and product quality.
Monitor the competitive landscape and market trends, ensuring the sales strategy remains adaptive to market conditions.

Cross-Functional Collaboration

Build strong relationships with Operations, Marketing, and Finance teams to align sales objectives with company-wide goals.
Operations: Ensure streamlined communication for efficient customer quotations, order handling, delivery, and post-sale support.
Marketing: Collaborate on inbound/outbound marketing initiatives and ensure alignment with sales programs.
Finance: Develop sales forecasts, pricing strategies, and analyses to support accurate financial planning and performance reporting.

Strategic Leadership and Business Development

Actively participate in the Senior Leadership Team, contributing to business strategy, forecasting, and identification of growth opportunities.
Support business development activities aimed at securing large accounts and expanding into new markets.
Prepare and participate in key company communications, such as Board of Directors meetings, providing insight into sales performance and strategy.

Sales Strategy and Forecasting

Develop comprehensive sales forecasts, sales plans, and pricing strategies to support revenue growth.
Analyze sales performance data and adjust strategies as needed to ensure the company meets its financial and operational goals.
Understand and grow current sales within existing and new market segments, including security, access control, events/badging, gift cards, and hospitality.

Requirements:

Bachelor’s Degree required, Master’s preferred.

Minimum of 10 years of sales leadership experience leading a mid-sized organization. Experience in one or more hardware, technology, and manufacturing sales.
Strong background in channel-based sales, including managing relationships with dealers, VARs, and integrators.
Experience recruiting new channel partners and driving sales growth through indirect sales channels.
Knowledge of channel program development, with a track record of successfully collaborating with marketing teams to execute these programs.
Demonstrated success in managing sales teams, with experience in both sales and customer service functions.
Proven track record of meeting or exceeding sales forecasts.
Ability to coach, mentor, and develop a sales team, including performance management and recruitment.
Experience in designing and implementing performance metrics, compensation, and incentive programs to drive team success.
Ability to identify and seize market opportunities in adjacent product lines and market segments.
Strong business acumen with experience in P&L management, forecasting, and sales analysis.
A self-driven, dynamic, and positive leadership style, with a strong focus on motivating and supporting team members.
Excellent cross-functional collaboration skills, with the ability to work effectively with Operations, Marketing, and Finance teams.
Strategic thinker with the ability to contribute to high-level business decisions and communicate effectively with senior leadership.
Strong relationship-building skills, both within the company and with external partners and customers.
Ability to work effectively in a fast-paced, high-growth environment, with the flexibility to adapt to changing priorities.
Ability to develop and communicate sales strategies that drive results and align with the broader business goals.
This is a Rochester, NY-based position, with an expectation of being in the office at least four days a week.
Domestic travel as needed, approximately one trip per month.

Salary Range

$165K to $185K annually + variable compensation

JK Executive Strategies is an Equal Opportunity Employer. It is the policy of JK Executive Strategies to provide equal opportunity in employment and conditions of employment to all individuals regardless of age, race, color, religious beliefs, national origin, sexual orientation, gender identity, sex, veteran or military status, disability, pregnancy-related condition, predisposing genetic characteristics, genetic information, marital status, familial status, prior arrest, domestic violence victim status, non-job related convictions, participation in lawful activities outside of our workplace, or any other status protected by law.

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Sr. Vice President of Sales