Job Description

POSITION & SCOPE

Fabcon, a rapidly growing Tide Rock Portfolio company is seeking a dynamic and experienced Vice President of Sales to join our leadership team to drive aggressive sales growth. Reporting directly to the CEO, the VP of Sales will play a pivotal role in driving the development, implementation, and supervision of sales strategies and tactics aimed at enhancing revenue and margin growth for precision sheet metal fabrication and technology-enabled box-build solutions. The ideal candidate will want to be a senior level enterprise hunter that will also manage a team of account managers.

The successful VP of Sales will develop processes, metrics and other tools to optimize sales activity, lead sales forecasting and planning and champion the rollout and usage of a dedicated CRM. The VP of Sales will also collaborate with other functions, including Operations and Engineering, to ensure that all groups are aligned to meet and exceed company goals and delight customers. As a people leader, the VP of Sales will manage, develop and inspire a team of outside and inside sales professionals.

DUTIES & RESPONSIBILITIES

Sales Execution

• Identify, acquire and manage large-scale new OEM and contract-manufacturing customers in verticals experiencing rapid growth and requiring repeatable Build-to-Print + Assembly (BTP+A) support. Including but not limited to data centers, energy storage / power distribution, and medical device.
• Additional target companies will include Industrial companies that make products that are mandated or required by law, regulations or procurement policies.
• Lead outside sales and account managers on customer calls.
• Join customer meetings, as necessary.
• Build and manage relationships with large existing customers to grow sales of Fabcon’s products and services to expand share of wallet;

Pricing Strategy

• Develop and deploy value-based pricing frameworks and strategies that enable greater margin realization by emphasizing Fabcon’s track record and unique capabilities;
• Ensure a capability and experience-driven value proposition resonates in the marketplace;

Leadership & Coaching

• Lead and develop Fabcon’s sales team, with an emphasis on sales strategies including funnel management, growing customer share of wallet and penetrating new and adjacent target verticals;
• Coach inside and outside sales teams to manage and close complex deals;
• Drive adoption, utilization and optimization of CRM system.

Analyze & Scale

• Develop KPIs and tools to drive sales volume and velocity, customer penetration and profitability, profit margin, price realization and other metrics;
• Lead reporting to the CEO and senior leadership on sales results, forecasts, pipeline and performance against targets; key customer activity and relationships; sales projects; performance project management, pipeline updates and sales results;
• Conduct market analysis to thoroughly assess current customer network, make recommendations for improvement and execute a well-planned strategy to meet and exceed goals.
• Analyze current market trends and customer feedback to determine appropriate competitive pricing, while maintaining or growing margins;
• Develop and drive efficient business processes that include weekly and monthly account level reviews that result in action plans to achieve revenue and margin goals and pipeline targets;
• Collaborate closely with Engineering to ensure new products meet customer/market needs and have strong commercial viability.

SKILLS & EXPERIENCE REQUIRED

• Bachelor’s degree in business, engineering or a related field, MBA or other relevant Master’s degree preferred;
• 15 years of progressive sales experience, with at least five years in a leadership role;
• Demonstrated selling into data centers, energy storage / power distribution, or other critical markets to Fabcon, as well as knowledge of products, industry trends and key customers and their requirements.
• Knowledge of sheet metal fabrication and electromechanical box builds / related services is a strong plus;
• Proven track record of developing, deploying and maintain value-based pricing to maximize margin;
• Success leading and developing a sales team that includes outside and inside professionals;
• Success managing relationships with existing customers to grow revenue, margin and share of wallet;
• Experience acquiring new large/key customers in current or adjacent target industries;
• Demonstrated experience developing and deploying sales process and KPIs to grow revenue, profitability, customer share of wallet and market share;
• A demonstrated ability to manage the competing priorities of sales and operations organizations and ensure both are aligned to meet the company’s strategic objectives;
• Excellent communication skills, written and verbal, and the ability to engage with the entire organization, from the C-suite to the shop floor;
• Ability to work effectively and manage priorities in a fast-paced, high-energy, demanding and deadline-driven environment;
• Ability to travel 25%;
• Demonstrated commitment to the highest levels of ethics and integrity.

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