Vice President of Sales

Position Summary

The Vice President of Sales is part of the senior management team at Bell Incorporated responsible for meeting clearly defined sales and contribution objectives through the daily leadership of the sales organization. The Vice President of Sales is responsible for all administrative, strategic and tactical selling activities as directed and specified in the company strategic plan. This position will function as the liaison between sales and the broader operation; managing outside sales people, account managers and broker networks. Responsible for customer retention as well as identifying new markets and directing the appropriate resources to them within a defined budget.

Principal Duties and Responsibilities

• Participate on Executive Team in setting strategic direction for the business.
• Report sales performance versus plan to Executive Team.
• Develop an operating plan to ensure profitability & growth based on the companies overall revenue objectives.
• Lead all New Business Development & existing broker relationships.
• Manage Sales budget and fixed costs (administrative, capital expenditure, travel & entertainment, marketing & promotion).
• Lead formulation of new business proposals, pricing strategies, contracts development.
• Work with Company marketing & PR functions to expand our brand image to generate new opportunities.
• Educate and guide the sales organization on the technical aspects of the packaging industry.
• Ensure estimating standards are met and explanations provided for variations.
• Accompany sales people on customer visits to support and train.
• Provide technical and design information when needed.
• Participate in monthly staff meeting as part of the Executive Team.
• Communicate expectations and routine status to sales team.
• Review financial results of individual accounts with the CFO to ensure aged inventories, receivables and credit status are strictly maintained within standards.

Organizational Relationships

• All departments within organization
• Customers, broker networks
• Key member of the Executive Team (finance, operations, sales/marketing, and human resources).

Knowledge, Skills and Abilities

• Understanding of Paperboard Packaging market & dynamics including competitive landscape.
• Technical understanding of Print & Converting manufacturing process.
• Ability to perform assigned duties in highly dynamic conditions.
• Ability to maintain visual attention and mental concentration for significant periods of time.
• High level negotiation skills.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
• Ability to analyze and interpret numerical data.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures and governmental regulations.
• Strong oral skills.
• Strong written communication skills.
• Ability to perform assigned job duties under constant time pressures.
• Proficient in MS Office, Word, Excel, PowerPoint.
• Maintain and Update CRM data - capturing all projects and customer contact information.

Education and Experience

• MBA preferred, BS/BA required.
• 15 - 20 years of sales/marketing experience in the printing business, preferably in the folding carton industry.
• Previous experience with employee involvement teams, problem solving teams, or self-directed work teams is highly desired.
• Experience developing and implementing strategic and operational plans.
• Proven experience in working with key customer accounts. Strong sales and marketing knowledge. Proven supervisory and leadership skills for sales personnel.
• Strong business and financial knowledge and experience.

Working Conditions

• Must be able to sit for extended periods of time.
• Must be able to effectively operate office equipment to include computer, telephone, copier, fax machine.
• Requires traveling, extensive at times - can be up to 50% of time.

General Awareness Training

• Management Responsibility
• Quality System
• Document & Data Control
• Corrective & Preventive Action
• Control of Quality Records
• Internal Quality Auditing
• Training

Specific Responsibility Training

• Negotiation Training
• Management Responsibility
• Statistical Techniques