VP Sales & Marketing Apply to This Job
Posted on: February 25, 2021
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
---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
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
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
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
--- 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
--- 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
--- 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
--- 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
--- 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
--- Committed life-long learner who enjoys learning new things.
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