Job Description

JOB SUMMARY:

Reporting directly to the Country President, the Vice President, Operations and Sales is responsible for developing strategies and providing leadership in the company’s sales functions.  Managing a team of professionals, this is a very broad role which will be both strategic and operational as the incumbent of this position will capitalize on the national opportunities to sell the company’s service to new and existing clients.

ESSENTIAL FUNCTIONS:

1. The functions listed describe the business purpose of this job.  Specific duties or tasks may vary and be documented separately.  The employee might not be required to perform all functions listed.  Additional duties may be assigned, and functions may be modified, according to business necessity.
2. All assigned duties or tasks are deemed to be part of the essential functions, unless such duties or tasks are unrelated to the functions listed, in which case they are deemed to be other (non-essential) functions.
3. Employees are held accountable for successful job performance.  Job performance standards may be documented separately, and may include functions, objectives, duties or tasks not specifically listed herein.
4. In performing functions, duties or tasks, employees are required to know and follow safe work practices, and to be aware of company policies and procedures related to job safety, including safety rules and regulations.  Employees are required to notify superiors upon becoming aware of unsafe working conditions.
5. All functions, duties or tasks are to be carried out in an honest, ethical and professional manner, and to be performed in conformance with applicable company policies and procedures.  In the event of uncertainty or lack of knowledge of company policies and procedures, employees are required to request clarification or explanations from superiors or authorized company representatives.

RESPONSIBILITIES:

• The VP, Sales will lead the sales function focused on offering security services to potential customers in a broad range of markets in order to generate business and revenue growth.
• The VP, Sales will lead the Sales Team to identify prospective clients, develop client relationships, respond to bids, close sales, and maintain customer relationships.
• Work with the Sales Team to clearly identify additional business opportunities with current and potential clients, as well as key performance indicator tracking with the Team.
• Works in conjunction with the Provincial (Area) Vice Presidents of Operations to identify opportunities specific to local geographic markets to ensure a robust sales pipeline to fulfill local sales goals and Company targets.
• The VP of Sales will develop, mentor, motivate and manage the Sales Team to perform at a high-level while leveraging Securitas solutions sales processes and techniques.
• Experience with developing growth and profitability strategies in sales teams that can be converted into clear action plans for successful deliverables.
• As part of the Canadian Executive Team, participates in the country strategic planning process and recommends the annual sales plan to the President. Cascades key goals and objectives to the Sales Team, and coaches for performance and achieving key targets.
• Networks and participates in local professional organizations within key industries specific to the assigned territory.
• Participates in trade associations and trade shows and works with Marketing and other Sales North American groups to assist in other promotional efforts and/or joint initiatives.
• Plays a central role in representing the Company in high profile marketing events.
• Works in conjunction with Canadian Management, and/or the North American Sales Group to identify and/or target specific markets and leads, and advances Company brand and campaigns to maximize sales efforts.
• Responds to a complete request for proposals/quotations; solicits potential clients.
• Leads sales proposals and tenders; prepares and reviews sales/client contracts.
• Maintains key customer/account relationships and develops and implements strategies for expanding the Company customer base.
• Gathers research and information to identify new market verticals, customer opportunities and/or challenges; responds to marketplace challenges with appropriate Sales individuals, Operations, and the Senior Canadian Leadership Team as needed.
• Prepares reports on status of leads and other reports as required, such as Sales Activity reports, financial sales spreadsheets. Manages sales budgets.

POSITION SPECIFICATIONS:

• Established Sales track-record and proven sales management experience, preferably at the Vice President/Leadership level.
• Setting sales targets and pipeline management; proven track-record of consistently achieving personal and team targets.
• Experience working within a similar and/or service industry with demonstrated skills in achieving business-to-business sales activities.
• Strong and well-rounded interpersonal skills to manage sales performance and Customer relationships.
• Skill in highly persuasive oral and written communications, including effective executive-level presentation skills.
• In-depth knowledge of sales and business development strategies and techniques.
• Demonstrated energy, drive, determination and persistence to achieve goals.
• Ability to analyze sales data and develop recommendations and solutions.
• Ability to adapt to changes in the external environment and organization.
• Understanding of service industry cost and profitability drivers.
• Ability to think strategically, synthesize sales and marketing data and develop innovative solutions.
• Excellent planning, organizing and leadership skills.
• Experience working with Salesforce.com or similar CRM systems.
• Strong customer service and results orientation, as well as the ability to successfully close on contract deals.