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VP, Sales

Summary/Objective

The VP of sales is the primary relationship manager with the Service Provider customer. The VP of Sales will build an in-depth knowledge of the customer's business including their markets; pressures and opportunities. The VP of Sales focuses on becoming a trusted partner to the customer by ensuring their overall satisfaction with Technicolor, Connect Home products and services. The VP of Sales orchestrates all activities with the customer involving the various TCH functional organizations. 

 

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

Strategy and Measurements

 

The VP of Sales creates and executes the sales department go-to-market and operational strategies to achieve business objectives.  He/she participates with other senior managers in developing strategy for the entire company.  He/she determines and monitors the department's key performance indicators (KPIs) such as revenue vs. plan, contact rate, quote closure rate and  profit percentage. He/she anticipates and reacts quickly

The role involves strategic planning, people management, selling, leveraging technology and improving processes. to trends and changes in performance. He/she develops and manages sales department budgets and coordinates the commercial relationship with the account across all TCH functions.

 

Leadership

The VP of Sales directs and manages sales department employees. He/She hires, supervises, develops and mentors sales directors. He/She indirectly supervises sales managers and sales representatives. He/She develops and implements employee performance management programs. He/She participates in corporate succession planning activities, writes and delivers employee reviews, and creates a positive working environment.

 

Selling

The VP of Sales assists with complex sales negotiations, attends sales presentations and helps close

 

sales deals. He/She directly manages very large, high-profile customer accounts, as appropriate. He/She helps develop sales proposals and responses to request for proposals (RFPs). The VP of Sales ensures sales employees are equipped with the product, system and selling-skills training that they require to be successful.  He/She will manage all commercial activity in the account including forecasts, orders, Month/Quarter/Yearly/3YP Forecasts and expectations.  He/She partners with Regional Business Center to plan investment and build cycles to meet formal and informal customer forecasts.  He/She partners with marketing to develop lead generation and revenue generation programs, and to create high performing sales collateral.

 

Technology and Continuous Improvement

The VP of Sales continually improves the effectiveness of the sales organization and enhances productivity, efficiency and customer satisfaction. He/she oversees and drives adoption of sales technology including customer relationship management (CRM) and a sales intranet.  He/she partners with information technology leaders to identify and implement new technology and improve existing technology based on business needs.

Key responsibilities:

 

Work closely with the Sales Leadership and other Technicolor resources to build and execute an account strategy and action plan that drives achievement of set goal and objectives

Manage existing lines of business through their lifecycles, positioning new products/solutions to growth YoY revenue and margin numbers

Focus on Must Wins and other metrics prioritized by TCH

Sell to CTO’s, CMO’s, and their SVP’s, VP’s and Directors, negotiating effectively to overcome obstacles and gain customer commitment

Utilizing available TCH resources to help drive customer focused programs and projects to a successful conclusion

Maintain accurate, up to date sales forecasts.

Develop a solid understanding of the business relationship between manufacturers, service providers, and end-users of CPE and services.

Build strong customer relationships through conference calls, onsite meetings, and effective customer entertainment

Ability to multitask, prioritize, communicate effectively, and remain organized

 

In accordance with Technicolor Information Protection Policy, ensure that valued information of both Technicolor and its third parties such as customers, vendors, subcontractors, and partners is protected.

 

Required Education and Experience

or equivalent combination of education and experience

 

A bachelor’s degree with a business concentration is required, MBA is preferred

Candidate must have 7 to 10 years of experience in a sales leadership role, at least four years of experience in a selling role and at least two years of experience working with sales technology and CRM. It is helpful for VP sales candidates to have at least three years of experience in a senior leadership role, working with C-level executives.

The candidate must demonstrate outstanding leadership, communication, and interpersonal skills. Must possess expertise in selling strategies and methodologies, strategic planning and execution.

 

Supervisory Responsibility

Yes

Travel

35%

Other Duties

Please note this Job Profile 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 may change at any time with or without notice.

TECHNICOLOR IS AN EQUAL OPPORTUNITY EMPLOYER

 

Technicolor complies with all Federal, State and Local law prohibiting discrimination on the basis of race, religion, creed, color, national origin, ancestry, medical condition (including genetic characteristics), mental and/or physical disability or handicap, marital status, sex, age, veteran status, citizenship status, sexual orientation, gender identity, political party preference, political belief, socioeconomic status, familial status, registered domestic partner status, military service, pregnancy, childbirth and related medical conditions and any other characteristic or activity protected by federal, state or local law.

 

TECHNICOLOR IS AN EQUAL OPPORTUNITY EMPLOYER

 

Technicolor complies with all Federal, State and Local law prohibiting discrimination on the basis of race, religion, creed, color, national origin, ancestry, medical condition (including genetic characteristics), mental and/or physical disability or handicap, marital status, sex, age, veteran status, citizenship status, sexual orientation, gender identity, political party preference, political belief, socioeconomic status, familial status, registered domestic partner status, military service, pregnancy, childbirth and related medical conditions and any other characteristic or activity protected by federal, state or local law.