VP: Sales and Marketing

This position is responsible for maximizing revenues through the planning and management of sales activities.  Responsible for revenue generation primarily through managing and leading the work effort of account executives. Maintains effective communications with executives and managers across the company to ensure proper sensitivity to the needs of the sales organization.

Responsibilities:

• 60% Manages a team of account executives to maximize sales revenues and meet corporate objectives
• Accountable and responsible for all activities for the Sales department to assure accurate forecasting of monthly bookings and costs, for recording and read-out per the corporate calendar and published financial ratios.
• Manages group to assigned expense and quota/commission budgets.
• Manages Sales OPS team within group or collaborates with a shared-service Sales OPS team and Harris Controller to secure needed performance information to adjust group activities mid-month in order to meet financial goals.
• Coordinates communication and activities with Marketing and the business unit, especially Professional Services, to ensure all “before the sale” and “after the sale” activities are executed seamlessly.
• Develops quota and commission plans for Sales personnel, as well as cross-sell and equitable sales relationships with other Picis business units.
• Assist account executives in qualifying opportunities and prospects.
• Manages all sales activity across the group, ensuring well balanced sales activity to ensure achievement of sales plan.
• Manages sales professionals in all aspects of account planning and sales process execution.
• Presents credible experience/solutions to the key client decision makers.
• Advise account executives in arranging multiple sales cycles and sales events.
• 30%  Manages and develops sales team members
• Handles all employee relation issues, including hiring, coaching, motivating and training of direct reports.
• Manages the performance and development of all sales professionals within the group.
• Educates team in terms of sales tactics.
• Evaluates effectiveness of team members; recommends necessary changes including disciplinary action.
• 10%  Establishes and manages effective programs to address the following issues:
• New account sales and field operations growth.
• Enhancement of professional services revenues.
• Sales of emerging products/services.
• Pro-active competitive strategies and targeted sales campaigns.
• Long-distance or air travel is required as needed, approximately 50%.