layiq

/la·yiq/adjective

worthy; deserving; fitting; suitable.

A role, opportunity, or path that merits attention, time, and pursuit.

LAYIQ - Vice President of Sales at Conner Industries Inc.

Requirements

DUTIES AND REQUIREMENTS
Lead and Build the Team
Recruit, hire, coach and manage outside sellers across four plants, and fill open seats promptly
Set individual revenue, gross margin, packaging mix and new business targets for each seller
Hold weekly pipeline reviews and monthly one-on-ones, and complete written performance reviews under the Conner sales career framework
Address underperformance directly, document it, and follow through
Identify and develop a successor for every seat in the region, including your own
Partner with Key Accounts and Training & Development to onboard and develop new sellers, including those advancing from Inside Sales
Run the Commercial Operating System
Deliver regional revenue, gross margin and packaging mix commitments by plant and by seller
Lead the region’s Accountability Forums with plant operations and run the weekly KPI cadence
Keep HubSpot the single source of truth, with current pipeline and activity for every seller, inspected weekly
Carry out the company’s market activation plans at the plant and account level
Sell on Value and Protect Margin
Quote within the Conner pricing authority matrix, approve exceptions within delegated authority and escalate the rest
Sell on total cost, damage reduction and supply reliability rather than unit price
Develop and negotiate customized pricing contracts while understanding risk/reward
Work with Pricing Analytics and operations on price recovery, cost pass-through and competitive estimating
Grow Business
Lead pursuit of the region’s largest packaging and multi-material opportunities, bringing packaging engineering in early
Move opportunities from qualified to late stage, and keep the front of the pipeline replenished
Rebalance seller portfolios so outside sellers spend their time on new business and top accounts
Pursue win-backs of lapsed customers
Own executive relationships at the region’s top accounts, with a named backup seller on every forecast account
Work Across the Company
Partner with plant leadership on capacity, lead times, quality and cost competitiveness
Communicate internally with Conner Purchasing, Production, Transportation and Accounting
Coordinate account coverage and order handoff with Inside Sales and Customer Service
Build the region’s annual sales plan and contribute to budget development

QUALIFICATIONS, EDUCATION & EXPERIENCE

Bachelor’s degree preferred, or equivalent experience
Minimum of 10 years of B2B sales experience in manufacturing, industrial products or packaging
Minimum of 5 years leading outside sales teams of six or more sellers
Proven record of growing revenue and gross margin in a price-competitive market
Experience selling engineered or multi-material packaging on value rather than price
Experience leading a sales team through changes in compensation, process or structure
Experience leading sellers based at multiple locations
Wood packaging, pallet, crate or industrial lumber experience a plus
Strong command of CRM-based pipeline management and forecasting, HubSpot preferred
Strong computer skills with experience in the Microsoft Office suite
Must live in or relocate to the Fort Worth area
Willing to travel regularly across Texas and Oklahoma and must have a dependable vehicle and a valid driver’s license
CORE PERFORMANCE METRICS
Regional revenue and gross margin against plan
Packaging and multi-material share of regional sales
New business won and pipeline progression to late stage
Customer retention and win-backs
Weekly forecast accuracy
Open seats filled and a ready successor identified for every seat
OTHER DUTIES

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change.

Vice President of Sales

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Requirements

QUALIFICATIONS, EDUCATION & EXPERIENCE

Benefits

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