Vice President, Sales - PA en COFCO, a Henricksen Company

Description

About COFCO, a Henricksen Company

Founded in 1946, COFCO is a Philadelphia-made company, and proud of its roots. We are one of the oldest continuously operating commercial office furniture dealership in the Philadelphia region. 2019 brought an exciting new chapter in COFCO's history with our expansion into the Maryland and Washington, DC market. COFCO continues to bring the same high level of customer service and commitment our clients have experienced for well over 70 years! COFCO’s team is a passionate group of experts. Our clients can rely on our depth of knowledge, our ability to find the right solution for each project, and our support and partnership with our clients at each step in the process. From sales and design to delivery and setup, COFCO’s people are our greatest asset. When we say we’re going to do something, we do it.  

Job Summary

The Vice President of Sales will provide leadership to execute sales strategy and drive market position, reputation, profitability, and growth. Guide and optimize sales team engagement and operations, with a focus on mutual accountability and respect and compliance and operational efficiency necessary to progress market goals. Play a pivotal role in fostering exceptional client experiences, generating sales, and strengthening a positive brand reputation in the market. Lead the market and sales team forward in alignment with the organization mission and Core Vales, cultivating a community-driven culture and valuable employee experience.

• Market Position and Growth. Maintain pulse on market competition to differentiate and elevate brand when go-to-market. Cultivate high trust relationships with partners and influential stakeholders to help build client pipeline. Co-develop data-driven strategies and initiatives to position sales team and market for success. Collaborate on targeted business development/marketing efforts to tap in new ventures and/or unmet/emerging needs. Leverage alliances, cross-market expertise, and success to introduce and expand offerings within and across verticals. Collaborate with cross-market sales leaders to proactively share proven practices, identify viable opportunities, and strengthen alliances within and across markets. Champion change initiatives and programs aimed to strategically drive client satisfaction and loyalty.
• Strategy Execution. Establish accurate annual sales plans across sales team to optimize market profitability and growth according to strategy. Maintain ongoing oversight on market sales to forecast, proactively advising sales team and escalating as appropriate. Engage in high-profile, high-volume pitches and accounts to influence, negotiate, and generate wins across market. Champion change management initiatives and innovation to strategically advance organization and market strategy. Partner with manufacturing/vendor partners to maintain and/or target discount programs that accelerate progress to plan. Maintain sales team accountability for forecast accuracy and contributions to monthly, quarterly, and annual sales targets, margin, and new business goals. Engage with cross-market sales leaders and members to leverage expertise, successes, and relationships to further plan. Guide sales team on business opportunities in ways that optimize market's profitability and success. Partner with cross-functional leaders proactively to streamline project workflow, build mutual respect, and cultivate quality outcomes throughout client and project portfolio.
• Brand and Market Reputation. Promote relationships and connections within and across market influences, civic, business, and industry organization. Participate in high-profile events that showcase client solutions, awards, and alliances, positioning organization as market and industry leader - inclusive of receptions, fundraisers, public speaking, and panel engagement, conferences, and exhibitions. Capture, celebrate and promote client testimonials and examples of exceptional client experiences. Model and reinforce the organization's core values to the highest, representing its brand and differentiation in the industry. Engage with partners to elevate brand and strengthen alliances across A&D, commercial real estate, and vertical product lines.
• Sales Team Leadership. Promote and maintain accountability for core process and proven practices that foster operational efficiencies and consistency within and across markets. Oversee and evaluate daily, weekly, and monthly activities of sales team to ensure appropriate allocation of relevant tools, resources, and support. Maintain pulse on sales team compliance with local, state and federal laws and regulations relevant to clients and work. Foster sense of community and mutual accountability for values-driven culture within sales community and across project and vertical teams. Implement performance management and succession planning activities and decisions that fuel wellbeing and engagement, accurately recognizing and differentiating performance, while building talent pipeline. Engage and grow capabilities across the sales team through strategic work, coaching/mentoring, and development.
• Client Relationship and Experience. Collect, analyze and respond to client feedback across projects to cultivate exceptional client experience across market. Encourage sales team to maintain client-centric approach to all client interactions, maintaining high-touch service in line with client expectations and preferences for communication and engagement. Serve as escalation point to respond to all client inquiries and issues with a sense of urgency and timely resolution. Leverage vendors and partner relationships across the market, influencing and negotiating programs and terms to improve client experience and outcomes (e.g., product pricing, delivery, quality, and issue resolution).
• Other duties as needed/assigned

Requirements

Qualifications - Education and Experience

Required:

• High school diploma or equivalent.
• 10+ years' experience in sales, and/or account management role.
• Experience in contract furniture dealership or related industry.
• Strong network across market and region of interest.
• Skilled at leading and collaborating within sales and across project teams.
• Aptitude in leadership and negotiations.
• Ability to handle multiple accounts and projects concurrently.
• Proven track record in project, client, and relationship management.
• Ability to think strategically through the sales process.
• Conscientious and flexible, with a strong work ethic and problem-solving orientation.
• Exceptional interpersonal and communication skills, including writing, speaking, and active listening across various medium, situations, and problem-solving skills.
• Proficient in Microsoft Office365 applications (including MS, Word, Excel, SharePoint, and PowerPoint).

Preferred

• Bachelor's or associates degree in Marketing, Business Design, Entrepreneurship, Communications, or Arts related.
• Ability to deliver effective presentations in front of varying audiences (sizes and representations).
• Track record of over-achieving sales quotas.
• Strong network within interior design and/or commercial real estate community.
• Track record of building and leading teams around mission, brand, and culture.
• Experience with CRM software, business application software (i.e., inventory management and order processing) and spread sheet development and analytics.

Additional Information

COFCO, a Henricksen Company offers competitive wages based on skills and experience as well as comprehensive benefits packages. As an Equal Opportunity Employer, COFCO, a Henricksen Company is fully committed to cultivating a culture that is inclusive and integrates its Core Values in every action, every interaction, and every decision that is made.