at IFS North America in Itasca, Illinois, United States
Job Description
The Vice President, Aerospace & Defense is responsible for the direct execution of North America Aerospace & Defense sales. The purpose of the position includes providing leadership to the sales team and coordination of the company sales function; developing and implementing sales strategy; and monitoring and analyzing sales activity against goals.
Essential Duties & Responsibilities
- Direct the execution of sales efforts and initiatives within Aerospace & Defense market
- Defense and/or aerospace industry sales experience required, including established relationships with prime defense contractors and service integrators
- Experience with a long, complex sales process (6-9 months) and an average deal size of >$450,000
- Experience with Government contracting processes and procedures, and with Government source selection processes
- Develop and coordinate sales selling cycle and methodology
- Collaborate with marketing leadership, sales management, and other internal functional groups to identify and develop new customers for IFS products and services
- Provide an accurate forecast that supports the management of the company’s cash flow targets and develop annual sales plan strategies and plans to accomplish or exceed corporate goals which drive the increase of revenue and profitability.
- Manage and build a rolling pipeline and identify opportunities and new project development.
- Identify and measure leading indicators on a regular basis to motivate ideal behaviors within the sales team
- Directly engage with key client accounts, deliver value-based sales presentations to key clients in coordination with sales representatives, and coordinate the management of all other accounts. Establish long-term business relationships with customers, key strategic partners and influencers.
- Direct staffing, training and performance evaluations to develop sales program. Help build and develop sales team competencies and capabilities. Coach and motivate sales team to achieve goals.
- Promote positive relations with partners, vendors and distributors
- Strong negotiation skills and good contract knowledge
