Vice President of Sales - A&I

Inframark
US - Georgia - Norcross
April 4, 2024

Inframark is a market leader in developing and delivering comprehensive infrastructure management solutions with a strong focus on water and wastewater facilities throughout the United States.
The Automation and Intelligence Division is the dynamic and innovative systems integration/industrial automation arm of the company that specializes in developing cutting-edge solutions with instrumentation and controls, industrial cybersecurity and data analysis through artificial intelligence.
With a strong focus on technology, quality, and customer satisfaction, we are dedicated to revolutionizing the industry and providing exceptional products and services.
As we continue to expand our operations and grow our business, we are seeking a highly skilled and experienced Vice President of sales to join our leadership team.

Job Summary:

In this role, working with your three Regional Sales Managers (RSM), you will be responsible for developing and executing channel sales strategies to drive systems integration project work, managing and expanding our partner network, and driving sales growth through our channel partners.
In addition, you will work with our Vice President, Field Services to develop and implement strategies to increase our demand services and maintenance contract penetration.
Finally, once our hosted/subscription services offering is developed, you will identify the best channel, whether direct inside sales or channel sales, to launch and grow the adoption of these products.
Estimating will also report to this role, with strong dotted lines to the Regional Vice Presidents (RVPs) and the finance team.
This role reports directly to the President, Automation & Intelligence.
Key Responsibilities:

Develop and implement a comprehensive sales strategy to achieve revenue targets and market share growth, including channel, direct, and demand services described above.
Build and manage strong relationships with key water/wastewater manufacturers' representative firms, fostering a collaborative and mutually beneficial partnership.
Identify, recruit, and onboard new channel partners, assessing their capabilities, market reach, and potential for driving sales growth.
Negotiate and sign agreements with new channel partners
Provide ongoing support and enablement to direct staff and partners, including training, sales collateral, and marketing materials.
Develop and manage sales programs, incentives, and promotions to drive engagement and revenue generation with all sales channels.
Collaborate with the marketing team to develop effective marketing campaigns and co-marketing initiatives.
Monitor and analyze market trends, competitor activities, and customer needs to identify new business opportunities and stay ahead of market dynamics.
Track and report key sales metrics, including partner performance, revenue growth, margins, and market share.
Collaborate with internal teams to ensure seamless coordination and alignment of sales activities with overall sales and business objectives.
Provide strategic guidance and mentorship to the sales team, fostering a high-performance culture and professional development.
With the RSMs, develop and update a weekly sales pipeline within NetSuite to track all opportunities, including revenue, geography, probability of close, and expected close date.
Work with our SVP, Technology, and product management team to develop and launch innovative and customer-focused products, leveraging the voice of the customer and channel partners.
Qualifications/Experience:

Bachelor's degree in business administration, marketing, or a related field.
MBA is a plus.
A minimum of 5 years of proven experience managing manufacturers' representative firms within the water/wastewater industry
Strong track record of achieving and exceeding sales targets and driving revenue growth
Deep understanding of channel sales strategies, partner ecosystems, and distribution channels.
Excellent leadership and people management skills, with the ability to inspire and motivate a high-performing team.
Exceptional communication and interpersonal skills, with the ability to build strong relationships and negotiate effectively.
Strategic mindset with a customer-centric approach and expert business acumen.
Analytical and data-driven, with the ability to leverage market insights to make informed decisions and drive results.
Proven ability to work cross-functionally and collaborate with teams across the organization.
Expertise with CRM systems and sales enablement tools.
Experience integrating acquired companies into a platform is a plus
Join our dynamic team and contribute to shaping the future of our Automation & Intelligence division.
If you are a strategic thinker with a passion for sales excellence and have a proven track record of success in the industry, we would love to hear from you.
Apply now as the Vice President of Sales and help us drive our company's growth and success.
PHYSICAL DEMANDS
Requires overnight travel approximately 40% of the time.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.
IND999
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Read the full job description and apply online on the recuiter's web-site

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