"Job Description Vp Marketing and Sales"
Videolink VP of Sales & Marketing Job Description The Vice President of Sales & Marketing at VideoLink is responsible for the overall coordination, the functional management and leadership of all of the Sales and Marketing activities of the business. The position reports directly to the President. Given the specific organizational structure of Videolink, while this person reports directly to the President, it is expected that there will be consistent communication by this individual to both the President and to the CEO. The overarching requirements of this individual are that they… o Aggressively grow VideoLink’s revenues by expanding business with the existing customer base and closing new customers. o Work very closely with all of the senior management to develop a cohesive Sales and Marketing approach for the business overall. o Serve as the “eyes and ears” to the marketplace reporting intelligence back to all of the other members of the senior management team. o Create and manage a formal, integrated Sales & Marketing process for the overall company including the management of a key account program. o Create and manage a highly optimized Sales and Marketing organization. This individual is responsible for recruiting, hiring, and the training of all personnel. 1. Planning: Responsible for the establishment of annual, quarterly and monthly sales performance objectives for all individual Account Managers in coordination with VideoLink’s approved business plan. Responsible for providing both an annual Sales & Marketing Plan in addition to quarterly Sales & Marketing updates, revisions and modifications to the annual plan. Responsible for coordinating the specific objectives of the Sales & Marketing plans with all of the functional departments of the company and, most specifically with Operations and Finance. The VP of Sales & Marketing, in coordination with all of the senior management of Videolink, establishes both market and target customer strategies for the Company. 2. Execution Responsible for the successful management of the needs of all of VideoLink’s customers in order to meet the Company’s overall business plans, strategies and monthly and quarterly performance objectives. Manages all of the field and in-house sales and marketing functions of the Company’s various facilities. The position specifically is responsible for the management of the Account Managers, inside sales, telemarketing, marketing, and all of customer support functions of the business. Defines and manages the monthly and annual sales and marketing objectives for all of the sales personnel. Tracks Sales performance of Account Managers and provides ongoing coaching and training to ensure the successful attainment of their individual goals and objectives. Provides management oversight of daily sales activities. Implements a company-wide Sales and Marketing process which tracks agreed to performance metrics with the individual Account Managers. Through the Company’s CRM system, produces standard sales reports and provides weekly analysis. Provides a CRM-based forecasting system and guidelines and through that system provides forecasting updates as required. Creates and manages an overall Marketing plan, both strategically and tactically, encompassing both traditional and online implementation. The VP of Sales & Marketing is expected, where appropriate, to spend a significant portion of time in the field both with individual accounts and co-traveling with sales personnel. In coordination with the President and CFO, establishes compensation plans for all sales personnel including salary structures, commission plans, sales contests and bonus plans. The VP of Sales & Marketing is expected to be knowledgeable of market and industry trends, competitors, and leading customer strategies. Vice President of Sales & Marketing Profile This position encompasses both Sales and Marketing disciplines. It is more heavily weighted to the Sales function. Skills-Sales • Selling Process – CRM – Solution Selling – Integrated sales funnel processes – Integrated online marketing tactics and tools • Inside and Field sales management • Hunter-Farmer-Lead Generator models • Leadership • Communication: verbal, presentation & written • Strategic sales process and decision making • Highly organized, detail oriented • Computer fluent including CRM • Negotiation • Listening • Recruiting: Profiling, hiring and on-boarding effectively • Retention: motivation, training, compensation planning • Financial acumen & budgeting Skills-Marketing Well versed in online marketing lead generation tactics o Social networks, blogs, webinars and organic search o Lead scoring and other qualification criteria Well versed in traditional marketing tactics and lead generation tactics Understands and has implemented sales and marketing processes and has been measured by qualified lead generation objectives. Experience: • >5 years selling • >3 years managing other salespeople • >5 years as head of sales • Therefore a minimum of 13 years in Sales, preferably more • Industry experience must be >7 years • Would be good to be a member of NAB, Trade groups, SMPTE • This person should be known in the industry • Must have proven track record year over year of making their plan • Must have had success in at least one small, fast growth business • BS degree: Would be “good-to-have” a degree from BU, Syracuse, Ithaca, USC, or any other highly recognized video arts program university. Attributes: • Highly accountable • Team player and collaborator with peers and salespeople • Ability to get the most from other people • Empathy • Strong work ethic (works a lot of hours) • Passionate • Sense of humor • Respected by peers • Personable: hard-driving, but regarded as a “nice” person • Trustworthy, ethical, high integrity • Assertive • Motivated & driven by money • Competitive • Driven to win