Scandia Consulting, Inc. is looking for someone to fill the new role of VP, Sales and Account Management. The company experienced revenue growth of 25% in the past year and are looking to meet and increase that to 50%+ year over year in the next five years. Based in Providence, RI, Scandia’s workforce is globally dispersed yet united via technology that makes it feel like we are always in the same room. Scandia has been developing Websites and Internet-enabled applications, including native mobile deployments, since 2007, and have many happy customers including CyberScout, Lazard, North American Savings Bank, and Cumberland Farms.

Our culture is entrepreneurial and relaxed (leave your suit and khakis in the closet) but we are nothing like that when it comes to customer service and support. We approach every project and issue with the same amount of seriousness and urgency as our clients’ whose business they are depending on us for. You have ideas you want to try? New or tried and true strategies – we love them all – just have one. We don’t have time or desire to get caught up in “analysis paralysis.” We hire only smart, competent, compelling, decisive, and personable people.

We have executives with long tenures in financial services and Web site development and integration. Scandia is an Umbraco Gold Partner and Kentico Bronze Partner. The opportunities we have are plentiful but we are looking for another executive with a similar background to help define, focus, and execute a sales and growth strategy that takes advantage of our strengths.

Compensation includes a competitive base salary to reflect the leadership that is expected from the role but also includes a significant sales performance based commission structure.

Goals

  • Grow revenue profitably by 30% in year one (includes existing revenue that is retained) and by 50% each year afterward
  • Retain 90% of existing customers and 100% of existing revenue year over year

Responsibilities

  • Build pipeline of new and existing customer opportunities by establishing relationships with new leads and existing customers
  • Collaborate with President to develop Sales presentation materials
  • Collaborate with President and marketing function to establish and develop additional sales and marketing materials for support, channel, and partner programs
  • Research and represent the voice of the customer in the development of sales and marketing materials
  • Work sales opportunities through the entire lifecycle until there is a team in place to separate duties
  • Develop plans and strategies for nurturing business and achieving the company’s goals
  • Create a culture of success and ongoing business and goal achievement
  • Hit the ground running while in parallel working on strategic efforts
  • Manage the sales and accounts team, operations and resources to deliver profitable growth
  • Define optimal sales force structure
  • Hire and develop sales and account staff according to plan
  • Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets
  • Define and coordinate sales and account management training programs that enable staff to achieve their potential and support company sales objectives
  • Define sales processes that drive desired sales outcomes and identify improvements where and when required
  • Put in place infrastructure and systems to support the success of the sales function
  • Provide detailed and accurate sales forecasting
  • Maintain information and data related to customer and prospect interactions in a CRM
  • Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
  • Travel for in-person meetings with customers and partners and to develop key relationships (5-10%)

Experience

  • Successful experience building and growing a channel
  • Successful experience selling professional services and/or SaaS product to financial services or government buyers
  • Successful experience closing six-figure deals
  • Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations
  • Successful experience managing a team of two + sales persons and/or account managers
  • Experience managing key customer relationships and closing strategic opportunities
  • Successful experience utilizing a CRM to manage team sales tasks, pipeline, and closing data
  • Successful experience hiring and onboarding sales or account management representatives
  • Proven experience working within a small company environment
  • Experience providing status reports with market and customer feedback to the corporate leadership team
  • Demonstrated ability in all aspects of sales and account management leadership