Vice President, Sales - Americas

General Summary

The primary responsibility of the Vice President, Sales - Americas is the overall sales organization performance, the profitable achievement of sales organization goals, and for aligning sales objectives with CCL’s business strategy. Directs the ongoing development and execution of the Americas’ growth and go-to-market strategy by leading, managing, coaching, and supporting staff members who sell and/or enable the selling of Global Markets leadership development solutions to CCL clients. Determines and monitors the key performance indicators (KPIs) such as revenue forecast and achievement vs. plan, win percentage, gross profit percentage, and overall client satisfaction. Serves as a core member of the Americas Leadership Team and steward of Global Markets Americas success.

Principal Duties & Responsibilities

Strategic Leadership

• Develops and maintains an Americas sales strategy, in support of the overall Americas’ goal, that balances both growth of CCL's existing long-term clients and proactive acquisition of new clients in support of overall Global Markets Americas revenue goals.
• Aligns the sales organization’s objectives with organization’s business strategy through active participation in strategic planning, sales strategy development, and forecasting, sales resource planning, and budgeting.
• Operates with a global mindset when working with client organizations and across CCL regions to ensure alignment and support.
• Provides leadership to the sales organization’s management team, while fostering a culture of collaboration, accountability, professional development, high-performance, and ethical behavior.
• As a member of the Americas Leadership Team works with the team in leading the Americas region, setting strategy, collectively managing talent, and creating an organizational culture that supports employee engagement and achievement of organizational goals.
• Builds strong partnerships with key Marketing leaders to co-create a demand strategy that meets and aligns with the overall sales strategy. Oversees execution of sales and demand strategies.
• Builds strong working partnership with Client Solutions and Client Operations leaders and staff to support the client experience.
• Monitors customer, market, and competitor activity and provides feedback to company leadership team and other company functions.

Business and Financial Leadership

• Meets assigned targets for profitable sales volume, market share, and other financial performance objectives.
• Maintains and evolves CCL’s pricing strategy consistent with our margin objectives and strategy of selling value, maintaining our market position.
• Manages business development operating expense budget for the Americas.
• Provides detailed and accurate sales forecasting to ALT and CCL finance.
• Defines and oversee sales staff compensation and incentive programs, in partnership with HR and Finance, that motivate the sales team to achieve their sales targets. Manages/maintains a relevant and impactful sales compensation plan, policy, and procedures.
• Analyzes and leverages sales business performance data and market data to drive business decisions.
• Develops, documents, and implements sales policies, standard operating procedures, process discipline, and best practices, and streamlines sales processes.

Specific Knowledge, Skills & Abilities Required

• Client Focus: Views all work through the client's lens to ensure the best possible outcome for our clients. Builds internal & external relationships. Always looks at issues and opportunities with a client lens. Coaches team to build strong professional relationship with their clients. Sets and manages expectations for his/her team to be client focused.
• Business & Financial Acumen: Exceptional business acumen and experience working in a growth, fast-paced, multi-product environment. Ability to translate business strategy into functional/operational plans and apply knowledge to the critical components of the function required. Holds an enterprise-wide focus and understands the different business lines. Outstanding knowledge of essential business and financial targets.
• Process Discipline: Ability to articulate, drive, and ensure process standardization and adoption of best practices. Understands process as critical to ease of execution, client satisfaction, and innovation. Creates a team environment where both they and their team are always conscious of the processes; takes ownership to shows others that they can trust you to do the right thing.
• Learning Agility: Flexibility and comfort with ambiguity. Willingness to learn from experience. Seeks out experiences that may change perspective or provide an opportunity to learn new things. Pursues, responds to and uses feedback. Views failures and mistakes as an opportunity to learn. Focuses on what is possible, removes barriers. Is persistent, focused, patient, and respectful even during stressful situations. Adapts to ambiguous and changing situations.
• Digital Skills: Use the appropriate technologies (e.g., social media, learning platforms, data platforms, applications, systems) at the right time and in the right way to find information, communicate ideas, connect with others, and create new knowledge and other work products. Assess information and judge the quality, relevance, usefulness, validity, and applicability of digital information.
• Virtual Leadership: Exceptional interpersonal skills; ability to articulate crystal clear expectations and ensure team alignment; commitment to regular and meaningful communication; willingness to invest in relationships; patience; grant and engender trust easily, create actionable meetings, leverages technology to create connections; collaborative culture builder.

Education and Experience

• Experience managing and growing $80M+ in revenue.
• Master's degree in business, marketing, related field, or commensurate experience.
• Minimum 7+ years of experience managing business development/sales.
• 10+ years of senior level business and business development experience.
• Demonstrated experience as a consultative sales professional in identifying clients' needs, working collaboratively to develop plans to address the needs, and partnering with other stakeholders to ensure appropriate resources to deliver the results promised in contracted work.

Other Requirements/Experience

• Willingness to travel 25% required.

Pay and Benefits

• Salary will start at $180,000 and will be commensurate with relevant qualifications and professional experience.
• Remote or Hybrid opportunity available upon request.
• 403(b) Savings Plan with employer contribution
• Medical insurance
• Telemedicine
• Dental insurance
• Vision insurance
• Health savings and flexible spending accounts
• Paid time off and paid holidays
• Employer-paid short-term and long-term disability
• Employer-paid life insurance
• Employee and family assistance program
• Various voluntary options for additional plans or coverage levels

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