NAW Career Center

Position Summary

The Vice President of Sales works with the President and other executive team members to establish the long-term direction of the business, with an emphasis on sales and customer service strategy.  By leading a team of functional Directors and a team of Regional Managers who direct sales within a defined geographic area of responsibility, the Vice President of Sales delivers profitable sales growth through a decentralized business model.  This role successfully implements the business plans necessary to gain market share, increase customer segment penetration, deliver a superior customer experience, and accomplish overall business goals. 

The Vice President of Sales positions and develops the people and processes necessary to deliver the Ware Group’s customer value proposition to targeted customers, while representing the Johnstone brand within the HVAC/R industry. Regional Managers, the Director of Sales, and Director of Branch Support report directly to the VP of Sales.  This role reports to the President and is a key member of the executive management team.

Essential Job Functions   

Strategy, Planning and Implementation

1. Monitors the landscape to understand the opportunities, threats, strengths, and weaknesses of the Ware Group and proactively positions the organization with a sales and operational strategy that supports both short and long-term growth plans. 
2. Recognizes changing needs in the industry and US economy and adapts organizational focus to leverage opportunities and mitigate risks.
3. Works with Regional Management and Directors to develop and implement annual and 90-day business plans that support strategic objectives across all Branches and Regions.
4. Monitors sales performance on a customer segment/customer and vendor segment/vendor basis and proactively adjusts sales direction and initiatives to meet or exceed sales and profitability targets.
5. Monitors store performance and evaluates for internal efficiency and customer service needs.  
6. Leads and coaches on profitable business decisions, inclusive of cost-to-serve, local inventory management and appropriate expense management.  Delivers results through team’s efforts.

Leadership and Cultural Development

1. Provides support, leadership, mentoring, coaching and development to the field sales and branch operation teams. 
2. Drives company culture through decisions, actions, and communications.  Ensures company values and mission is imbedded in all employees.
3. Working through Regional Managers, ensures the proper recruiting, hiring, mentoring, training, development and retaining high performing sales (outside sales, internal counter sales, customer support) and logistics (warehouse, delivery) personnel that will contribute to the attainment of the Company’s strategic and business plans.  Establishes effective cross-training and succession plans.
4. Ensures cohesive approach to sales growth and accomplishment of business objectives between sales and operational teams.

Sales and Branch Management

1. In collaboration with marketing team, aligns sales and marketing/merchandising efforts with respect to customer segments, vendor segments in current markets and in new geographic territories. Responsible for working with branch support staff in identifying new market opportunities and opening of new branches.
2. Analyzes sales data to ensure progress toward segmented sales goals, targeted revenue and EBIT goals, and overall company growth strategy.  Provides accurate targets and forecasts and analyzes trends and key drivers of performance; adjusts behaviors to leverage opportunities and mitigate risks. 
3. Reviews pricing strategy and works with team to drive margins that support sales while balancing customer service goals.
4. With Director of Sales and other support personnel, guides and refines the inside and outside sales process to capitalize on customer and product segment opportunities.  Monitors pipeline management for continues conversion opportunities.
5. In collaboration with Account Managers, establishes mutually beneficial relationships with key Contractors.  Leverages customer insights to identify business opportunities and strategies.
6. Works with regional and branch managers to develop and execute individual branch business plans in accordance with the overall company mission and financial goals.  Provides guidance in balancing operational efficiencies with customer service focus.
7. Champions the ‘change agent’ role in improving and adjusting region/branch business practices.
8. Works with purchasing, pricing, logistics, human resources, finance, and IT teams to ensure a cohesive approach to best practices.  

As with all positions at the Ware Group, responsibilities will change to meet the changing needs of the organization and the VP of Sales is expected to adjust with those changes.

Education, Work Experience & Specialized Skills or Knowledge

Requirements to be considered for the Role

1. Sales (inside and outside sales) experience in the industrial distribution industry; experience with Branch Operations Management preferred.
2. Experience leading and participating in significant growth (e.g.: from $250 to $500M) of an organization including organic and acquisitive growth.
3. Financial acumen specific to the wholesale industry.
4. Successful track record working in a decentralized or matrixed organization.
5. Bachelor's degree in related field required; Master’s degree preferred.
6. Twenty plus years of progressive business experience with at least five years in an executive management role.
7. Solid interpersonal skills with ability to communicate proficiently in English in both written and verbal formats.
8. Proficient in Company-utilized software platforms including but not limited to Epicor/Eclipse and Microsoft suite of products.  Experience with RF technology and knowledge of Eclipse ERP preferred.

Critical Competencies for Success

In terms of the performance and competencies required for the position, the following are highlights:

Setting Strategy

• The ability to create and articulate an inspiring vision for the organization, not only for the areas he/she is directly responsible for but enterprise wide.
• The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organization's overall strategy.
• An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries within the industry.
• The ability to effectively balance the desire/need for broad change with an understanding of how much change the organization is capable of handling, to create realistic goals and implementation plans that are achievable and successful.

Executing for Results

• The ability to set clear and challenging goals while committing the organization to improved performance, tenacious and accountable in driving results.
• Comfortable with ambiguity and uncertainty; the ability to adapt nimbly and lead others through complex situations.
• A risk-taker who seeks data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks.
• A leader who is viewed by others as having a high degree of integrity and forethought in his/her approach to making decisions; the ability to act in a transparent and consistent manner while always considering what is best for the organization.

Leading Teams

• The ability to attract and recruit top talent, motivate the team, delegate effectively, celebrate diversity within the team, and manage performance; widely viewed as a strong developer of others.
• The ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards, which commands respect from followers.
• A leader who is self-reflective and aware of his/her own limitations; leads by example and drives the organization's performance with an attitude of continuous improvement by being open to feedback and self-improvement.

Relationships and Influence

• Connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.
• An ability to inspire trust and followership in others through compelling influence, powerful charisma, passion in his/her beliefs, and active drive.
• Encourages others to share the spotlight and visibly celebrates and supports the success of the team.
• Creates a sense of purpose/meaning for the team that generates followership beyond his/her own personality and engages others to the greater purpose for the organization.