Vice President of Sales

TGW Systems is currently seeking a Vice President of Sales for the Integrated Systems Division. This role is a "player/coach” role. Both as an individual contributor and a leader, this person will work on customer projects and be responsible after the qualification phase until the handover of sold projects to the Realization department.

TGW works with proven sales methodology, concepts and tools. The Vice President of Sales drives the process with the team to ensure that we meet our order intake and conversion rates targets by developing winning sales strategies and providing competitive bids to our customers. This role has final accountability for the project outcome and the development of the proposal and contract language.

DUTIES AND RESPONSIBILITIES

As an individual contributor:

• Utilize your existing network to support the business development team and develop a strong sales pipeline to ensure consistent sales success
• Present solution, product and company information throughout the sales process and support the business development process
• Lead the strategic sales process, including identification of decision-makers, consultants and users within the customer’s organization and understand the influence they have on decision making to determine the best path to win.
• Own the customer relationship throughout the sales phase
• Work within a sales TEAM to develop concepts, pricing, ROI calculations and proposals for our customers.
• Manage the handover of opportunities from the business development team and of sold projects to realization as well as after sales service department

As a Sales leader:

• Develop and execute sales strategy aligned with company objectives.
• Identify market opportunities and competitive threats.
• Work closely with Business development and marketing to align campaigns with sales goals.
• Foster a high-performance culture with motivation and accountability.
• Set performance metrics and conduct regular reviews.
• Forecast Order intake and set sales targets across segments.
• Manage budgets and resource allocation for sales initiatives.
• Recruit, train, and manage sales representatives.
• Achieve Order intake goals with expected profitability and hit rate targets
• Ensure timely and constant communication with Target customers, working closely with Business Development leadership to create new opportunities and establish long-term relationships with prospects
• Represent TGW leadership in trade shows and various Sales and Business Development activities
• Ensure adherence to TGW‘s strategic sales process and tasks, including:

• Follow/enforce the Miller Heimann methodology
• Identify decision-makers, consultants and users within the customer’s organization and determine the influence they have on decision making
• Clearly establish customer pain points, customer priorities and how TGW’s solution is best positioned to address those within our scope
• Determine the best path to win for the Sales team

• Ensure clear expectation setting, both internally and with customers, for every project
• Provide senior leadership in customer relationships as the first point of escalation
• Build relationships with key customers and strategic partners
• Ensure customer satisfaction and retention strategies are in place.
• For each project, manage overall risk profile, cash flow and profitability to ensure a successful business case is reached for the customer and TGW
• Negotiate contracts following the TGW legal guidelines
• Responsible for overall CRM accuracy
• Optimize sales processes for scalability and effectiveness

Education: Bachelor’s degree in business administration, Supply Chain, Engineering or related field.

Experience: Several years of demonstrated success in technical sales environment, preferably in material-handling industry.

Travel: Up to 60% of travel as required, domestic and international.

Skills & Abilities

• Results-oriented approach with strong analytical, planning, and problem-solving skills.
• Proficiency in CRM applications and digital marketing channel.
• Excellent written and verbal communication skills.
• Solid knowledge of Microsoft Office Suite (PowerPoint, Word, Excel, Outlook, etc.).

Physical Requirements

• Ability to remain stationary at a desk for prolonged periods of time.
• Ability to go to site frequently and move safely around industrial and/or warehouse environment.
• Ability to lift and carry supplies up to 25 pounds at a time.
• Ability to operate computers, tablets, phones, and other electronic devices.
• Ability to communicate with others verbally and in writing, on a frequent basis.
• Ability to tolerate exposure to job site temperature fluctuations due to seasonal weather in geographic region.

The physical and cognitive demands described above are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Other Requirements

This position may require work at TGW customer sites. TGW’s customers may require background checks before accessing their sites. Refusal to participate in a customer-required background check may result in a customer barring access and a subsequent reduction in work.

Equal Opportunity Employer

TGW Systems Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.