VP Sales & Marketing Apply to This Job

Company: ExecuNet
Location: Harleysville
Posted on: February 25, 2021

Job Description:

Company: Electrical Equipment, Harleysville, PA Remarks: PDS is seeking a highly strategic VP of Sales and Marketing (VPSM). This position provides strong leadership for this multi-site, global business including the functions of OEM sales, aftermarket sales, plus outside sales reps and distributors. The VPSM will have a total team of approximately 7 people.

COMPANY PDS is a trusted OEM supplier of components and systems for power generation and distribution, motion control, data acquisition, and cockpit instruments for the aerospace and defense industry. Our 80+ years of aerospace experience dates to the early days of aviation where we provided the Oil Pressure Indicator used on The Spirit of St. Louis, which recorded the first non-stop transatlantic flight. We are experts in the design and development of complex aircraft systems. From the early days of aviation to the latest in aerospace technology, COMPANY PDS has been providing our customers with cutting-edge custom engineering solutions at the highest level of quality and service in the industry. The PDS business unit designs, manufactures and provides aftermarket services for starter generators, generator control units, motors, actuators, solid state power distribution systems & components, data acquisition and indicators for the commercial/military aerospace and ground vehicle markets. We have multiple locations including Harleysville, PA; Binghamton, NY, Wichita, KS, Reynosa, MX and Bangalore, India.

This position reports directly to the PDS VP/Business Unit Manager

---Drive Growth: The VPSM will develop and implement a plan to achieve the company's desired growth rate:
o Product Plan: Help analyze and evaluate current
product portfolio and collaborate with senior management to ensure the correct products are being developed, the Voice of Customer is reflected in NPI planning, and unproductive products are moved to obsolescence.
o Customer Plan: Analyze and evaluate current customers to prioritize which customers have the greatest potential for deeper penetration and increased flow of orders.
--- Organizational Development: Ensure that the entire sales organization has the capability to scale for growth. This will include:
o Mentoring/coaching managers in stretching their skill sets.
o Implementing a proactive work style to ensure that each sales person relentlessly pursues new orders.
--- Improve Direct Sales Performance: VPSM will improve the performance of each sales department and each sales person, by the following:
o Ensuring that clear tactical sales plans are in place and that each person demonstrates strong motivation to improve results.
o Ensuring that each person is utilizing systems (including SalesForce.com) to properly plan, document and track their leads, calls and results.
o Seeking price increases where feasible.
o Achieving linearity (level loading of order delivery dates with manufacturing capability) and utilization of SIOP to integrate sales with other functions.
o Seeking adjacent market opportunities to increase sales.
--- Improve Rep/Distributor Sales Performance: VPSM will evaluate the rep and distributor network and agreements now in place to ensure optimum performance of this sales channel. This will include strategic rep replacements as needed, and strategic expansion of the rep network to achieve greater market penetration.
--- Product Development: Collaborate with customers, engineering department and senior management to help drive a product development road map that is highly responsive to customer needs and achieves a competitive advantage to increase market share. The VPSM will be help set the direction for new investment in technology, bid/no bid decisions, and leveraging current capabilities.
--- Marketing: Provide guidance for traditional and digital marketing to work with the sales team to reach a broader set of customers than would normally be possible. Utilizing trade shows, printed materials, websites, social media, email blasts, etc., to boost PDS presence in the market place.
--- Strategic Plan: Develop and periodically update a comprehensive strategic plan focused on specific strategies to achieve growth and improve performance.
--- Financial Management: Prepare the detailed financial sales and marketing reports including forecasts, budgets, quarterly reports, and manage to the approved budget. This will be a hands on activity with the VPSM understanding the intimate details of the PDS sales forecast and how it is affected by industry changes throughout the year. Position Requirements:
--- BA/BS requires. Master's Degree preferred.
--- 10-15 years' experience leading strategic sales initiatives and tactical execution in an aerospace environment
--- Experience in both OEM and aftermarket is strongly preferred
--- Knowledge or experience with aerospace power and data systems is a plus. Lean and Six Sigma experience is a plus
--- Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach.
--- Experience presenting to corporate executive team a must.
--- Creative sales visionary to drive profitable growth through strategic price increases, new product sales, and geographic expansion.
--- Able to lead and coach team on complex sales negotiations and use of problem solving techniques.
--- Effective at knowing what to measure to track progress, know how to design effective and efficient sales processes.
--- Demonstrated ability to manage staff, set goals and objectives to meet Business Unit goals, as well as the proven ability to mentor subordinates.
--- Computer skills to include Salesforce, Word, PowerPoint, superior Excel skills required to manage the business unit sales forecasting and analysis.
--- Travel: 50% - 75%
--- Local candidates to Harleysville, PA, Wichita, KS, or Binghamton, NY are preferred but home offices will be considered for exceptional candidates.
--- Strong problem solving skills. Data-driven decision making.
--- Unquestioned integrity and personal values.
--- Timely decision maker, able to prioritize critical tasks that add the highest value.
--- Ability to work well under pressure, multi task and meet deadlines.
--- Committed life-long learner who enjoys learning new things.
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