Lead and develop a high-performing commercial team
Lead, coach and develop inside and outside sales professionals to achieve individual and collective performance objectives
Establish clear goals, performance metrics and accountability across all commercial roles
Provide regular field coaching and participate in strategic customer engagements to improve commercial effectiveness
Build a culture of collaboration, execution discipline, customer focus and continuous improvement
Drive growth and commercial performance
Develop and execute strategies that drive revenue growth, profitability, market share expansion and adoption of AVIRE solutions
Align consultant engagement, specification development, end user demand generation and account-based opportunity conversion
Monitor pipeline health, forecast accuracy, specification activity, project capture rates and sales productivity
Use performance data and market intelligence to optimize resources and commercial execution
Align the commercial ecosystem
Ensure effective coordination between Account Managers, Vertical Business Development Managers and Consultant & Specification Managers throughout the opportunity lifecycle
Drive conversion of specified opportunities into awarded business and long-term customer growth
Remove barriers to opportunity progression and project capture
Facilitate collaboration across Sales, Marketing, Customer Experience, Technical Support and Product Management
Strengthen market position and customer relationships
Maintain executive relationships with key customers, consultants, strategic accounts and industry influencers
Identify emerging market opportunities, competitive threats and strategic growth initiatives
Support the successful launch and commercialization of new products and solutions
Represent AVIRE in strategic customer meetings, industry events and market development activities
Performance Objectives
Elevator revenue, profitability and market share objectives are achieved or exceeded.
All sales team members consistently achieve performance objectives.
Specification-driven opportunities convert to revenue at targeted project capture rates.
SmartView adoption increases through consultant specifications, end user standards and project implementation
Pipeline value, forecast accuracy and opportunity conversion support sustainable long-term growth
Strategic customer, consultant and end user relationships are strengthened and expanded
Commercial activities, opportunities, forecasts and market intelligence are accurately maintained within CRM
Cross-functional execution improves customer experience and commercial performance
Team engagement and capability development are actively monitored and improved
Job Skills
Proven success leading high-performing B2B sales and business development teams, elevator industry experience preferred
Demonstrated ability to coach account management, business development and specification-focused professionals
Strong understanding of specification-driven selling, complex buying processes and the elevator industry
Experience developing and executing growth strategies that increase revenue, profitability and market share
Strong leadership, communication, influencing and stakeholder management skills
Experience managing sales pipelines, forecasts, performance metrics and commercial operating rhythms
Ability to align cross-functional teams around shared commercial objectives
Strong analytical and problem-solving capabilities with a data-driven approach to decision-making
Experience with Salesforce, PowerBI and related commercial management tools, or similar CRM and business intelligence tools
Fluent in English and the primary language utilized within the territory
Qualifications
Bachelor’s degree in Business Administration, Marketing, Sales, Engineering, and/or a related field or equivalent professional experience
A minimum of 7 years of experience in a sales leadership capacity, ideally including specification-driven or technical sales
Access to primary metropolitan hubs in the United States
Willingness to travel up to 50% of the time
We want someone who displays
Action-Oriented Curiosity: You readily take on challenges, and you identify and seize new opportunities. You have an outstanding history of delivering on your projects. You work on the problems that truly need solving, and you effectively challenge the organization to be better. You can cut through the clutter and focus on the priorities that align with organizational objectives.
Collaboration: You embrace the unique experiences, viewpoints, and abilities of your teammates and proactively engage those differences to come to the best possible outcome. Creating an effective sales team is incredibly motivating to you, and you put your employees first recognizing that you succeed only when they succeed.
Empowerment: You thrive in an environment where you can make decisions. You do not shy away from taking a stand, and you recognize the importance of challenging the team to ensure that we strive for more. You also empower your employees to make decisions giving them the tools to do so successfully.
Accountability: You take responsibility for your actions, and you deliver on your commitments. You hold the members of your team to high standards while ensuring they have the support they need to reach those lofty goals.
Inclusion: In all aspects of your work, you treat everyone with respect.
Who is AVIRE?
Connecting and Protecting People. AVIRE combines 4 market-leading brands (MEMCO, MICROKEY, RATH and JANUS) within the elevator and emergency communications industries. Each brand has a strong market presence, a unique identity, a distinct product range, and a long, successful history. AVIRE has Manufacturing and R&D locations in multiple countries, Sales & Marketing in numerous countries, and employs approximately 400 people globally. AVIRE is committed to fostering a diverse and inclusive workplace, where all individual’s unique perspectives and capabilities are valued. We provide equal job opportunities to all applicants and promote fairness in our hiring process.
AVIRE is part of the Halma group (www.halma.com). Halma bets on talent! We are looking for bright, ambitious people to join our team and stay for the long term. With over 45 businesses under its ownership, Halma is a great place to start, advance, or accelerate your career.
AVIRE is an equal opportunity employer.
Benefits
Competitive base salary with significant commission potential based on performance
Complete benefits package including health, dental & vision insurance, 401K, vacation, and generous parental leave
Paid time off
Educational Assistance
Professional Development training opportunities
Company car allowance
#AVIRE #LI-LS1
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