Position Title: Vice President of Sales and Estimating

Client Company: Falcon Steel America

Job Scope: The Vice President of Sales and Estimating will demonstrate strong technical skills to provide oversight, guidance and direction to the organization’s Sales and Estimating Division for the transmission and distribution (T&D) utilities market. This position was responsible for planning, directing, and leading the Sales and Estimating Division of the organization and served as an integral member of the Senior Leadership Team. The Vice President of Sales and Estimating would work from the DFW Corporate Office and supervise sales and estimating professionals at multiple geographic locations.

Candidate Placement: We successfully placed a sales executive with over 35 years of sales experience and 13 years’ experience in the transmission and distribution (T&D) utilities market. He had deep contacts with and was well-known by key decision makers within the market. His expertise included a record of success in sales leadership and business development, industry experience, expert product knowledge, and innovation to capture new business and forge strategic customer alliances and vendor partnerships, plus a reputation for designing creative strategies and solutions. The candidate held an MBA degree in Banking and Finance and a BBA degree in Finance.e had deep contacts

Key Accountabilities:

• Manage business development, directing, and coordinating all of the functions within the Sales Division
• Recruit, develop, and lead a team of high performing sales professionals by providing direction, mentoring, and repeatable processes to achieve success
• Establish goals and executive strategy to attain said goals
• Creates a culture of accountability by setting the right metrics and tying company performance, compensation, and promotions to tangible results
• Forecast demand and initiate sales and operations partnership
• Enact strategy and sales initiates to support company objectives
• Work closely with the executive team to craft and communicate the sales strategy of The Company
• Develop and execute a Market Strategy that leverages the strengths of the organization
• Measure and analyzes productivity and effectiveness, form strategic product road maps, create market positioning and competitive advantages
• Establishes or refines departmental processes and procedures that maximize revenues while minimizing costs
• Assume a long-term, integrated perspective while also striving to drive quarterly revenue results – he or she commits to short-term results, forecasts future revenue, and takes accountability for both short-term success and longer-term strategy

Skills, Qualifications & Competencies:

• Proven senior leadership experience in sales and estimating management, including strong strategic management, and planning skills
• High level of business understanding, including but not limited to, budgetary responsibility and profitability of sales and estimating
• High level of experience selecting, negotiating, and working with manufacturing reps
• Exhibits strong communication and interpersonal skills
• Successful track record achieving targets both individually and, on a team,
• Entrepreneurial disposition and ability to work in a fast-paced, consistently evolving environment
• Strong analytical skills, including market strategy, customer requirements and success factors, and a value-based selling process
• Highly skilled in change management practices and driving organizational process improvements
• Bachelor’s Degree in Business, Marketing, or Engineering field is highly preferred
• A minimum of fifteen (15) to twenty (20) years of experience within the specific fabrication industry, commercial construction, or design build/engineering industry
• Knowledge of and experience within the power transmission and distribution utilities industry
• Extensive contacts within the power distribution industry
• Experience building a cross-functional, cross-dimensional sales and estimating team
• Significant sales process development and improvement skills required
• CRM-driven metrics background required
• Knowledge of EPICOR EPR/MRP system, plus
• Strong knowledge of CRM software required, Pipedrive CRM a plus
• Knowledge of engineering design and modeling software, preferred (e.g. PLS, AutoCAD)
• Ability to travel extensively throughout the USA
• An executive presence that naturally commands respect