Reports to Managing Director, Asia Pacific (APAC) and Europe, Middle East and Africa (EMEA)

Position will reside in the United Kingdom or Middle East

Position Summary

The Vice President, Sales is responsible for working collaboratively with the Managing Director-APAC & EMEA, corporate and local leadership through active and ongoing participation in strategic planning, sales strategy development, forecasting, sales resource planning and budgeting. The VP leads a salesforce of regional teams and program managers to achieve annual sales goals as determined by Senior Management. Manages the organization to maximize sales and profitability in all market segments.

Key Job Responsibilities

• Represents the company as lead salesperson to ensure significant sales relationships are built and maintained and that key customers are retained.
• Accountable to communicate, monitor and maintain quarterly and annual sales. Provide ongoing communications, guidance, motivation, and feedback to ensure goals are achieved.
• Monitor market, competitor products and activities to inform sales forecasting, customer activity, anticipate customer needs and ways to improve overall customer satisfaction.
• Provides leadership to the sales organizations Regional Sales Leaders (RSL's) , that fosters a culture of accountability, professional development and high performance. Works with RSL's to assure guidance, management and mentoring of the Sales Team for maximum sales effectiveness.
• Works with RSLs and other members of management to manage employee relations matters.
• Responsible for close coordination and synergies between vertical sales program (Global Accounts, Public Sector and Architectural products) and sales management teams. Works with RSLs and other management members to assure resources are aligned with market opportunities.
• Provides ongoing feedback and completes annual reviews for direct reports. Works with RSLs and HR to manage the process for the sales organization. Identifies market weaknesses or deficiencies, and takes corrective action, including personnel changes.
• In partnership with the management team, allocates annual quotas for field sales positions. Continuous review of sales compensation structures to ensure market competitiveness.
• Partners with various departments, including but not limited to: Marketing, Product Management and Manufacturing to identify product and program gaps and to recommend solutions. Partners with Workplace Strategies to ensure effective training and development resources are developed and provided to ensure high ROI.
• Sales Strategy

a. Formulates sales strategies for major opportunities.

b. Participates in major presentations.

c. Identifies programs or processes that will generate increased sales.

d. Identifies and targets customers.

e. Identify industry trends and communicates with Senior Management.

f. Works with sales management worldwide to assure strategies are in line with corporate

strategy as well as opportunities for cross-market projects worldwide.

• Works with RSLs to manage field sales expansion

a. Identifies locations for additional sales personnel.

b. Makes recommendations for resource allocation, such as showrooms, dealer

investments, etc.

c. Manages territorial assignments and adjust as sales volumes/workloads dictate.

• Reviews results of actual sales against forecasts, recommends adjustments and discusses with other members of Senior Management accordingly.

a. Ensures timely and accurate forecasting information from field sales

b. Communicates pertinent information to appropriate parties.

c. Provide sales reports as requested.

• Maintains major client and dealer relationships.

a. Provides appropriate updates to clients and dealers regarding ongoing corporate

activity and change.

b. Provides a sense of connection to Teknion Corporation.

c. Works with RSLs to develop and maintain positive relationships.

d. Works with Dealer Distribution to evaluate trends and distribution strategy.

• Work closely with other Sales disciplines (including Dealer Development, Sales Administration and Marketing) to achieve results and to develop pricing strategies.
• Indirectly manages the field sales relationship with corporate operations departments.
• Keeps abreast of key competitor offerings for all product lines, and maintains a network of contacts within the industry.
• Perform any other tasks assigned by superior and management from time to time.

Qualifications/ Educational Requirements/ Experience

• BA/BS required, MBA preferred. Additional work experience may be considered in lieu of required degree.
• 10+ years of experience with established industry relationships.
• Minimum of 10 years product sales experience, with a minimum of 5 years in sales management, preferably at an executive level and national level. Must have recent experience in furniture industry.
• Effective written and verbal communications skills.
• Strong interpersonal skills.
• Professional presentation skills.
• Ability to handle multiple priorities.
• Strong computer skills including sales modeling and analysis abilities.
• Ability to pitch the business, its strategy and products to customers, analysts and other external stakeholders.
• Ability to think strategically and display a strong level of business acumen.
• Excellent negotiation skills.
• Ability and willingness to travel frequently.

Quantitative Data

* Manages approximately 25 employees indirectly (5 directly)

* Travel approximately 50%