- VP of Sales & Marketing
- Reporting to the CEO
- Location: Irvine, CA
BSG has commenced an executive search for a VP of Sales and Marketing for our client, a leading provider of environmental engineering, offering comprehensive solutions for complex soil vapor intrusion issues. Reporting to the Chief Executive Officer (CEO), the VP of Sales & Marketing is responsible for playing a leadership role in the overall operations function of the company, specifically focused on planning and directing all the aspects of sales and marketing, including new customer acquisition and existing key account management.
Opportunity Overview
VP SALES & MARKETING
THE COMPANY
Our client specializes in environmental engineering, offering comprehensive solutions for complex soil vapor intrusion issues. They provides services ranging from site assessment and design to the installation and maintenance of vapor intrusion mitigation systems for real estate developers, municipalities, and commercial clients.
THE POSITION
The VP of Sales & Marketing is responsible for playing a leadership role in the overall operations function of the company, specifically focused on planning and directing all the aspects of sales and marketing, including new customer acquisition and existing key account management by performing the following duties
Responsibilities
- Responsible for the definition and execution of a sales plan for business development within desired markets in alignment with company strategy.
- Restructure the current sales force.
- Create outbound sales team as quota carrying.
- Create cross-functional sales services playbook and training.
- Implement inbound lead generation program.
- Define high potential customer target list.
- Create a sales incentive compensation structure.
- Own and build plan to hit revenue targets.
- Improve sales funnel management.
- Research new markets for expansion.
- Write a comprehensive go-to-market strategy for both current markets, and new market adjacencies.
- Evaluate current CRM and execute recommendations for better use or replacement.
- Participates and contributes to the development, execution and achievement of the company's overall strategy.
- Foster a success-oriented and accountable environment within sales and marketing.
- Represent the company at various conferences, trade shows, and networking events.
Qualifications
Skills and Experience
- High levels of intelligence, analytical strength and conceptual ability.
- The ability, and willingness, to set and communicate demanding standards for professional staff and to hold people accountable for their performance, at the same time, sensitivity to, and insight into individuals’ capabilities and development needs.
- Decisiveness, when necessary, coupled with a willingness to seek input and build consensus as much as possible.
- Unquestioned honesty and integrity; also, loyalty to colleagues and to the organization, and the ability to inspire loyalty. This person should have the ability to identify and focus on the Company’s best interests, rather than the agenda of any individual or group within the firm.
- A very high level of energy and commitment, combined with enthusiasm and a positive attitude.
- Excellent writing and speaking skills; this individual must be able to communicate complex ideas and information clearly and concisely.
- Outstanding planning and organization skills.
- Good strategic instincts and long-term vision; the ability to address both big-picture issues and detailed, day-to-day management concerns.
- In general, the business and personal skills, and the absolute commitment, required to make a major contribution to the company during the coming years.
- Demonstrate professional behavior and actions consistent with company values.
Education/Experience
- Bachelor’s degree in civil engineering or related field or equivalent work experience required.
- Master’s or post graduate degree preferred.
Location
Primary office location is in Irvine, CA.
Ideal Candidate Profile
A summary of key competencies required to be successful include the following:
- Functional Experience
- Sales and marketing experience, with emphasis on sales.
- 2+ years of Sales leadership experience.
- National account selling leadership experience managing direct sales force selling into national residential home builders and commercial construction companies.
- Distributed sales team management.
- Sales hiring/sales team building.
- Managed national sales team of 3-5.
- Sales management and metrics (quota and pipeline management).
- Incentive compensation structuring.
- CRM (NetSuite or other) knowledge.
- Strong leadership ability.
- Implementing user friendly systems that will allow tracking and accountability.
- Industry Experience
- Residential construction services.
- Non-Residential (commercial) construction, industrial, commercial.
- Vapor intrusion systems design and inspection, expert witness services, geotechnical engineering, construction management of repairs for former construction defect litigation [CDL] projects.
- Corporate Stage
- Emerging/growth phase of company development and rapid revenue growth, $20-$100M+.
- Experience working with founders, investors, and board directors in closely held companies.
- Private company experience.
- Experience with M&A.
- Management & Leadership Experience
- Building scalable management processes without suffocating innovation/speed.
- Success as individual contributor and as player/coach.
- Remote/virtual team management.
- Track record hiring A players for A team & "pied piper" for sales talent.
- Ability to have a “seat at the table” and be a member of executive team who helps to lead and develop overall company strategy.
Compensation
Compensation is competitive with the position’s requirements. In a performance-based environment, this will include base salary, and bonus structure based on corporate qualitative and quantitative business development targets.
To Apply
