VP, Sales West Region

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The VP of Sales for the West region within DuBois Chemicals is responsible for achieving sales goals by developing and implementing plans and strategy aligned with organizational objectives.   Critical to success is building and developing an outstanding team of high performance sales and service professionals through excellent selection, coaching, mentoring and leadership.  Successfully combining market and technical knowledge with effective management and leadership is central to achievement in this role.  The VP will be accountable to exceed productivity and financial objectives for both the top and bottom line.  The VP of Sales West region typically manages 12-15 direct reports with revenue of roughly $170M. 

DUTIES & RESPONSIBILITIES

Business Growth

• Manage and exceed goals in the areas of sales, profit margins, territory development, customer development and new business acquisition

• Utilize and implement DuBois Profession Selling methodology, DCRM and associated tools

• Lead the sales management system including the team and individual meetings

• Drive key account growth through individual effort and collaborative team work across Regions and Countries as needed

• Execute price increase and profit improvement activities across the team

• Engage key customers directly to build productive relationships

• Leverage practice teams to increase cross selling results

Strategic Thinker

• Anticipate problems and opportunities and apply insight and creativity to the development of solutions

• See systems holistically by understanding patterns and interrelationships

• Think critically to challenge assumptions, conventional wisdom and one’s own beliefs

• Continually evaluate team structure, effectiveness and return on assets to optimize as needed

Coaching & Development

• Hire, develop and coach sales representatives from new hires to veteran personnel

• Utilize DuBois’ sales tools to create alignment and to share best practices/training with the team

• Anticipate or investigate performance/personnel problems and take corrective action

• Train and support your team on the DuBois Professional Selling process and DCRM tools

• Ride with at least one sales manager and one representative each month

• Create opportunities for high potential team members to stretch their skills and interact with the senior leadership team

Champion Change

• Communicate corporate vision, mission and strategy to the team and create a plan to drive accountability

• Lead by example with consistent display of DuBois values and culture

• Drive the successful implementation of corporate initiatives through open dialogue, removing obstacles, and leading the cause through positive reinforcement/ sharing of success stories

Business Acumen

• Develop successful territories by developing “Territory Business Plans” with regional sales managers and sales representatives to drive market penetration with the full DuBois product line

• Make decisions based on sound strategic and financial principles aligned with DuBois goals and objectives

• Work with sales managers and representatives to understand and act on competitive actions

• Act on market trends through active participation in professional associations, networking, trade journals, tradeshows, etc.

Professional Communication

• Foster teamwork through collaboration and cooperation with senior leaders, peers, and reports to achieve the vision, mission and strategy of DuBois

• Communicate with reports, co-workers and customers through good oral, interpersonal, body language, and active listening skills to establish a strong trust and transparency

• Convey written messages either through email, reports, or other written media in a clear, concise and professional manner.

QUALIFICATIONS

• Minimum of 5 – 10 years of successful industrial business to business sales, strategic, technical and managerial experience

• Travel up to 70% of the time

• Experience using CRM (Microsoft 365 preferred), Word, Excel, PowerPoint, and Outlook

• Industry process and knowledge of chemistry is preferred

• Proficient in key account and multi-relationship customer development

• Proficient in cost analysis, identifying continuous improvement opportunities

• Proven leadership skills with a demonstrated track record of achievement in key roles

• Demonstrate knowledge of applicable safety skills related to position, to include: Driver Safety; Slip, Trip and Fall Safety; PPE Use; and Lockout, Confined Space, and Tagout Procedures

• Demonstrate knowledge of “Conceptual” and “Strategic” selling principles and methods for showing, promoting, and selling products or services to include identifying buying influences and addressing expectations

EDUCATION REQUREMENTS

Bachelors degree in business, chemistry, or other related technical discipline is required. MBA preferred

DuBois provides equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, gender expression, genetic information, service in the military, veteran status, or any other protected status in accordance with applicable federal, state, and/or local law and/or regulation.